The Traditional B2B Selling Model In the past, B2B sales were heavily reliant on personal relationships and networking. Sales teams focused on: Sales teams followed a structured sales funnel, which typically involved prospecting, qualifying leads, presenting, handling objections, and closing deals. The process was linear, predictable, and largely controlled by the seller. Key Drivers of […]

In a world flooded with options, product parity, and information overload, the way B2B buyers make decisions has changed. Traditional solution selling—based on identifying a need and pitching a solution—still works, but it’s losing power. Why? Because by the time a buyer reaches out to you, they’ve already done 70% of the research. Enter Insight Selling—a forward-thinking sales approach that helps sellers lead with fresh perspectives, challenge the buyer’s assumptions, and shape the buyer’s thinking before a need is even fully formed.