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RAIN Group Sales Blog

Your source for sales advice, tips, research, and insights to unleash sales potential.
[Infographic] The Sales Leaders' Guide to B2B Sales Growth in 2019
[Infographic] The Sales Leaders' Guide to B2B Sales Growth in 2019

Seventy-five percent of purchases are strategic, meaning the buyer is making an investment and not required to buy.

Yet only 14% of buyers discover these strategic opportunities from sellers.

If you want to grow your sales in 2019, the opportunities are out there and very few sellers are taking advantage.

How can you build a team that closes this gap?

In this infographic, we share the biggest opportunities—according to our research from both buyers and sellers—for sales growth in the year ahead.

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[Infographic] Fact vs. Fiction: The Sales Prospecting Edition
[Infographic] Fact vs. Fiction: The Sales Prospecting Edition

Sales prospecting has changed more than any other facet of sales in the last 10 years. There are a lot of clickbait articles with radical advice popping up and leading sellers astray.

In our new benchmark report, Top Performance in Sales Prospecting, we undertook a study of 488 B2B buyers and 489 sellers to find out what's working and what's not in sales prospecting.

In this infographic, we contrast 5 popular assumptions about prospecting with facts from the RAIN Group Center for Sales Research.

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Infographic: 30 Must-Know Sales Prospecting Stats and What They Mean for Sellers
Infographic: 30 Must-Know Sales Prospecting Stats and What They Mean for Sellers

How many attempts does it take to break through to busy buyers?

What offers are most accepted?

Do cold meetings convert to new business?

In our new benchmark report, Top Performance in Sales Prospecting, the RAIN Group Center for Sales Research uncovered the answers to these critical prospecting questions. With data from 488 B2B buyers and 489 sellers, we've cracked the code on what works in prospecting today.

This infographic highlights 30 must-know stats from our research and analysis and what they mean for sellers in today's world.

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Top Sales Prospecting Challenges
Top Sales Prospecting Challenges

Challenges abound when it comes to sales prospecting. From targeting and using the right outreach methods to maintaining motivation and energy, there are plenty of ways to outbound prospect and fail.

Download: 5 Sales Prospecting Myths Debunked

For our Top Performance in Sales Prospecting research, we asked 489 sellers who outbound prospect about the biggest prospecting issues they face. The top 10 prospecting challenges can be grouped into 4 categories:

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How Many Touches Does It Take to Make a Sale?
How Many Touches Does It Take to Make a Sale?

How many touches does it take to make a sale?

The simple answer is: more than most people think!

According to our Top Performance in Sales Prospecting research, it takes an average of 8 touches to get an initial meeting (or other conversion) with a new prospect. But the initial meeting is just the beginning. It takes a lot more to make the sale.

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When Do Buyers Want to Talk to Sellers? The Time Is Now
When Do Buyers Want to Talk to Sellers? The Time Is Now

There are 2 stats that are cited in sales articles all the time:

  • 57% of the purchase decision is made before a customer calls a supplier
  • 67% of the buying journey is now done digitally

The question, however, is so what?

Sellers and sales leaders often interpret this to mean that buyers don't want to hear from sellers.

This is far from the truth.

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On-Demand Webinar: How to Break Through and Secure Meetings with Busy Buyers
On-Demand Webinar: How to Break Through and Secure Meetings with Busy Buyers

Buyers are awash with information, bombarded with sales and marketing messages, crazy busy, and tasked to do more with less.

Yet they still want to hear from sellers and they still accept meetings with sellers who reach out to them proactively.

82% of buyers will accept meetings with sellers who reach out. Tweet this!

The sellers who secure these meetings achieve significantly greater success with a much different approach.

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5 Sales Prospecting Myths Debunked [New White Paper]
5 Sales Prospecting Myths Debunked [New White Paper]

Most of the buying journey is complete before buyers talk to sellers. Cold calling is dead. It's impossible for sellers to break through to buyers. Buyers don't want to hear about your capabilities. With all the information on the internet, buyers do their own research.

Sellers hear these messages all the time.

But are they true?

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On-Demand Webinar: 5 Keys to Top Sales Performance
On-Demand Webinar: 5 Keys to Top Sales Performance

Buying in the last few years has changed more than ever. Buyers are more educated, they're distracted and short on time, and options are endless.

Sellers and sales organizations are struggling to keep up.

There are specific actions that Top Performers and Top-Performing Sales Organizations take that allow them to achieve superior results.

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Infographic: 9 Ways to Crush Your Sales Goals
Infographic: 9 Ways to Crush Your Sales Goals

Most sales are won and lost based on one key factor: You.

You hold the keys to your sales success. Competitors don’t win because their offerings are more impressive. They win because they deliver a superior sales experience. 

You can too.

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[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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Making the Business Case for Sales Training: New Research on Supporting Top Performance
Making the Business Case for Sales Training: New Research on Supporting Top Performance

Executives are always on a mission to prove Kirkpatrick Level 4 measurement of training: Results. Specifically, they want to know to what degree targeted outcomes occur as a result of the training event and subsequent reinforcement.

There is relatively little data on how sales training correlates to business performance and results.

That is, until now.

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Infographic: 5 Sales Skills to Differentiate Your Team
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.

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5 Essentials for Managing Your Sales Organization’s Talent
5 Essentials for Managing Your Sales Organization’s Talent

Attracting and retaining top sales talent is a huge challenge for many companies.

If you want to take your sales results to the next level, your organization must have the right people in the right roles, performing at a high level day in and day out. You also need the right management team with an effective process in place to ensure this all happens.

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How to Maximize Prices and Improve Margins
How to Maximize Prices and Improve Margins

With increased product and service commoditization, sellers in almost every industry complain about price pressure and shrinking margins.

At the same time, there are some sellers and sales organizations who are consistently winning sales against lower-priced competitors and growing their margins.

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The Missing Link to Increasing Sales Motivation
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.

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[New Research Report] The Value-Driving Difference
[New Research Report] The Value-Driving Difference

Ask someone in the presence of other people if their organization drives value for their customers, and they’ll say yes.

Ask them confidentially in a research study, and you’ll get a wholly different answer.

Everyone says value makes a difference in sales and business results. Indeed, the most successful sellers and sales organizations focus on value.

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Are Your Sales Goals Achievable? It May Be Impacting Your Motivation
Are Your Sales Goals Achievable? It May Be Impacting Your Motivation

Everyone needs motivation to tackle different types of tasks/challenges. Whether it's hitting your personal sales goals or achieving your weight loss goals, people can't do it without some type of driving motivation.

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10 Ways Value-Driving Organizations Are Different
10 Ways Value-Driving Organizations Are Different

There is a common assumption that value makes a difference in sales and business results. As part of our Top-Performing Sales Organization research, we wanted to test that assumption and see just what kind of difference it makes.

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Top 12 Differences Between the Best Sales Organizations and The Rest
Top 12 Differences Between the Best Sales Organizations and The Rest

In our Top-Performing Sales Organization research, our goal was to assess what the Top Performers do differently than The Rest to achieve the best results. Top Performers have higher win rates, meet their annual sales goals, are more likely to set challenging sales goals, and are more likely achieve maximum prices in line with the value they provide.

We analyzed data from 472 sellers and executives representing companies with sales forces between 10 and 5,000+ sellers. Top Performers represent the top 20% of our database. The Rest—the bottom 80%.

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5 Sales Skills You Need to Master
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 needed, which are most important?

In our recent Top-Performing Sales Organization study, the RAIN Group Center for Sales Research asked 472 sales executives and sellers representing companies with sales forces ranging from 10 sellers to 5,000+ if sellers have the skills they need to find and win business consistently and at a high level.

We then looked at the correlation between sales skills and whether or not a sales organization met its sales goal or quota.

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You Need to Know This About Setting Sales Goals [New Research]
You Need to Know This About Setting Sales Goals [New Research]

Most sellers have a quota, or a sales performance target, that is set by the sales leaders at their organization.

When it comes to setting these sales goals, there are two general philosophies organizations tend to take:

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What Separates the Best Sales Organizations from The Rest?
What Separates the Best Sales Organizations from The Rest?

One of our primary goals at the RAIN Group Center for Sales Research is to find out what real sellers and sales leaders are doing to achieve their results. With What Sales Winners Do Differently, we wanted to know what individual sellers do to win sales opportunities compared to those who come in second place.

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What Defines a Top-Performing Sales Organization?
What Defines a Top-Performing Sales Organization?

Two sellers are talking at the end of the day. One turns to the other and asks, “How was your day?”

“I had a great day,” the second seller says. “I sent out two proposals this morning, had a great first meeting with a new potential buyer, and finally got a meeting with a decision maker I’ve been trying to reach for a year!” Feeling proud, he asks the first seller, “How was your day?”

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Average Sales Win Rates: How Do You Compare?
Average Sales Win Rates: How Do You Compare?

Most sellers and sales leaders are often asking themselves: "Is my win rate any good?"

Win rate is one of the most basic measures of your sales success, so it’s only natural to want to benchmark your performance against the average to see how you stack up.

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The 6 Phases of the Buying and Selling Process [PDF]
The 6 Phases of the Buying and Selling Process [PDF]

When organizations have a "World-Class" sales process (the top tier of our 5-level sales process maturity level scale), the win rate from proposal averages 57%. When the sales process is merely "Defined," the win rate averages just 44%.

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The Top 10 Sales Priorities for 2016
The Top 10 Sales Priorities for 2016

Now is the perfect time for sales leaders to analyze their results from the past year and plan priorities for the year ahead.

In our RAIN Group Center for Sales Research study, we asked 472 sales executives and sellers about what they considered to be their top priorities.

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[New White Paper] 8 Drivers of Sales Performance
[New White Paper] 8 Drivers of Sales Performance

In the mid-1990s, a fairly common sales strategy was to give a seller a desk, a phone, a business directory, and say, "Go."

Fast forward to today, and selling has become significantly more complex. Companies report ever-increasing challenges regarding product and service commoditization, proliferation of competition, and more informed and sophisticated buyers.

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The One Word That Will Transform Your Sales Results
The One Word That Will Transform Your Sales Results

Everyone wants to know: what is the silver bullet to sales success? What's the one thing that will magically bring in more sales and grow your accounts?

Well, there is no one silver bullet. Many factors influence top sales performance. But there is one word that can transform your sales results: Value.

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Infographic: 8 Tips for Beating Your Sales Goals
Infographic: 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 has identified 8 key areas that contribute to higher win rates that will help you beat your sales goals and reach Top Performer status this year:

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Want Better Sales Results? Take Your Sales Process to the Next Level
Want Better Sales Results? Take Your Sales Process to the Next Level

In our study, The Top-Performing Sales Organization, 40% of respondents said "Improving sales opportunity approach and planning" is a top priority for the next year. Along with two related initiatives—improving ability to communicate value (41%) and optimizing sales processes (32%)—these represented three of the top four sales initiative priorities altogether.1

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[New White Paper] Increase Win Rates & Beat Your Sales Goals
[New White Paper] Increase Win Rates & Beat Your Sales Goals

Top-Performing companies are winning 62% of their sales opportunities. The Rest? Only 40%.

While quite a bit of research has been published on what separates top sellers from the rest, there’s relatively little on what organizations are doing to achieve high win rates.

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Want to Win Your Next Big Sale? Win Lab It
Want to Win Your Next Big Sale? Win Lab It

When it comes to winning big sales opportunities, sales leaders often share 2 complaints:

  1. Sellers aren't proactive. They fail to drive their most important sales opportunities forward with determination and rigor.
  2. Even when sellers are proactive, they don't follow a consistent process to put themselves in the best position to win the sale.
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Want Loyal Clients? It Starts in the Buying Process
Want Loyal Clients? It Starts in the Buying Process

Client loyalty is tough to earn.

Fred Reichheld, author of The Loyalty Effect and creator of the Net Promoter System, found that most corporations lose 50% of their customers every 5 years, 50% of employees in 4 years, and 50% of investors in less than one year.

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Top 10 Factors Separating Sales Winners from the Rest
Top 10 Factors Separating Sales Winners from the Rest

For our What Sales Winners Do Differently research, we studied over 700 major purchases from buyers who represented $3.1 billion dollars in annual purchasing power.

One question we wanted to answer was, “Is it the company and offerings that make the biggest difference in the buyer’s purchase decision, or is it the seller and how they sell?”

Guess what: it’s the seller and how they sell that most separates sales winners from the rest.

The following list reveals what buyers say are the top 10 areas where sellers who win outperform those who come in second place.

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New Sales Research: What Sales Winners Do Differently
New Sales Research: What Sales Winners Do Differently

After many months of significant effort, we launched What Sales Winners Do Differently this week. This report reveals data and insight from our in-depth sales research on what sellers do to win sales opportunities.

The results are both surprising and fascinating.

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