Why Does Sales Training Fail? It's Your Fault!
By John Doerr


OK, I hope I have your attention now.

Sales training is a multibillion-dollar business. In the U.S. alone, it is estimated to be more than $5 billion (according to Dave Stein in Sales Training: The 120-Day Curse from ES Research Group). Yet, also according to Stein, between 85% and 90% of sales training has no lasting impact after 120 days. If we do the math, that amounts to somewhere north of $4.25 billion of unproductive training.

In speaking to prospects about the sales training they plan to implement, more often than not they ask, "What is the most important thing we have to do to ensure that this investment in training will pay off?" While there are many things that can and should be done (see Why Sales Training Fails), the one I believe is most important is that senior management has to be committed.

Training is not something you do to someone and then go on your merry way, waiting for your newly jazzed sales force to bring in wealth, fame, and fortune...

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Free Webinar - Become a Source of Insight for Buyers: How to Sell Ideas, Influence Buyers, and Drive Demand
By Erica Stritch

schultz webinar

Date: Tuesday, December 17, 2013

Time: 2 p.m. ET

Duration: 60 minutes with Q&A

Mike Schultz, President, RAIN Group & Author, Rainmaking Conversations

This live event has passed. Click here to view the recording.

Sales has changed drastically in recent years. Buyers are more educated and resourceful than ever before, causing sellers to search for elusive competitive edges, differentiation, and value add.

To find out what separates sales winners from the rest in major sales today, RAIN Group studied over 700 business-to-business purchases representing $3.1 billion. This research revealed that sellers who are perceived by buyers as sources of insight are more likely to win sales—and do so consistentlythan those who aren’t.

In this webinar, Mike Schultz, President of RAIN Group and author of Wall Street Journal bestseller Rainmaking Conversations, will share the keys to becoming a source of insight.

Click here to view the recording.

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5 Ways to Use Education and Insights to Generate Meetings
By Mike Schultz


In our What Sales Winners Do Differently research, we found that the number one factor separating sales winners from second-place finishers is this: Sellers educated buyers with new ideas or perspectives.

In other words, the seller became known as a source of insight.

You can do this, even before you meet people, by sharing content such as:

• Research

• White papers

• Articles

• Videos

• Webinars

The content doesn't necessarily need to be your own, but it must be worthwhile content containing insights that matter...

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Podcast: Sales Trends and Preparing for 2014
By Erica Stritch

sales podcast

Sales has changed dramatically in the last few years. What should sellers do to prepare for 2014 and how should they react to new trends in the sales industry?

RainToday’s Michelle Davidson interviewed our own John Doerr, President of RAIN Group and author of Wall Street Journal bestselling Rainmaking Conversations, to find out.

Click through to read a summary of their conversation and listen to the full sales podcast...

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10 Essential Selling Skills
By Erica Stritch

selling skills

In What Sales Winners Do Differently, we studied over 700 purchases from the perspective of business-to-business buyers to find out what really happened in their buying experiences.

In our research, we looked at the factors that most separate sales winners from second-place finishers. These are the essential selling skills you need to find yourself in the winner's circle in the year ahead.


The 10 Essential Selling Skills


1. Educated me with new ideas or perspectives

2. Collaborated with me

3. Persuaded me we would achieve results

4. Listened to me

5. Understood my needs

6. Helped me avoid potential pitfalls

7. Crafted a compelling solution

8. Depicted purchasing process accurately

9. Connected with me personally

10. Overall value from the company is superior to other options

In our infographic, we share what you need to do to master each of these essential selling skills and boost your sales success...

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