5 Keys to Maximizing Sales in Existing Accounts
By Erica Stritch

strategic account management

How many of your accounts take advantage of your full suite of products and services?

How much more could you be selling to your existing accounts?
10%? 20%? 50%? More?

What effect would that have on your bottom line?

Growing existing accounts is a huge, untapped opportunity. In our research, we found that high performers in strategic account management have significantly higher revenue growth, profit growth, and client satisfaction compared to the rest.

In 5 Keys to Maximizing Sales in Existing Accounts, RAIN Group Presidents Mike Schultz and John Doerr share what high performers do differently than the rest and 5 of the key areas where most companies have significant room for improvement.

Download 5 Keys to Maximizing Sales with Existing Accounts Now.

 

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5 Ways to Get the Most Out of B2B Sales Training
By Ago Cluytens

B2B Sales Training

There's one question I wish I got asked more when working with leaders looking to invest in B2B sales training. That question is, "What will it really take to get the best results?"

If you're a seller, you can probably relate to the experience of a well-meaning trainer giving examples from an industry that had nothing to do with yours. Or maybe they didn't have a credible track record to back up their claims. And when the training was over, it was back to business as usual the next morning.

No learning. No change in behavior. No results.

Ask the average trainer what business they are in, and they will likely answer "I am in the training business." When I'm asked the same question, however, I answer "I'm in the sales performance improvement business."

This isn't simply semantics. The way I see it, a sales trainer's job is to deliver results for their clients. In our case, the results come in the form of measurable, observable improvements within the salesforce.

These changes don't make themselves happen. We've found that when 5 factors are in place, our clients get the most out of their B2B sales training.

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Buyers Want to Talk to You
By Mike Schultz

talk

57% of the purchase process is complete before buyers have their first interaction with a seller.1

This is one of the most cited statistics in the sales world these days—as if it's some kind of big news.

Wait...so you mean buyers do research and talk internally before they bring in outsiders? No way, dude! That's, like, revolutionary!

Puh-leez...

In fact, all it says is that thoughtful buyers explore ideas with their internal colleagues. They discuss what they want to do, what they want as an outcome, and what the options are to get them there. They get their ducks in a row to an extent, before consulting with outsiders. Seems logical to me.

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3 Rules for Building a Value Proposition
By Mike Schultz

value proposition

Ask 100 sellers at 100 companies why their customers buy from them, and you're likely to hear 100 answers with the same underlying theme: the value we provide.

Sellers describe their value to us in a number of ways: we get results. Our relationships are very close. They get from us what they've always wanted (but never gotten) from other companies. We bring innovative solutions to the table. And so on.

Pretty obvious, right? To win sales you have to maximize value.

In practice there's no denying that sales winners are much better at getting buyers to perceive maximum value than the rest. In fact, in our research, only one factor—"overall value was superior"—was of top importance to buyers in all of the categories we studied (e.g. how winners win the initial sale, what drives repeat business, what drives referrals, etc.).

Before you can learn how to communicate value, however, you need to understand some key concepts about value.

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Top 10 Most Popular Content Pieces from 2014
By Erica Stritch

2014 content

At RAIN Group it's our mission to help you unleash your sales potential. Through the RAIN Selling blog we strive to bring you the freshest sales research, tips, and strategies that will help you make breakthroughs in your sales results. In 2014 we did just that and we did it with gusto.

We produced more webinars and blog posts than ever and even found time to publish a new book. But if you didn't have a chance to read through all of the new sales content this year, don’t worry. Below are the top 10 most popular pieces from 2014.

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