Stephen Timme (Founder and President of FinListics Solutions) and Melody Astley (CRO of FinListics Solutions) are co-authors of a new book Insight-Led Selling: Adopt an Executive Mindset, Build Credibility, Communicate with Impact. On today's episode we're talking insight-led selling and why, as they write, “The salesperson should be more interested in learning about my business, instead of telling me about theirs." We talk about research from their book that finds that only 19% of sales managers believe their sellers are trusted advisors. If so few managers think their sellers are trusted advisors, what percentage of buyers think the same? Plus, we dive into the 3 things that buyers want from sellers.

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