What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place?

Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results.

"Not only do sales winners sell differently, they sell "radically differently, "than the second-place finishers."

In recent years, buyers have increasingly seen products and services as "replaceable." You might think this would mean that the sale goes to the lowest bidder. Not true A new breed of seller--the insight seller--is winning the sale with strong prices and margins even in the face of increasing competition and commoditization.

In" Insight Selling, "Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners:

Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people.

Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options.

Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team.

They also found that much of the popular and current advice given to sellers can damage sales results. "Insight Selling" is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.

A proven approach to revenue-generating marketing and client development

"Professional Services Marketing" is a fully field-tested and research-based approach to marketing and client development for professional services firms. The book, now in its "Second Edition," covers five key areas that are critical for firms that want to grow and become more profitable: creating a marketing and growth strategy; establishing a brand and reputation; implementing a marketing communications program; executing lead generation strategies; and developing business by winning new clients. You will also read real-world case studies that illustrate major points, as well as quotes and stories from well-respected professionals in the industry.The "Second Edition" features new research and updates throughout, including new chapters on social media and online marketing, as well as new case studies and interviewsAuthors Mike Schultz and John E. Doerr are the coauthors of the "Wall Street Journal" and "Inc. Magazine" bestseller "Rainmaking Conversations" and "Professional Services Marketing"; Lee W. Frederiksen is coauthor of "Online Marketing for Professional Services"Will be widely promoted via multiple online routes and direct mail marketing

Firms of any size can use this proven approach to marketing and client development to attract new clients and grow their professional service businesses.

Conversations make or break everything in sales. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales. "Rainmaking Conversations" provides a proven system for leading masterful conversations that fill the pipeline, secure new deals, and maximize the potential of your account.

"Rainmaking Conversations" offers a research-based, field-tested, and practical selling approach that will help you master the art of the sales conversation. This proven system revolves around the acronym RAIN, which stands for Rapport, Aspirations and Afflictions, Impact, and New Reality. You'll learn how to ask your prospects and clients the right questions, and help them set the agenda for success.

Armed with the knowledge of the markets you serve, the common needs of prospects, and how your products and services can help, you can become a trusted advisor to your clients during and after the sale. With the RAIN system, you'll be able to: Build rapport and trust from the first contactCreate conversations with prospects, referral sources, and clients using the telephone, email, and mailUncover the real need behind client challengesMake the case for improved business impact and return on investment (ROI) for your prospectsUnderstand and communicate your value propositionApply the 16 principles of influence in salesOvercome and prevent all types of objections, including moneyCraft profitable solutions and close the deal

The world-class RAIN SellingSM methodology has helped tens of thousands of people lead powerful sales conversations and achieve breakthrough sales performance. Start bridging the gap between "hello" and profitable relationships today.

When their five-year-old son fought for his life, business leaders Erica and Mike Schultz learned a new way to live, work, and succeed-discovering how to achieve extreme productivity with heart and purpose. Ari Schultz was an extraordinary baby, beginning life in a pitched battle against heart disease. The same year, his parents launched their business, and they had to keep it going strong, even while living full-time at the hospital for months on end. For the next five years, Erica and Mike Schultz learned how to balance the demands of their jobs, commuting to the hospital, and spending time with their growing family-along the way, noting the tricks and techniques that allowed them to get work done, even while living in the cardiac ICU and later through heartbreaking loss. After reflection and recovery, Mike and Erica codified their method of coping and working, and set out to study the work habits of extremely productive people. They discovered what extremely productive people do differently than everyone else, and went on to create The Productivity Code-a new approach to productivity that has helped tens of thousands of people manage their time for greatest effectiveness, fulfillment, and happiness.

Meike Schulte geht der Frage nach, inwieweit sich die Effektivitat der Aphasietherapie in der chronischen Phase steigern lasst. Vor diesem Hintergrund wird in dieser Studie die kombinierte Intervention aus einem gruppentherapeutischen Therapiekonzept (CIAT-COLLOC NK) und einer nicht-invasiven Hirnstimulationsmethode (tDCS) erprobt. Diese Verbindung erweist sich als ausserst effektiv. Alle teilnehmenden Probanden profitieren von der kombinierten Intervention. UEberwiegend lasst sich zudem der isolierte Mehrwert der Hirnstimulation belegen. Weiterhin wird deutlich, dass die Kontrolle der diversen Einflussfaktoren auf dieses Therapiegefuge eine besondere Herausforderung darstellt. Innerhalb von Folgestudien mussen diese ersten Ergebnisse anhand von groesseren Stichproben abgesichert werden. Die Autorin Meike Schulte hat sich in ihrem Forschungsprojekt an der RWTH Aachen und im Rahmen ihrer Mitarbeit in der Sektion Klinische Kognitionswissenschaften mit der Erprobung verschiedener Hirnstimulationsmethoden befasst. Derzeitig ist sie in der klinischen Versorgung von Schlaganfallpatienten tatig.