WHITE PAPERS AND EBOOKS

Sales White Papers & Ebooks

Your Guide to Insight Selling Success

There's been a bit of a gold rush around the term "insight selling" in the last several years. Research from a variety of sources, including RAIN Group, has confirmed a simple fact: Buyers buy from sellers who are sources of ideas. So now everyone's trying to do it. But the cold reality is that most sellers don’t bring new and valuable ideas to the table. In this new 22-page guide, Mike Schultz and John Doerr share tips and strategies that will help you start bringing valuable insights and ideas to buyers, strengthening relationships, and ultimately winning more sales. White Paper: Your Guide to Insight Selling Success

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5 Common Sales Negotiation Mistakes

Negotiations are everywhere. And for every negotiation you encounter, you’ll find "experts" telling you various ways to handle the situation. Unfortunately, negotiation advice isn’t universal, and some is flat-out wrong. In this white paper, Mike Schultz and John Doerr identify 5 common pieces of sales negotiation advice that cause sellers to say and do the wrong things in negotiations, resulting in alienated buyers, damaged relationships, and lost deals. White Paper: 5 Common Sales Negotiation Mistakes

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Success Guide for Maximizing B2B Sales

Driven by the Internet, increased commoditization, the Great Recession, and heightened competition, sales has changed more in recent years than it has in the preceding 30. If you want to succeed in sales, you have to change the way you sell. In this guide, Mike Schultz and John Doerr share the five factors that most separate sales winners from second-place finishers and what you need to do to succeed with sales. Sales Guide: Success Guide for Maximizing B2B Sales

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The 5 Roles of High-Performing Sales Coaches

With many companies seeing dramatic returns, business coaching is becoming increasingly popular. Unfortunately, with sales managers and leaders who lack the time, don't have access to the best tools and resources, and don't have the skills, sales coaching simply isn't yielding results. In this white paper, Mike Schultz and John Doerr lay the foundation of a strong coaching program and share the five ways in which the best sales coaches help sellers transform sales performance and maximize success. Sales White Paper: The 5 Roles of High-Performing Sales Coaches

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What Sales Winners Do Differently

Despite popular claims that solution and relationship selling are dead, our recent research found results to the contrary. In fact, we believe that mindset will put your sales success in grave danger. In this report, Mike Schultz and John Doerr share how selling has changed, what behaviors separate sales winners most from second-place finishers, and the three levels of behaviors that will help you win your next sale. Sales White Paper: What Sales Winners Do Differently

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5 Keys to Maximizing Sales with Existing Accounts

In 5 Keys to Maximizing Sales with Existing Accounts, Mike Schultz and John Doerr identify five areas where high performers excel and share the processes this group uses that allow them to enjoy significant account and revenue growth. Sales White Paper: 5 Keys to Maximizing Sales with Existing Accounts

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Why Strategic Account Management Fails – And What to Do About It

In this white paper, with data and insights from RAIN Group's Benchmark Research on High Performance in Strategic Account Management, Mike Schultz and John Doerr share the 7 most common reasons why strategic account management initiatives fail and what you can do to make yours a success. Sales White Paper: Why Strategic Account Management Fails

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Why Sales Training Fails

In this report, Mike Schultz and John Doerr, share 7 common mistakes that derail sales training efforts and what you can do to avoid them. Sales White Paper: Why Sales Training Fails

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How to Build the Expert Sales Force

In this ebook, Mike Schultz and John Doerr, Co-presidents of RAIN Group and bestselling authors of Rainmaking Conversations, share the keys to building a sales force of fluent experts. Sales eBook: How to Build the Expert Sales Force

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Sales Training Success Kit

This Sales Training Success Kit will teach you how to get the most out of your sales training dollars and build programs that lead to across the board improvements in sales performance.

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RAIN Selling: Keys to Leading Masterful Sales Conversations

In this ebook, Mike Schultz and John Doerr will share with you the keys to leading sales conversations that result in new clients. They’ll introduce you to RAIN SellingSM, a proven, research-based methodology designed specifically to teach you how to go from the initial conversation to the close. Sales White Paper: RAIN Selling: Keys to Leading Masterful Sales Conversations

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7 Critical Factors for Successful Sales Conversations

This ebook will introduce you to RAIN SellingSM, a proven, research-based methodology designed specifically for the complex sale and the challenges you face. We’ll teach you how to go from the first conversation to the close by implementing the 7 critical factors for successful sales conversations. Sales Conversations White Paper: 7 Critical Factors for Successful Sales Conversations

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RAIN SellingSM eNewsletter
Get a complimentary chapter from Insight Selling when you sign up for our RAIN Selling eNewsletter. It's packed with sales tips, techniques, and strategies.
 

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