The landscape of buying and selling has changed more in recent years than it has in preceding decades. Buyers are more sophisticated and awash with information. At the same time, executives are searching—often in vain—for new ways to innovate, compete, and improve their success.
Insight Selling, our advanced consultative selling program, teaches sellers how to create conversations based on ideas, inspire with insights, and set themselves and your company apart from the pack.
We take a modular approach to curriculum development and build programs for the types of sales situations your sellers face, whether it be primarily virtual selling (Advanced Virtual Consultative Selling) or face-to-face.
Buyers are looking for sellers who bring new ideas and insights. If you want to win, you need to educate and inspire buyers.
Insight Selling teaches sellers how to add value in their sales conversations, redefine buyer needs, and drive demand for your solutions.
Differentiate from the Competition
Sellers that bring new insights and ideas set themselves and their companies apart from the pack. Sellers are the key point of differentiation.
Insight Selling is tailored and contextualized for your business and the sales situations your sellers regularly face. Your team will learn how to:
We take a blended approach to learning that results in real behavior change. Our programs include a mix of delivery options and components, including:
Bring Insight Selling by RAIN Group on site with live workshops for sellers and sales managers. Training is customized for your industry, company, and solutions.
Our learning system ensures that training is reinforced over time. From job aids and tools to online learning, email reinforcement, and coaching, we achieve a 94% uptake on learning so skills are learned and applied.
Who is best suited to become an insight seller? Where do the skill gaps lie? Our assessment tools allow us to determine your team’s skill gaps and develop a curriculum that best suits your needs.
What are the insights that are valuable to your buyers? Our Insight Selling approach helps you create insights and ideas that buyers truly value from key message development to complete development of convincing stories and insights.
Reinforce skills. Train a geographically-dispersed sales force. Improve new hire ramp-up. Our Insight Selling online learning program covers topics critical for insight selling success.
We work with you to define and track the metrics that are most important to you (e.g., pipeline growth, sales growth, profitability, etc.).
We studied 731 B2B purchases to find out what the winners of these sales did differently than the second-place finishers.
Sales winners educate buyers with new ideas and perspectives 3X more often than second-place finishers.
of companies do not think their sellers have advanced consultative selling skills needed to find and win business consistently.
In our groundbreaking research, What Sales Winners Do Differently, we studied 731 B2B purchases and found that the #1 factor separating sellers who win from those who come in second-place is: “The seller educated me [the buyer] with new ideas or perspectives.”
Today’s buyers value sellers who bring them new ideas and insights. To drive sales results and find yourself in the winner’s circle consistently, your sellers need advanced consultative selling skills.
Yet most sellers don’t have them.
In our Top-Performing Sales Organization research, we found that 69% of Elite Performers—those with the highest win rates, revenue growth, and sales goal attainment rates—believe their sellers have advanced consultative selling skills, compared to only 32% of The Rest.
Insight Selling teaches sellers how to develop insights and inspire buyers to think differently, influence agendas, and help them make the best decisions. Through this process Insight Sellers don’t just sell the value…they become the value.
When BP3 needed to introduce a similar sales language and process to its varied team, it brought in RAIN Group to develop custom messaging tools and deliver Insight Selling workshops.
The Insight Selling program, including the customization, tools, and action learning, played a crucial role in BP3’s success.
Since the training, BP3 has achieved a 65% win rate in Q1 with a continuing 20% gain.