The Power of Trust in Sales
By Mike Schultz

trust building

I received a call the other day from someone selling website tracking software. We already use a marketing automation tool like this. I mentioned it to the seller. He then went on a rant about how he visited our website, recognized the tool we use, and how we weren't doing it right.

I don't know this guy. He knows nothing about our marketing and sales process. He knows nothing about the types of customers we're trying to reach. He knows nothing about our sales cycle or marketing philosophy. Yet he felt he knew enough to tell me we're doing it all wrong.

I know there are always ways to improve what we're doing, and I look forward to critical feedback. In fact I often seek out experts asking them for their advice on how we can do things better.

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Happy Holidays from the RAIN Group Team
By Erica Stritch

Ari

Wishing you a wonderful holiday season with peace and cheer in the New Year.

RAIN Group is pleased to make a charitable donation on behalf of our clients to the Heart Center at Boston Children's Hospital, which is at the forefront of pediatric heart care and research.

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Strengthen Business Relationships This Thanksgiving
By Erica Stritch

give thanks

It's that time of year again. The leaves have fallen from the trees, the temperature has dropped, and the calendar is filling up with holiday parties, ski trips, and family gatherings. Thanksgiving marks the start of the holiday season, the time of year when we reflect on the relationships we have with family, friends, customers, and co-workers. Thanksgiving in particular is a time to give thanks and show your appreciation.

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19 Insight Selling Mistakes to Avoid
By Mike Schultz

insight selling mistakes

Recently we released our new white paper, Your Guide to Insight Selling Success. Like anything, insight selling comes with its own potential pitfalls. To help you avoid them, we have outlined the most common insight selling mistakes. Some points are tactical, and others strategic.

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Your Guide to Insight Selling Success
By Erica Stritch

insight selling

There's been a bit of a gold rush around the term "insight selling" in the last several years. Research from a variety of sources, including RAIN Group, has confirmed a simple fact:

Buyers buy from sellers who are sources of ideas.

So now everyone's trying to do it.

But the cold reality is that most sellers don't bring new and valuable ideas to the table. In fact, only 39% of executives say that meetings with salespeople are valuable and live up to expectations.*

So what do you need to do to provide real value to buyers?

In this new 22-page guide, Mike Schultz and John Doerr, Presidents of RAIN Group and bestselling authors of Insight Selling answer this question. They share tips and strategies that will help you drive change and win more sales right away.

Download Your Guide to Insight Selling Success now.

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