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RAIN Group's Best of 2016

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Written by Erica Stritch
Vice President, RAIN Group

Throughout each year, we make it our goal for the RAIN Group Sales Blog to provide you with quality content pieces to help you unleash your sales potential.

With four new white papers on the books, and brand new research published on Top-Performing Sales Organizations and Strategic Account Management, we've released valuable insight on what you as a seller can do to set yourself apart from the rest.

In case you missed some of our new sales content this year, we've put together a list of our top 10 most popular content pieces from 2016 that will guide you towards sales success.

Here's Our Most Popular Content from 2016

Blog Post: 4 Principles of Rapport
The fundamental question of whether someone likes you or doesn't like you drives a significant portion of how your selling process and the buyers' decision process will go. People buy from people they like. This article will give you 4 key principles for building rapport, the foundation for strong relationships.

Blog Post: 6 Ways Selling is Changing
Selling like it's 1987 (or even 2007) doesn't work like it used to. The way buyers and sellers interact—and will interact—is changing significantly. But a lot more about selling is changing as well. Here are 6 ways selling has changed in recent years.

Blog Post: Cognitive Reframing: How to Get Buyers Off Auto-Pilot
You can't add value to the coversation or help buyers make better decisions when they are stuck in their comfort zones. It's a seller's job to move buyers into the learning zone, which is where cognitive reframing comes in. Learn how to use cognitive reframing in this blog post.

Blog Post: 6 Key Areas to Optimize Sales Operations
It may not be considered the most glamorous aspect of sales management, but as business and technology have evolved, it’s widely acknowledged that getting sales operations right is imperative for a smoothly run, effective sales organization. When we analyze a sales organization’s operational effectiveness, we tend to study these six components.

Blog Post: 5 Sales Skills You Need to Master
To succeed in sales, you need to have the right skills. You have to be able to lead masterful sales conversations, manage opportunities, uncover needs, negotiate the best deals, fill the pipeline, develop relationships, manage sellers, and the list goes on. With the laundry list of sales skills, which are most important? Learn the top 5 in this article.

Blog Post: 4 Ways to Respond When a Buyer Says, 'We Already Work With Your Competitor'
If you are walking away from buyers because they're already working with a competitor, you are missing out on excellent sales opportunities. This article will give you 4 ideas for planting the seed for the buyer to consider making a switch. 

Click here to view the infographic now.

8 Tips for Beating Your Sales Goals
Even small improvements in win rate can have a huge impact on revenue. Based on findings from The Top-Performing Sales Organization Benchmark Report, the RAIN Group Center for Sales Research identified 8 key areas that contribute to higher win rates that will help you beat your sales goals and reach Top Performer status in the coming year.

New Research:
The Top-Performing Sales Organization
What do sales organizations with the highest win rates, revenue growth, and sales goal achievement do differently than the rest? Where do they focus and what factors make the biggest difference for success? In the Top-Performing Sales Organization research, we answer these questions.

On-Demand Webinar: 6 Essential Rules of Sales Negotiation
If you're getting beaten up by purchasing, selling at lower margins than you know you should, or losing to competitors, the 6 rules of sales negotiation shared in this webinar will give you what you need to succeed.


White Paper: The Future of Consultative Selling
In the past handful of years, selling has changed more than it did in the previous forty. It's changed so much that some respected sales experts and business journals are calling to replace consultative selling altogether, blow it up and do something completely different. Others claim it's still relevant today—it just needs to change. The Future of Consultative Selling was recently named the 2016 Top Sales White Paper by Top Sales World.

We hope that you enjoy this content, and that it helps you on the way to achieving your sales goals. We look forward to bringing you much more in the new year, so stay tuned!

Topics: Sales Performance Improvement