Technical buyers don't want rapport, they want someone who can diagnose their problem in real time. Here's what insight selling actually is, and how firms teach it to the experts who already hold the relationships.
For forty years, the advice was simple: hire salespeople and free your experts to bill. That playbook is breaking down. Here's why the seller-doer model, and the buying environment that now demands it, changes the question from "should we hire a salesperson" to "when."
