Center for Sales Research

Since 2005, RAIN Group Center for Sales Research has sought to develop a deeper understanding of what makes the most successful sellers and sales organizations. Our goal is to provide leaders with critical insights to support strategic decision making and sales performance improvement.

Our sales research includes:

The Top-Performing Sales Organization Benchmark Report

Top-Performing companies are winning 62% of their sales opportunities. The Rest? Only 40%. While quite a bit of research has been published on what separates top sellers from the rest, there’s relatively little on what organizations are doing to achieve high win rates. To find out, we studied 472 sales executives and sellers representing companies with sales forces ranging from 10 sellers to 5,000+, and published the results in The Top-Performing Sales Organization Benchmark Report. We analyzed what organization factors correlated to higher win rates—and the results are significant. This report is available to RAIN Group clients and Research Panelists only.

What Sales Winners Do Differently

There’s a revolution underway in sales. Sales approaches that have been working for decades are no longer getting the same results. To find out what's working now, we studied more than 700 business-to-business purchases made across industries by buyers who represented a total of $3.1 billion in annual purchasing power. We found that the sellers who win the sale don’t just sell differently, they sell radically differently, than the second-place finishers.

The Benchmark Report on High Performance in Strategic Account Management

Most executives believe they are not generating maximum revenue and profit, nor are they maintaining the highest levels of loyalty possible, with their existing accounts. In the Benchmark Report on High Performance in Strategic Account Management you’ll learn what sets high performers apart from the rest and what you need to do to become a high performing organization.

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Lead Generation Benchmark Report: How the Best Firms Fill the Pipeline

As companies struggle to compete in a crowded market and gain the attention of busy buyers, lead generation has risen to the top of marketers’ and sellers' priority lists. Facing such competition, how can you keep up and compete to win new deals? Lead Generation Benchmark Report: How the Best Firms Fill the Pipeline shows you. In it we identify the lead generation best practices that drive superior business performance.

How Clients Buy Benchmark Report

To be successful in bringing in new business, it is not enough to know how to market and sell; you have to understand how your clients buy. To help you demystify the purchasing process, we asked more than 200 buyers how they find providers, and what factors influence their decision to choose one provider over another.

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