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Insight Selling by RAIN Group

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Advanced consultative selling to drive demand and win opportunities through inspiring buyers.

The landscape of buying and selling has changed more in recent years than it has in preceding decades. Buyers are more sophisticated, and, thanks to the Internet, awash with information. At the same time, executives are searching—often in vain—for new ways to innovate, compete, and improve their success.

Insight Selling by RAIN Group, our advanced consultative selling program, teaches sellers how to create conversations based on ideas, inspire with insights, and set themselves and your company apart from the pack.

Inspire Buyers with Insights

Inspire Buyers with Insights

Buyers are looking for sellers who bring new ideas and insights. If you want to sell like winners do, you need to educate and inspire buyers.

Drive Demand with New Ideas

Drive Demand with New Ideas

Insight Selling by RAIN Group teaches sellers how to create conversations with buyers based on new ideas and drive demand for your solutions.

Differentiate from the Competition

Differentiate from the Competition

Sellers that bring new insights and ideas set themselves and their companies apart from the pack. Sellers are the key point of differentiation.

Learning Objectives

In going through our core two-day instructor-led Insight Selling workshop, suite of online programs, and other components of the RAIN Group educational system, your team will learn to:

  • Create conversations with buyers on the premise of ideas and insights
  • Lead executive-level conversations that shape buyer agendas for action
  • Tell a Convincing Story that intrigues buyers, shapes their thinking, and drives them to want the offerings you sell
  • Create insights and “aha moments” by asking incisive, powerful questions

  • Identify buyers most likely to be receptive to new ideas, and position ideas based on buyer preferences
  • Use the concept of cognitive reframing to open executives’ minds to new ideas
  • Maximize relationship strength based on value

"Insight Selling has transformed the way we sell and our results. We've rolled the program out globally and it's helped us not only meet, but exceed our sales goals."

- Jim Greenway, Executive Vice President Marketing & Sales Effectiveness, Lee Hecht Harrison

Buyers Want Your Insight

731

We studied 731 B2B purchases to find out what the winners of these sales did differently than the second-place finishers.

3X

Sales winners educate buyers with new ideas and perspectives 3X more often than second-place finishers.

64%

of companies do not think their sellers have advanced consultative selling skills needed to find and win business consistently.

In our groundbreaking research, What Sales Winners Do Differently, we studied 731 B2B purchases and found that the #1 factor separating sellers who win from those who come in second-place is: “The seller educated me [the buyer] with new ideas or perspectives.”

Today’s buyers value sellers who bring them new ideas and insights. To drive sales results and find yourself in the winner’s circle consistently, your sellers need advanced consultative selling skills.

Yet most sellers don’t have them.

In our Top-Performing Sales Organization research, we found that 69% of Elite Performers—those with the highest win rates, revenue growth, and sales goal attainment rates—believe their sellers have advanced consultative selling skills, compared to only 32% of The Rest.

Insight Selling by RAIN Group teaches sellers how to develop insights and inspire buyers to think differently, influence agendas, and help them make the best decisions. Through this process Insight Sellers don’t just sell the value…they become the value. 

How We're Different

Research-Based Sales Methodology

Research-Based

Our Insight Selling methodology is based on decades of experience teaching consultative selling and RAIN Group Center for Sales Research studies, including one of more than 700 B2B purchases where we learned how sales winners outperform the rest.

 

We Wrote the Book

Wrote the Book

We wrote the book on the topic. RAIN Group leaders and best-selling authors, Mike Schultz and John Doerr, share what you need to do to become an insight seller in Insight Selling: Surprising Research on What Sales Winners Do Differently.

 

Complete Learning System

Complete Learning System

Training is not our focus. Behavior change is. We have a complete learning system focused on real behavior change and results that includes assessment, program customization, and robust reinforcement to ensure that skills are learned and applied. Learn more.

 

Our Approach to Insight Selling Training

We take a blended approach to learning that results in real behavior change and results. Our programs include a mix of delivery options and components, including:

Onsite Workshops

Bring Insight Selling by RAIN Group on site with live workshops for sellers and sales managers. Training is customized for your industry, company, and solutions. Also available as Train the Trainer.

Insight Development

What are the insights that are valuable to your buyers? Our Insight Selling approach helps you create insights and ideas that buyers truly value from key message development to complete development of convincing stories and insights.

Virtual Instructor-Led Training

Accessible wherever your sellers are, these sessions address insight selling topics and strategies relevant to your team.

3 Great Ways to Learn More

What Sales Winners Do Differently

What Sales Winners Do Differently

The world of sales has changed. Download our free research report to learn what sets today’s sales winners apart from the rest.

DOWNLOAD NOW

Client Success Story

New Ideas Drive $40m in Revenue

Learn how RAIN Group helped Hitachi Solutions generate more than $40 million in revenue by bringing new ideas and insights to existing clients.

READ THE CASE STUDY

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Learn More about Insight Selling

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