<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=255109411347912&amp;ev=PageView&amp;noscript=1">

RAIN Group Sales Blog

Your source for sales advice, tips, research, and insights to unleash sales potential.
5 Reasons Why Buyers Now Control the Sale
5 Reasons Why Buyers Now Control the Sale

Most sales training and advice is based on a fundamental premise: the seller is in control.

Think about it: a lot of what's taught focuses on what sellers should be doing to persuade, convince, and drive buyers toward closing a sale. The seller is responsible for bringing the deal to a close. Therefore the seller must be in control.

Read Moreread more
5 Changes in B2B Buying Behavior You Need to Know About
5 Changes in B2B Buying Behavior You Need to Know About

The world around us is shifting—in virtually every way. Savvy sellers have caught on to the fact that B2B buying behavior is changing as well.

Read Moreread more
5 Ways to Get the Most Out of B2B Sales Training
5 Ways to Get the Most Out of B2B Sales Training

There's one question I wish I got asked more when working with leaders looking to invest in B2B sales training. That question is, "What will it really take to get the best results?"

Read Moreread more
5 Ways to Make It Easy to Buy from You
5 Ways to Make It Easy to Buy from You

A couple of years ago, I was involved in a major rebranding effort for a Fortune 100 financial services firm. Based on extensive research, their chief marketing officer decided their new brand positioning should be focused on "easier."

Easier to do business with. Easier to conduct banking transactions. Easier to get a mortgage, car loan, or business investment from.

Read Moreread more
Networking Skills: 3 Ways to Get to the Real Decision Maker
Networking Skills: 3 Ways to Get to the Real Decision Maker

We've all been there.

Someone reaches out to you. They're enthusiastic. Ask for information. Want to talk to you on the phone. Ask for a proposal. Tell you they're "genuinely interested" in what you're offering. And "need something concrete to discuss in a meeting that's coming up."

And then...nothing.

The sale doesn't move forward. No decision is made. No further action from your side required. And "they'll be back in touch when they know more."

Here's the thing: sometimes the people we start talking to are not the people we should be talking to.

Read Moreread more
5 Sales Coaching Myths We Can All Safely Ignore
5 Sales Coaching Myths We Can All Safely Ignore

Sales coaching—working one-on-one or in small groups with firms and individuals in a highly focused manner to help them increase effectiveness, revenues, and sales—is a large part of what I do on a day-to-day basis.

Done right, it’s one of the most powerful, impactful ways to increase revenue and boost individual or group performance.

Read Moreread more
3 Tips for Selling to the C-Suite
3 Tips for Selling to the C-Suite

Most of my clients want to have better meetings with senior executives. Meetings that feel like conversations, not pitches. Meetings that build deeper relationships. Meetings that uncover more ways in which they can help their customers.

Behind closed doors, when I ask what's holding them back, many will tell me things like, "I don't feel comfortable," "I have nothing to offer to them,"" or "I'm not at their level."

Selling to the C-suite can be difficult, and getting a first meeting can be a real challenge. But, in my experience, the most difficult part is not getting the first meeting. It's getting the second one. Or the third one.

It's keeping the relationship going.

Read Moreread more
5 To-Dos When Selling to Senior Executives
5 To-Dos When Selling to Senior Executives

Want to make more sales? Start by having better conversations.

Think about it. You spent months chasing a senior decision maker or prospect, making calls, and sending e-mails, and they finally agreed to sit down with you. You invested significant amounts of time, effort, energy and—sometimes considerable—resources to win them over.

And now you find yourself in a room with a senior executive. Now what?

Read Moreread more
5 Sales Prospecting Techniques You’ve Probably Never Tried (But Should)
5 Sales Prospecting Techniques You’ve Probably Never Tried (But Should)

What is the #1 challenge or issue you face when it comes to growing sales for your business?

When I recently reached out to my network and asked that same question, 75% mentioned sales prospecting as their #1 challenge.

The problem isn’t that people don’t know what to do; it’s that what they’ve always done no longer works. Want proof? Think about the last time you met an actual decision maker at a networking event, and that conversation led to a sale. How about from a cold call? Trade show? Advertisement?

The simple truth is this: if you do what everybody else is doing, you’ll get the same results everybody else is getting.

Read Moreread more