Challenges abound when it comes to selling technology hardware and devices. Some hardware and device companies are in highly competitive industries where buyers have many choices, pushing prices down and squeezing your margins. Other companies are selling new, breakthrough technologies that buyers may not even know they need or want yet.
At the same time, many hardware companies are turning to software and services, but cross-selling and upselling these new offerings is a challenge.
At RAIN Group, we've worked with a broad range of companies from top-tier, global hardware brands to Silicon Valley startups to help them grow sales.
Organizations with top-performing sales teams have higher win rates, revenue growth, and sales goal attainment. We’ll transform the sellers on your team into top performers and give them the skills they need to succeed in today’s sales environment.
You may know there are opportunities to improve your win rates and grow sales, but seizing these opportunities and knowing where to focus is a challenge. We’ll analyze your sales organization, uncover your greatest areas for potential improvement, and build a roadmap for sales growth.
A huge untapped opportunity in many hardware and device companies is growing existing accounts. We’ll teach your team how to successfully uncover the full set of buyer needs and cross-sell and upsell your company’s capabilities.
Selling hardware and devices is no longer about showing off the features of your technology. Today’s buyers want sellers who are knowledgeable experts and can provide new ideas and advice. They want sellers who are flexible and will collaborate with them. The value is no longer in the product you’re selling—it’s in your sellers themselves.
Whether you sell breakthrough new technologies or are in a highly competitive market, and whether you sell to consumers or to businesses, we can help you succeed in this new sales environment. Here are just a few ways we help hardware and device companies:
We’ve worked with both well-established, global hardware companies and Silicon Valley startups to help them improve sales results and develop a team of top performers. We speak your language and teach sellers how to sell by bringing their valuable advice to buyers.
Our training programs and methodologies are based on our own experience working with technology companies, along with benchmark research including What Sales Winners Do Differently, Top Performance in Strategic Account Management, and The Top-Performing Sales Organization.
Training is not our focus. Behavior change is. We have a complete learning system focused on real behavior change and results that includes assessment, program customization, and robust reinforcement to ensure that your sellers learn and apply new skills. Learn more.