In case you haven't heard, buyer behavior has dramatically changed. Buyers are empowered and more sophisticated and, thanks to the internet, flooded with information and research overload. At the same time your buyers are searching—often in vain— for new ways to innovate, compete, and improve their success. But when salespeople bring valuable insights and ideas to their buyers, they strengthen their relationships, differentiate from their competition, and win more sales.
Insight selling is a key component to consultative selling because with consultative selling, the seller makes the customer's needs the focal point of the conversation in which they focus on helping the customer achieve a goal or solve a problem, not on hiring the sales rep's candidate. Sharing fresh ideas and insights AKA, insight selling, is a big part of the consultative selling framework and critical to how salespeople create customer loyalty.
While it may be a new concept to you, insight selling is the heart and soul for how top performing sales professionals sell. It's why they crush their sales quota year after year after year. Rather than talking about insight selling I thought I would share this great video illustrating insight selling.
Are you applying insight selling in your daily customer conversations? What steps are taking to adopt insight selling?
Menemsha Group is the creator of the Menemsha Sales Performance System™ (MSPS) — an operating system built exclusively for IT staffing firms. MSPS replaces the “Sales Superhero Model” — where revenue depends on one or two key performers — with a complete system that defines how a team sells, builds the skills to execute it, and creates the management infrastructure to make performance predictable and scalable. Founded by Dan Fisher in 2008, Menemsha Group has worked with over 500 IT staffing firms and trained thousands of sellers and recruiters with industry-specific content, methodology, and coaching.
Dan Fisher: Jun 5, 2026 9:14:32 AM
Last week, I wrote about the sales superhero model — the structural problem hiding inside most IT staffing firms where one or two people carry the...
Dan Fisher: May 30, 2026 1:32:28 PM
You built your IT staffing firm from the ground up. You landed the early clients, trained your reps and recruiters, and figured out what worked. And...
Dan Fisher: Apr 2, 2026 9:18:55 AM
Staffing sales professionals have been trained to go find job orders. Most calls sound like this:
