- Core Competencies of Successful Sellers
Selling works when an organization, and its sellers, excel in certain key areas. The Sales Competency WheelSM is a graphical depiction of these areas. Not every seller must do everything in the Wheel (e.g., not every seller must fill their own pipelines or drive account growth), but every sales organization needs to make sure the right people are good in the right areas to unleash maximum sales potential.[click to continue...]
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- On-Demand Webinar: 5 Elements of World-Class Sales Training Programs
The most successful organizations implement a systematic sales training process for getting sellers up to speed quickly, developing the skills and knowledge they need, supporting their ongoing sales efforts, and driving top sales performance.
But how exactly do they do this?
In the new webinar 5 Elements of World-Class Sales Training Programs, RAIN Group President Mike Schultz provides insight into how the most successful organizations structure their sales training initiatives to produce sellers who consistently exceed their targets and bring in the most revenue.
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- [New White Paper] World-Class Sales Training: How to Build and Implement Your Own Sales University
Sales training is often approached with a car wash mentality: You're in, you're out, and you're ready to sell.
But this isn't how real learning happens. This isn't how you help sellers raise the bar and change how they sell.
It's time for an entirely new approach to sales education; an approach that overhauls the way sales training is conceived, designed, and executed over the long-term.
An approach that drives real behavior change and results.
In this white paper, Mike Schultz and John Doerr, Co-Presidents of RAIN Group, show you how developing a sales university not only builds sales team capability, but also enables sellers and transforms the way they sell.[click to continue...]
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- 5 Decision Roles in Every Sale
"It was like a phantom swooped in in the eleventh hour and killed the sale."
We've all been there...You had a series of great meetings. You built rapport and developed a strong, trusted relationship. You uncovered (and got agreement) on the buyer's needs—needs that they didn't even know they had. You spent days working with your delivery team to scope the project and craft the proposal. You sent it off to your contact and called him at the time you had scheduled to review it:
Buyer: "Thanks for putting this together. You've really hit the nail on the head outlining our company’s needs. I like the phase-by-phase approach you're proposing, allowing us to make adjustments along the way. I just need to have Brian take a look and give the green light."
You: "Wait. Brian? Who's Brian?"[click to continue...]
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- Infographic: 10 Steps for Growing Your Key Accounts
Retaining current customers costs 6-7x less than acquiring news ones, and improving customer retention rates by a mere 5% can increase profit per customer by 25%-95%. So it makes sense that top companies focus on building relationships, increasing loyalty, and selling more to current customers as a growth strategy.
Based on our extensive research in strategic account management, we've identified 10 steps you can take to replicate their successes.[click to continue...]
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