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RAIN Group Sales Blog

Your source for sales advice, tips, research, and insights to unleash sales potential.
[Take the Survey] New Research: What’s Working in Sales Prospecting, What’s Not?
[Take the Survey] New Research: What’s Working in Sales Prospecting, What’s Not?

By: Mary Flaherty and Mike Schultz

If there's a black box in the world of sales, it's prospecting. What to do, how to do it, and what it means to be good at it. And with all the conflicting advice out there, it's especially difficult to figure out where to start and how to get better.

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15 Ways to Get Referrals
15 Ways to Get Referrals

Referrals are among the top ways sellers get leads and new business, but many struggle with generating them consistently.

We know our buyers rely on colleagues, associates, and friends to recommend providers. So when a prospect comes to us via this route, some of the work is already done for us. Referrals build a seller's trustworthiness and credibility—two cornerstones of effective selling.

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10 Ways to Improve Your Networking Skills
10 Ways to Improve Your Networking Skills

Much of sales is about making connections.

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