Free Webinar: How to Convince Buyers to Buy
By Erica Stritch

schultz cahill webinar

Date: Tuesday, June 18, 2013

Time: 2 p.m. ET

Duration: 60 minutes with Q&A

Presenters:
Mike Schultz, President, RAIN Group
Author, Rainmaking Conversations

Patrick Cahill, Principal, beep! Directed Voicemail & Rally Point Webinars

“I can’t believe they didn’t see the value!” “I can’t believe they didn’t buy the whole package!” “I can’t believe they think they can do it themselves!”

“I can’t believe they didn’t buy!”

You think your ROI case is compelling, that you’ve differentiated your offerings from your competitors, and that you’ve established yourself and your company as experienced, but the buyer doesn’t buy (or doesn’t buy from you).

So how do you convince buyers to buy? Get them to see what they didn’t see?

In our newest research, we studied more than 700 buyers, who represented a total of $3.1 billion in annual purchases, to find out what the winners of actual sales opportunities do differently than sellers who come in second place.

In this webinar, our own Mike Schultz, President of RAIN Group, will cover the key components of building desire and ultimately inspiring buyers to take action based on the preferences buyers indicated in the research.

Patrick Cahill, Principal of beep! Directed Voicemail and Rally Point Webinars, will join Mike to provide insight into how your lead generation, nurturing materials, and approach can best position you to initiate more conversations with buyers.

Click here to register (limited seats available).

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Top 10 Factors Separating Sales Winners from the Rest
By Mike Schultz

winners

For our What Sales Winners Do Differently research, we studied over 700 major purchases from buyers who represented $3.1 billion dollars in annual purchasing power.

One question we wanted to answer was, “Is it the company and offerings that make the biggest difference in the buyer’s purchase decision, or is it the seller and how they sell?”

Guess what: it’s the seller and how they sell that most separate the winners of the sales from the rest.

The following list reveals what buyers say are the top 10 areas where sellers who win outperform those who come in second place...

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Thoughts on the Five Seller Profiles in The Challenger Sale
By Mike Schultz

chair

In this post we noted we often get questions about The Challenger Sale. Perhaps the most common question we get is, “What do you think of the five seller profiles?”

The five seller profiles, as defined by the authors of The Challenger Sale in “Selling Is Not About Relationships,” a Harvard Business Review blog post, are as follows. We list them in order by what they found in their study to be least to most likely to be a top performer in sales:

  • Relationship Builders
  • Reactive Problem Solvers
  • Hard Workers
  • Lone Wolves
  • Challengers

So here you are—our thoughts on the five seller profiles in The Challenger Sale...

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Generate More Leads with Existing Accounts Through Value and Collaboration
By Mike Schultz

collaboration

Most people think of prospecting as reaching out to people they don’t know, with an over-the-top approach, to interest them in buying something they’re not thinking about. This isn’t the only way to generate more leads.

Prospecting isn’t just a cold activity, and you don’t need a sledgehammer approach to make it work.

Key accounts are typically huge, untapped opportunities for more business, but the outreach tends to look very different.

To generate more leads with key accounts, sellers often use the same tactics they do when cold prospecting. It’s not called “key account sales” just to use fancy words. It’s different.

If you’re selling to a key account, you know them already. And they know you. You’re important to each other. You’ve built trust. That’s a very strong platform. One you should be careful to protect.

At the same time, most realize they can and should be doing more work with their key accounts. Since no one else is going to make sure the client receives maximum business value from their relationship with your company, you must be proactive to make it happen.

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Free Webinar: The Missing Link to Winning More Sales
By Erica Stritch

woody allen

Date: Thursday, May 30, 2013

Time: 2 p.m. ET

Duration: 45 minutes

Presenters:
Mike Schultz, President, RAIN Group
Author, Rainmaking Conversations

Jill Konrath, Sales Strategist
Author, SNAP Selling & Selling to Big Companies

You’ve likely been taught that in order to win the sale, you need to listen to your prospects’ needs and present compelling, effective solutions. But there’s a problem—everyone else has been taught the same thing.

In today’s competitive sales landscape, you must take an additional step if you want to stand out from the crowd: you must collaborate.

If you treat your prospects as partners, and work closely with them to find the best solutions to their problems, your success rate will be much, much higher.

In this fast-paced and engaging session, RAIN Group President Mike Schultz and sales expert Jill Konrath will discuss why collaboration is so essential to your sales efforts and how you can use it to separate yourself from your competition.

Click here to register (limited seats available).

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