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Top 10 Most Popular Content Pieces from 2014

At RAIN Group it's our mission to help you unleash your sales potential. Through the RAIN Selling blog we strive to bring you the freshest sales research, tips, and strategies that will help you make breakthroughs in your sales results. In 2014 we did just that and we did it with gusto.

We produced more webinars and blog posts than ever and even found time to publish a new book. But if you didn't have a chance to read through all of the new sales content this year, don’t worry. Below are the top 10 most popular pieces from 2014.


Here's Our Most Popular Content from 2014

insight3d3.pngNew Book: Insight Selling
RAIN Group Presidents Mike Schultz and John Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers.

Blog Post: What Is Key Account Management?

When companies lack an effective and universally understood definition of key account management, their success is hampered from the start. If you can't define something, it's difficult to develop a strategy around it.

Blog Post: How Consultative Sales Methods Need to Change
Simply using a consultative sales approach used to be enough to win the sale, but it's now only the price of entry. While still crucial, it has changed in 3 very important ways.

SlideShare: Common Sales Negotiation Mistakes to Avoid
This presentation highlights the 5 common pieces of advice that cause sellers to say and do the wrong things in negotiations, resulting in alienated buyers, damaged relationships, and lost deals.

18TacticsInfographicbig.pngInfographic: 18 Tactics Buyers Use in Sales Negotiations
We share 18 of the most common tactics a buyer might use, what they look like, and how you can be prepared for and respond to each so you can successfully negotiate with buyers on their terms.

Blog Post: 5 Sales Prospecting Techniques You've Probably Never Tried (But Should)

If you do what everybody else is doing, you'll get the same results everybody else is getting. To stand out, try one of these out-of-the-box tips.

Webinar: 4 Essential Keys for Sales Negotiation Success
If you're getting beaten up by purchasing, selling at lower margins than you know you should, losing to competitors, or losing to indecision, this webinar presented by Mike Schultz is a must-see.

Blog Post: 6 Business Development Tips for Professional Services
When it comes to business development for professional services, one of the biggest challenges professionals face is finding time to do it all. Here are 6 tips to becoming more effective with the balancing act of selling and doing.

Forward: Neil Rackham's Foreword from Insight Selling
SPIN Selling author Neil Rackham, perhaps the most respected voice of all time in sales, provides the foreword for Insight Selling. It's a great commentary on the state of and changes occurring in the world of modern sales.

insight sellingNew Guide: Your Guide to Insight Selling Success
In this comprehensive guide, you'll learn how to start bringing valuable insights and ideas to buyers, strengthening relationships, and ultimately winning more sales.

We hope you enjoy this content and look forward to bringing you a lot more in the new year.

Additional Reading
Infographic: 5 Sales Skills to Differentiate Your Team

In our recent Top-Performing Sales Organization study, we were particularly interested in the sales skills that stood out when sellers not only met their goals, but also believed their goals were challenging.

5 Sales Training Ideas to Improve Results (and Sustain Them)

By now you know that teaching people how to sell and become Top Performers takes more than a one- or two-day event. It takes ongoing reinforcement.

Sales training is a change initiative. Going through a single class in two days does not change the way sellers sell. Change happens over time, once sellers get back to work and start implementing newly learned skills.

The Missing Link to Increasing Sales Motivation

There's no denying that having a highly motivated sales team ready to give their full energy and effort day in and day out has a huge impact on your organization's success.

When it comes to sales motivation, companies commonly focus on compensation, bonuses, and incentives to get top performance out of their sales team. While compensation is important, it certainly is not the only, or even the main factor that drives sales motivation.