Michael Harris – Medium

Michael Harris

Michael Harris

Why Sales Fails at Selling Change With Success Stories & Needs Change Stories/Questions

Success stories are only effective as proof late in the sales cycle once a customer has decided to change. Early stage customers, on the…

Sep 12, 2017

Why Sales Fails at Selling Change With Success Stories & Needs Change Stories/Questions

Sep 12, 2017

Michael Harris

INSIGHT SELLING- WHAT IS INSIGHT, AND WHY DO IT?

Everyone is talking about how sales & marketing must now learn how to deliver insights to their customers, because the internet has changed…

Sep 9, 2017

Sep 9, 2017

Michael Harris

THE STATUS QUO BIAS: WHY CUSTOMERS DEVIATE FROM RATIONAL ECONOMIC BEHAVIOR

The value to buy your product is overwhelming, and yet the customer decides not to buy. Why? The optimism and status quo bias block…

Sep 9, 2017

THE STATUS QUO BIAS: WHY CUSTOMERS DEVIATE FROM RATIONAL ECONOMIC BEHAVIOR

Sep 9, 2017

Michael Harris

FROM SEWER-LINE TO PIPELINE WITH INSIGHT SELLING

Here’s a story about how a VP of Sales resurrects her pipeline by showing her team how to lead customers to value with insight not…

Sep 9, 2017

FROM SEWER-LINE TO PIPELINE WITH INSIGHT SELLING

Sep 9, 2017

Michael Harris

Sales Training Doesn’t Improve Bottom 80% So Invest In Best to Train Rest

The goal of every sales training program is to improve the bottom 80% of salespeople, but that’s not what happens. What happens is that the…

Mar 27, 2017

Sales Training Doesn’t Improve Bottom 80% So Invest In Best to Train Rest

Mar 27, 2017

Michael Harris

Get Off The Sales Training Merry Go Round & Increase Revenue

I recently asked a friend how she lost weight and she said “I ate less.” That was not what I wanted to hear. I wanted to hear about the…

Aug 20, 2016

Get Off The Sales Training Merry Go Round & Increase Revenue

Aug 20, 2016

Michael Harris

How To Deliver Insight & Challenge The Status Quo With Questions

In the HBR article “The End of Solution Selling” in 2012, The Challenger Sale positioned themselves as the dominant sales methodology by…

Jul 30, 2016

How To Deliver Insight & Challenge The Status Quo With Questions

Jul 30, 2016

Michael Harris

HOW TO DELIVER INSIGHT & CHALLENGE THE STATUS QUO WITH QUESTIONS

When customers understand their problems, it’s easy for salespeople to lead them through discovery, because customers don’t need…

Jul 26, 2016

HOW TO DELIVER INSIGHT & CHALLENGE THE STATUS QUO WITH QUESTIONS

Jul 26, 2016

Michael Harris

CHALLENGE THE STATUS QUO & CREATE VALUE WITH INSIGHT-BASED DIRECTED QUESTIONS

When customers understand their problems, it’s easy for salespeople to lead them through discovery, because customers don’t need…

Jul 22, 2016

Jul 22, 2016

Michael Harris

Insight Selling Map: The Answers Behind The Questions Illuminates The Road To Value

It’s counter intuitive, but if you want your salespeople to challenge the status quo and create value with discovery questions, I believe…

Jul 7, 2016

Insight Selling Map: The Answers Behind The Questions Illuminates The Road To Value

Jul 7, 2016

Michael Harris

Michael Harris

CEO Insight Demand, author of Insight Selling, & published HBR. Insight Storytelling Sales Training. #SalesTraining #InsightSelling #Storytelling

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