Buyers Want to Talk to You
By Mike Schultz


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


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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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


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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