Insight-Led Selling

Stephen Timme and Melody Astley

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You have a vital mission as a sales professional: to generate revenue for your company and ensure its continued success. But in today’s selling landscape, buyers are more educated than ever. You need a way to cut through the noise and navigate new complexities.

In Insight-Led Selling, Stephen Timme and Melody Astley introduce you to a sales method that stands the test of time. Insight-Led Selling is an approach that provides practical ways to:

  • Adopt an executive mindset by learning how your buyers think.
  • Build credibility by developing financially driven points of view.
  • Communicate with impact by speaking your buyer’s language.

You’ll hear from top executives from companies like AT&T, Coca-Cola, and Georgia Pacific as they share their expectations of the sales professionals vying for their business. Whether you’re new on the job or a seasoned seller, this book is your first step toward sustainable success.

Dr. Stephen G. Timme is President and Founder of FinListics Solutions, a company that helps B2B professionals develop greater customer insights and better demonstrate the value of their solutions. Before founding FinListics, Stephen was a professor of finance at Emory University and Georgia State University, an adjunct professor at the Georgia Institute of Technology, and a consultant for numerous Fortune 500 companies.

Melody Astley is FinListics’ Chief Revenue Officer. With a background that includes leadership and senior sales roles at Gartner and IBM, Melody is responsible for strategic business growth and FinListics’ sales and marketing engines. She leads workshops and presents at global conferences, such as Strategic Account Management Association (SAMA) and the RevGen Digital Summit.

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