Educate with New Ideas and Perspectives Our research shows that sellers who win educate buyers with new ideas and perspectives 3X more often than second-place finishers.1Many sellers who see this think, “Right. Then I should deliver more presentations to educate my buyers, clients, and customers on what to do and how to do it.” It’s true that making presentations and telling stories are essential to give buyers a sense of what’s possible. If you can deliver a powerful, persuasive presentation—what we call a Convincing Story—you’ll be well on your way to becoming an insight seller.2However, driving insight through presentations is only half of the story. The other half of insight selling is the value you deliver when you create insight through your conversations with buyer.

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