Selling Insight

Selling Insight: A marketing and sales messaging strategy that guides buyers to our competitive
advantage and to a commercial agreement.
Insight Message: A prepared sales story that purposefully teaches customers where and how we
can help them improve their business. In practice, marketing and sales teams collaborate to
capture and then deliver messages in customer conversations.
Selling Insight is a marketing and sales messaging strategy. Insight messaging is a crucial
branding channel because it is delivered at the frontline in conversations with customers. The
process we use to capture an insight message not only produces sales-ready dialogue for
customer conversations but it also helps us align our voice across every branding channel. Selling
Insight is a crucial strategy to help us master and demonstrate Challenger competencies and
skills.

The Sales and Service Cycle is a holistic approach that spreads best practice, strengthens our
culture, protect the brand, and improves customer experience. It is a structure that influences
the sales behaviors that enable us to retain, grow and attract accounts profitability.