For many sales teams, stalled deals and ghosted prospects feel like the norm. Karen Kimmerer, Senior Consultant at Keypoint Intelligence, believes the problem isn’t with the prospects — it’s with the approach. In this recording of a Dscoop.com education session, she covers the fundamentals of insight selling, a strategy designed to open doors and move conversations forward.
Instead of overwhelming prospects with features, insight selling focuses on delivering ideas that matter. Karen explained that buyers today crave clarity: They want to see how a solution addresses their specific pain points and how it positions them ahead of competitors. When sales conversations provide new perspectives that connect directly to business priorities, prospects are more likely to stay engaged.
Karen encourages printers to look closely at their messaging and identify where it falls flat. If every competitor is promising quality, service or innovation, those words lose power. What stands out is a tailored talk track that shows an understanding of the customer’s world and offers a reason to act now.
For print providers, that might mean highlighting how automation accelerates turnaround, or how embellishment adds measurable value to a brand campaign. The key is to shift from a transactional mindset to one that drives curiosity and urgency. “Insight selling is about creating conversations that make customers stop, think and lean in,” Karen emphasized.
