Posts with Category "Sales Research"
- 10 Essential 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...[click to continue...]
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- The Seller As Differentiator
Lots of people lament the commoditization in their industries.
They’ll say things like, "Buyers see us as commodities."
Interestingly enough, the truth is lots of buyers agree.
Now, given what I do, I’ve been a part of actually watching many buying processes from the buyer’s side and the buyers often say at the end, “Of the five companies we’re looking at, I actually think that three of them are well suited to do the work, but we still have to pick a winner,” and, at least in my observation, the winner is not always on price and, in fact, it’s not usually on price.
So what is it then that makes one company stand out enough to win the business versus the others that are also vying for it?[click to continue...]
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- Top 10 Factors Separating Sales Winners from the Rest
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...[click to continue...]
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- Thoughts on the Five Seller Profiles in The Challenger Sale
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
So here you are—our thoughts on the five seller profiles in The Challenger Sale...[click to continue...]
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- On Relationships, Solutions, and Challengers
Having spent two decades in the sales training and consulting world, I get asked all the time what I think about this or that sales approach or book. When I do, it tends to make for productive discussion and learning. Importantly, it helps people decide what’s right for them when it comes to selling.
Until now, I’ve never been asked about the same approach and book on a regular basis. That approach and book is The Challenger Sale by Brent Adamson and Matthew Dixon. And now that we’ve published RAIN Group’s major research study, What Sales Winners Do Differently, we’re getting asked even more often.
Since we get asked often—and since it’s getting a bit old copying and pasting the same emails to clients and colleagues—we thought we’d open up the discussion to everyone...[click to continue...]
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