PIVOTING TOWARDS AN INSIGHT SELLING METHODOLOGY WITH A SALES PROCESS

Sammanfattning: Sales are a subject that most people consider to be an art. The truth is that there are several sophisticated methodologies on how to successfully close a deal. However, time goes by, customers get smarter and the markets shifts. As a result sales methods start to fade away and do not necessarily work the way they used to. This thesis was conducted in co-operation with SimCorp A/S and aims to examine the concept of Insight Selling. The concept was developed by analysing top performers and how they manage to sell in an economic downturn. The purpose is to investigate how an organisation can apply the core principles of the new sales strategy on an existing sales process and current customer relationship management system. A qualitative research method was used and interviews were conducted to gather data to gain a deeper understanding on the topic of sales. The result exhibits a situation analysis that was conducted to create a representation of SimCorp’s current sales process. With the key elements of insight selling a proposed model of a future state was presented. Lastly, a requirements analysis of the customer relationship management system currently deployed at the company was designed based on the findings. The result indicated that it was possible to apply the key elements of insight selling on the current sales process. The method might be suitable for some situations but it does not replace or eliminate earlier practices.