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RAIN Sales Prospecting and Appointment Setting

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Fill the pipeline with qualified leads, consistently.

One of the most common challenges in sales is getting new prospects into the front of the pipeline.

Sales Prospecting and Appointment Setting covers the best ways to prospect, including how to set appointments using the phone, email, social media, direct mail, and other methods available to you.

Set Meetings with Senior Executives

Set Meetings with Senior Executives

RAIN Sales Prospecting and Appointment Setting will teach your team the strategies and tactics they need to break through to senior-level buyers, set meetings, and create new opportunities.

Develop a Repeatable Prospecting Approach

Develop a Repeatable Prospecting Approach

Our prospecting training will help your team develop a value proposition that will make prospects want to meet with you. We’ll implement a prospecting sequence to consistently generate meetings.

Succeed with Selling on Social Media

Succeed with Selling on Social Media

Prospecting has changed considerably in recent years. Our prospecting training will teach you best practices for traditional outreach such as phone and email, as well as how to succeed with social media.

Learning Objectives

In our core two-day instructor-led RAIN Sales Prospecting and Appointment Setting workshop, suite of online programs, and other components of the RAIN Group educational system, we develop prospecting skills and teach your team how to:

  • Develop a compelling value proposition and reason to get decision makers to meet with you
  • Deliver the value proposition over the phone and in email to secure appointments
  • Navigate past gatekeepers
  • Tap into your network to generate more leads
  • Establish credibility, trust, and rapport early in the sales process
  • Succeed using LinkedIn to generate leads
  • Implement a proven, multi-touch prospecting sequence
  • Identify trigger events to personalize your outreach

"Working with RAIN Group was an immediate game-changer for Netgain. They provided us with direction to quickly ramp up the front end of our pipeline. We now have great confidence that we will exceed our revenue goals and achieve the growth we are seeking."

- Scott Warzecha, President, Netgain Technologies

Prospecting – A Top Skill of the Elite Only

60%

of companies do not believe their sellers have the skills they need to consistently fill the pipeline.

2X

Elite Performers are 2X more likely than The Rest to agree their sellers have the skills they need to fill the pipeline.

37%

of companies named driving new logos as one of their top sales priorities for the year ahead.

Prospecting isn’t something you do only when the front of the pipeline is looking thin. Prospecting needs to be an ongoing process. You need each of your sellers consistently adding new opportunities. Yet according to our Top-Performing Sales Organization research, more than half of companies do not believe their sellers have the skills they need to consistently fill their pipelines.

When you look at the difference in performance groups, the need for prospecting skills becomes even more evident. 77% of Elite Performers agree their sellers have the skills to consistently fill the pipeline, compared to only 37% of The Rest. In fact, prospecting was the second strongest skill of Elite Performers.

In the RAIN Sales Prospecting and Appointment Setting program, your team will learn the ins and outs of prospecting and learn a proven process for generating leads and filling the pipeline.

How We're Different

Multi-Touch Approach

Multi-Touch Approach

While typical prospecting is telephone based, we teach your team to use the phone, email, social media, and other tactics as a part of the prospecting process. We teach a thoughtful, personalized campaign approach to gain access to a targeted list of decision makers.

Intrigue Buyers with Value

Intrigue Buyers with Value

In typical sales prospecting sellers pitch the results of their products and services, trying to secure demos and capability pitches with buyers. We take an educational approach to prospecting where sellers share new ideas with buyers and intrigue them by providing value in the meeting itself.

Focused on Effectiveness

Focused on Effectiveness

Typical sales prospecting is thought to be a numbers game, where sellers smile and dial getting the most calls in as possible. We focus on effective sales prospecting versus boiler room. We customize communications, using trigger events to deliver the right message at the right time.

Our Approach to Sales Prospecting Training

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

3 Great Ways to Learn More

RAIN Selling: Keys to Leading Masterful Sales Conversations

Keys to Leading Masterful Sales Conversations

Learn the 7 keys to leading masterful sales conversations in this free report.

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Client Success Story

Conversion Rates Increase 30%

Learn how RAIN Group helped Bright Horizons increase enrollment by 30%.

READ THE CASE STUDY

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Learn More about Sales Prospecting Training

Take the first step to improving the prospecting skills of your team.

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