Insight Selling

A business parable about how to create a start-up that won't trap you when you want to sell it. According to John Warrillow, the number one mistake entrepreneurs make is to build a business that relies too heavily on them. Thus, when the time comes to sell, buyers aren't confident that the company-even if it's profitable-can stand on its own. To illustrate this, Warrillow introduces us to a fictional small business owner named Alex who is struggling to sell his advertising agency.

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.

Experienced sales professionals and those new to the game agree: selling can be tough. And today, it’s as challenging as ever. In recent years, there’s been an explosion in new products and services. Prospects and customers are inundated with offers, pitches, and proposals, and changes in the economy have made buyers more sophisticated, cautious, and deliberate in their purchases.