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IT Sales Training

Get IT sales training for your tech firm.

Most companies have undergone a massive overhaul in digital operations in the last few years. With most orgs supporting large remote workforces, the need for tech infrastructure to support remote file management and storage, security, team collaboration, and more has increased.

Many were forced to patchwork solutions during the pandemic, putting bandages on systems that don’t talk to each other, require manual support, or use high amounts of bandwidth.

IT sellers are in the unique position to solve these problems. But buyers are frequently resistant to change, especially for solutions that require significant investments of time and money.

To be successful, IT sellers need to take a consultative approach to uncovering needs, demonstrating impact, and visualizing the potential results of their customers’ digital transformation. At RAIN Group, we’ve worked with IT product and services companies to design sales training that boosts sales and increases revenue.

Bronze Stevie

with cStor

BP3
Brennan
Hitachi
Ingram
Plumchoice
Virtusa | Polaris

Challenges Selling IT Services

IT sellers are in one of the most challenging sales roles in the world. Technology is constantly evolving, and your sellers have to know how your products and solutions fit into the wider picture of AI, edge computing, the cloud, 5G, and more. They have to know applicable tech specs and how they integrate with end-user systems. They have to be comfortable making proactive recommendations and speak the language of their non-tech buyers while selling into non-tech verticals.

This leaves a lot of room for missed opportunities.

At RAIN Group, we introduce your sellers to a proven, repeatable process for leading impactful conversations, uncovering needs, responding to objections, and pushing sales forward.

Challenging Conversations

Challenging Conversations

In addition to selling highly complex products and services, IT firms are subject to unique challenges around system failures, viruses, ransomware, hacking, and more. Sellers need the skills to navigate tough questions from prospects and customers that saves sales and reflects well on your brand.

Growing Pipeline

Growing Pipeline

IT sellers are notorious for avoiding activities that fill the pipeline, instead prioritizing deals that are closer to close. This results in lopsided funnels and lower win rates. Give your team the skills they need to connect with new buyers and set meetings at higher rates.

Add Ons

Add Ons

Due to the complex nature of what they’re selling, IT sellers frequently fail to up-sell and cross-sell even when they identify a need, leaving revenue on the table. Give your sellers a proven framework for uncovering the full needs of an account, connecting the dots, and expanding the sale.

Virtual Selling

Virtual Selling

The hybrid salesforce is here. Your IT sellers need the skills to connect with buyers, lead virtual meetings, and win deals—often with buyers who are also virtual. Help your sellers adapt to the nuances of selling remotely while using technology to build rapport and collaborate.

IT Sales Training

Insight Selling

In a highly competitive industry like IT, your sellers make the difference. By asking better questions, developing a strong value hook, and delivering compelling stories, your sellers can make your company stand out in a sea of sameness.


Insight Selling
Insight Selling

Insight Selling

In a highly competitive industry like IT, your sellers make the difference. By asking better questions, developing a strong value hook, and delivering compelling stories, your sellers can make your company stand out in a sea of sameness.


Sales Prospecting

Sales Prospecting

One of the best ways to increase your deals won is to increase your meeting rate—and that starts with prospecting skills. Teach your sellers to connect with prospects using email, phone, social media, and more, plus create a prospecting campaign that resonates.


Strategic and Key Account Management

Selling more to existing accounts not only taps into a deeper well of revenue, but also embeds your technology into your customers’ organizations, decreasing the likelihood you’ll be replaced. Give your IT sellers the skills they need to cross-sell and up-sell.


Strategic and Key Account Management
Strategic and Key Account Management

Strategic and Key Account Management

Selling more to existing accounts not only taps into a deeper well of revenue, but also embeds your technology into your customers’ organizations, decreasing the likelihood you’ll be replaced. Give your IT sellers the skills they need to cross-sell and up-sell.


Extreme Productivity

Productivity

Critical to IT sales success is ensuring your sellers are disciplined and focused on the activities that’ll increase new opportunities, deal size, and win rate. Help your sellers adopt habits that increase motivation and keep them on the right track.


Learn more about our full suite of programs to help your IT sales team succeed.


Experience Success Like Our Clients

Hitachi Solutions Generates More Than $40 Million in Revenue from Existing Accounts

Hitachi Solutions Canada provides global IT solutions through a portfolio of management consulting, implementation, and support services.

Hitachi engaged RAIN Group to help implement a strategic account management process, build strategic account management skills, and build sales skills among their team of consultants and leaders.

Through assessments, custom workshops, and a strategic account process, Hitachi saw exceptional results with their sales team.


Hitachi

Results:

  • $2 million in revenue from ideas generated during the training
  • $40 million in revenue generated from existing accounts attributed to the strategic account planning process
  • $10 million in pipeline generated in existing accounts from the session

Transform Your IT Services Team with Sales Training

Learn how we can help your team increase revenue and expand portfolio share.


Experience RAIN Group's Training in Action.