Overview
For Your Objective
For Sales Professionals
For Sales Managers
By Type
By Topic
Overview
Sales Training Sales Consulting Sales Coaching Subscription-Based Sales Training RAIN Group Self-Study+ Sales AssessmentFor Your Objective
Fill the Pipeline Lead Sales Conversations Transition to Insight-based Selling Increase Win Rate Succeed Selling Virtually Win Major Opportunities Develop Sales Managers Coach Sales Reps Grow Your Accounts Improve Sales Margins Increase Sales Productivity Reach Executive-Level Buyers Full Sales Training CurriculumFor Sales Professionals
Consultative Selling Insight Selling Strategic/Key Account Management Sales Prospecting Winning Major Sales Sales Negotiation Productivity Virtual Selling Selling to Senior ExecutivesFor Sales Managers
Sales Management Sales Coaching Productivity Coaching for Action & AccountabilityOur Approach
Sales Transformation Revolutionizing Training Delivery Assess Your Team Virtual Training Sales Training Reinforcement Train the Trainer Online Training for Individuals & Small TeamsBy Type
Blog White Papers Research Books Sales Tools Videos Webinars Assess Your Sales Skills Online Training for IndividualsBy Topic
Consultative Selling Insight Selling Productivity Opportunity Management Sales Management Sales Negotiation Sales Prospecting Strategic Account Management Virtual Selling Sales TrainingMost sellers want to have better meetings with senior executives but don’t know how to do so. They want to get away from surface-level pitches and have actual conversations. They envision meetings that build deeper relationships and uncover more ways they can help their clients. Speaking to senior executives can be intimidating. Many sellers, when asked what’s holding them back from talking with the C-suite, say things like, "I don't feel comfortable," "I have nothing to offer to them," or "I'm not at their level."
When sellers lose a sale, we often hear something like: The other vendor had an in. Our competitor offered a lower price. We didn’t have the best solution. They decided to do nothing at all.
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.
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?" If you're a seller, you can probably relate to the experience of a well-meaning trainer giving examples from an industry that had nothing to do with yours. Or maybe they didn't have a credible track record to back up their claims. And when the training was over, it was back to business as usual the next morning.
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.
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.
© 2024 RAIN Group