RAIN Group Sales Blog

As a seller, you’re trying to build relationships with potential buyers. People buy from people they know, like, and trust. The more you get to know your buyers, and let them get to know you, the easier it is to sell to them.

But first, you have to break through the noise, capture their attention, and create conversations with them. This is easier said than done.

To do this, you need to engage in what we call an Attraction Campaign. An Attraction Campaign is a coordinated series of messages with strong value-based offers deployed across multiple channels that'll get you on your buyer’s radar and make that buyer more likely to want to start a conversation.

Virtual Consultative Selling: 8 Things Sellers Must Do

Bob Croston
April 22, 2020

Selling virtually is a challenge for even the best sellers.

You have to change the way you sell and use different technologies to maximize your success. While many of the principles of consultative selling remain the same (i.e., you have to build rapport, uncover needs, inspire with new ideas, build an impact case, etc.), how you go about doing these in a virtual environment is drastically different.

7 Keys to Turning Cold Prospects into New Clients

Bob Croston
November 11, 2015

We all love repeat business, referrals, and inbound warm leads. The problem is you can’t scale warm leads. When these run out, so does your ability to grow your revenue, unless, of course, you prospect and drive new leads in the pipeline yourself.

8 Sales Email Secrets

Bob Croston
May 12, 2015

Email prospecting is a hot topic these days—and it should be because it works. Or at least, it works when it's done right.

In 5 Sales Prospecting Myths Debunked, we found that email is the #1 way buyers prefer to be contacted by sellers.

6 Business Development Tips for Professional Services

Bob Croston
October 20, 2014

When it comes to business development for professional services, one of the biggest challenges professionals face is finding time to do it all. After all, you don't sell full-time. Your work, whether it's consulting, accounting, IT, financial services, or engineering, is what you do full-time. And that makes it very difficult to find time to create and develop the relationships necessary to bring in new business.

5 Appointment-Setting Tips

Bob Croston
June 18, 2014

Breaking into new accounts and setting meetings is one of the most difficult tasks sellers face. But if you want to be successful in sales, you need to be able to build your own pipeline and drum up your own business. You need to be able to prospect for new business with great success.

To increase your odds of landing initial meetings, follow these five appointment-setting tips:

How to Set Up the Best Sales Training

Bob Croston
January 29, 2014

I recently returned from an industry conference. The speakers were excellent and it was great to get away from my desk, connect with the attendees, and have the opportunity to step back and think big picture about what I need to be doing to drive success in my position. I returned with all sorts of notes, to-dos, and grand visions for change.

7 Tips for Maximizing Time and Deepening Relationships with Executives

Bob Croston
October 9, 2012

"It's impossible to get serious face time with senior executives."

“Even getting 15 minutes with a senior executive can take 15 months.”

I hear things like this all the time from professionals, sellers, and other business leaders who want to get more time with decision makers, but haven’t yet cracked the code.

Are Sales Objections Driving You NUT$? Keys to Overcoming the 4 Types of Objections

Bob Croston
August 16, 2011

An objection is not a rejection; it is simply a request for more information. - Bo Bennett

Are you the type of person who quickly deals with sales objections, providing answers immediately, trying to overcome them as quickly as possible and move towards the close?

Build Trusted Relationships in the Sales Process by Setting (and Meeting) Expectations

Bob Croston
June 13, 2011

Not meeting expectations hurts salespeople during the sales process... and foursomes that don't have a fourth.

Last Friday, I was looking for one more person to round out a foursome for a Saturday golf date. That evening I bumped into an acquaintance, mentioned we needed an extra, and he agreed to play.

A New Way of Thinking about Value Propositions

Bob Croston
April 29, 2011

Confused why your value prop doesn't work? You shouldn't be.

“We build brands…”

Back in the late 90's when I was a running a marketing firm, this was the beginning of our value proposition. We thought it was brilliant… until we started using it.

Is the “Wuss Factor” Hindering Your Sales Success?

Bob Croston
March 23, 2011

Is this "wuss factor" dragging you down?

I had the pleasure of meeting Ed Rendell when he was the mayor of Philadelphia. He was pointed and direct, quite different from the other politicians I have met over the years. So it came as little surprise when early this winter, Rendell, then Governor of Pennsylvania, called NFL officials “wimps” for canceling a game between the Eagles and Vikings due to snow.

Sales Management Mistakes That Lead to Underperforming Sales Teams

Bob Croston
February 2, 2011

Do your sales managers know how to coach and motivate your sales people?

Your sales staff is underperforming, but you can't figure out why. You're pretty sure that you've hired the best possible talent, but some days it seems like your sales staff is the gang that can’t shoot straight. Where did you go wrong?

RAIN Group Sales Blog

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