Winning Major Sales

Build strategies to win major sales opportunities.

Build action plans to win your biggest sales opportunities.

If you want to win—and win big—you need a plan to beat the competition and drive the deal forward.

Winning Major Sales is a self-paced online sales training course designed to help you create strategies to win your most important sales.

You'll learn a proven process for identifying and landing major accounts, including everything from differentiation and making big plays to succeeding with multiple buyers and winning competitive sales.

Click to watch a preview of one of the lessons.


30-day, 100% money-back guarantee

The program includes:

  • 45+ Lessons
  • Assignments and tools
  • Downloadable resources
  • Certification

This program has been developed for individuals and small teams. Learn more about our full suite of corporate sales training programs.


30-day, 100% money-back guarantee

The program includes:

  • 45+ Lessons
  • Assignments and tools
  • Downloadable resources
  • Certification

This program has been developed for individuals and small teams. Learn more about our full suite of corporate sales training programs.

What Will I Learn?

We’ll walk you through a proven process for how to approach your major sales opportunities and get the greatest possible outcome. After completing the course, you’ll be able to: 

  • Qualify opportunities and know how to rigorously pursue them
  • Generate the best strategies for major opportunities using the Win Lab process
  • Sell to multiple buyers and all types of decision making teams 
  • Manage opportunities and move them through the pipeline with momentum
  • Win against tough competition
Want to dig deeper into the content before taking the leap? Get the full details on each module below.
module_icon Module 1: Introduction to Sales Opportunity Management

Sellers who build and execute a strategy for opportunities of all sizes consistently win more sales. Learn how to implement a process to generate the best strategies to win. This module includes the following lessons:

  • Introduction to Sales Opportunity Management
  • 4 Buying Mindsets
  • How the Buying and Selling Process Works
module_icon Module 2: Essential Elements of Sales Opportunity Planning

Winning important sales involves leveraging your resources, creating maximum value, and doing everything in the sales process to win. This module includes the following lessons:

  • Sales Opportunity Planning: An Overview
  • Essential Elements of Sales Opportunity Planning
  • How Win Labbing Helps You Win
  • Assignment: Begin Filling Out the RAIN Sales Opportunity Planner
module_icon Module 3: Using Plays and Big Plays to Win Sales

When the opportunity is significant, you need to go all in to win it. Explore strategies to strengthen relationships, outsell the competition, and win important opportunities. This module includes the following lessons:

  • Plays, Big Plays, and the 6 Types
  • Big Play Examples
  • Which Plays and Big Plays Should You Pursue
  • Assignment: Brainstorm Plays and Big Plays
module_icon Module 4: Leading the Win Lab Process

A Win Lab is a collaborative and facilitated brainstorming discussion to generate ideas to win a sale. Learn the 4-Stage process for leading a Win Lab to win important sales opportunities. This module includes the following lessons:

  • The 4 Stage Process for Leading a Win Lab
  • Win Lab Meeting Flow and Checklist
  • 6 Tips to Make Your Win Lab a Success
  • Assignment: Prepare to Run a Win Lab
module_icon Module 5: Understanding 3 Key Components of Value

Maximizing buyer perception of your value is essential for success. Learn the 3 components of value and how to resonate powerfully, differentiate from the competition, and build trust. This module includes the following lessons:

  • The 3 Legs of the Value Proposition Stool
  • Resonating with Buyers' Wants and Needs
  • Persuading Buyers You Are Different
  • Substantiating: Building Buyer Belief
  • Assignment: Identify Your Value Proposition
module_icon Module 6: Keys to Qualifying the Sale

You have limited time and resources to decide which opportunities are worth pursuing. Learn how to identify and select the opportunities to invest your energy and effort in winning. This module includes the following lessons:

  • How Qualifying Sales Drives Sales Results
  • When to Ask About Budget, and When Not
  • Setting Initial Price Ranges with Investment Norming
  • Determining Pursuit Intensity
  • Tactical Tips to Qualify Sales
  • Assignment: Qualify Your Opportunity
module_icon Module 7: Defining Opportunity Pursuit Intensity

Time is precious, and you can’t give equal time to all opportunities. Prioritize opportunities based on pursuit intensity, determine your approach, and decide where to spend your time. This module includes the following lessons:

  • Introduction to Selecting Accounts
  • How to Select Accounts for Top Pursuit
  • When to Pursue Opportunities and Accounts Even if They're Not (Yet) Qualified
  • Assignment: Determine the Pursuit Intensity for Your Opportunity
module_icon Module 8: Building Strong Business Relationships

Developing strong relationships in your accounts is critical to winning major sales. Discover strategies to deepen relationships with key stakeholders and develop a plan to do so.  This module includes the following lessons:

  • How Buyers View Relationship Strength
  • How to Enhance Client Relationships
  • Manufacturing Serendipity to Build Relationships and Drive Opportunity
  • 4 Keys to Building Trust in Sales
  • Tactical Tips for Building Trust in Sales
  • Assignment: Rate Your Current Relationship Strength
module_icon Module 9: Succeeding with the 6 Buyer Personas

Learn how to understand and quickly identify the 6 unique buyer personas to communicate more effectively, strengthen relationships, and increase your value.  This module includes the following lessons:

  • Overview: Different Communication Strokes for Different Folks
  • The 6 Buyer Personas in Brief
  • How to Identify the 6 Buyer Personas
  • Working with Decisive Danielle, Relationship Renee, and Analytical Al 
  • Working with Consensus Claire, Skeptical Steve, and Innovator Irene 
  • Tactical Tips for Selling to the 6 Buyer Personas
  • Assignment: Plan to Work with Different Buyer Personality Types
module_icon Module 10: The 5 Decision Roles

Understanding what matters to decision-makers is essential for success. Identify and sell to the 5 decision roles, complete a stakeholder analysis, and strengthen buyer relationships. This module includes the following lessons:

  • Analyzing Your Competitor Landscape
  • The 5 Decision Roles
  • Creating Change Champions
  • Understanding the Business Driver and Approver
  • Understanding the Domino and the Evaluator
  • Uncovering the Buyers' Decision-Making Process
  • Assignment: Analyzing Stakeholders and Decision Makers
module_icon Module 11: Overcoming Buyer Objections

Objections can be hard to hear. The key is knowing how to listen to them and respond accordingly. Learn the most effective 4-step process to respond to buyer objections and move your sale forward. This module includes the following lessons:

  • Why Objections Are a Good Thing
  • 4-Step Process for Overcoming Objections
  • 4 Types of Objections
  • Types of Money Objections and How to Address Them
  • Overcoming Objections Before They Happen
  • Tactical Tips to Overcome Objections
  • Assignment: Prepare to Overcome Objections
module_icon Module 12: Developing a Sales Opportunity Win Plan Presentation

You’ll often be called upon to present your plan to win a major opportunity to senior leaders. Create and deliver a presentation that will earn the confidence of executives and buyers. This module includes the following lessons:

  • How to Present an Opportunity Internally
  • Common Mistakes to Avoid in an Opportunity Presentation
  • Assignment: Plan a Winning Presentation

What Participants Are Saying

What Does Membership Include?

Robust Curriculum

Robust Curriculum

Get access to 45+ lessons over 12 distinct modules with text and video options.

Assignments & Resources

Assignments & Resources

Exercises, tools, ebooks, and more to help you apply new knowledge on the job.

Knowledge Checks

Knowledge Checks

Test your retention of the key points in each module.

Flexible Learning

Flexible Learning

Learn your way on desktop, tablet, or mobile.



Earn a certificate of completion to celebrate your professional growth.



Course content is based on over a decade of proprietary sales research and analysis.


Who should take this course?
  • Sellers and professionals of any experience level looking to master the complex sale. Whether you’re new to sales or a seasoned veteran, this program will give you the knowledge, tools, and strategies to improve your sales results.
  • Sales managers looking for a comprehensive and proven sales methodology to use with their sales teams.
How long does it take to complete the course? Are all lessons available at once?

All program content is available and accessible on-demand as soon as you sign up.

There are 12 modules, each with associated lessons. When completed at our recommended pace of one module per week, you’ll finish the program in 3 months.

If after completing the lessons you would like continued access to the program content and tools, you're welcome to stay subscribed as long as you’d like.

Is the content downloadable?

Modules are available to view in text and video for your convenience and learning preference. You may view them directly in your browser on any device.

Many of the lessons include downloadable resources, tools, reports, and more. Those are yours to download and keep to reference whenever you like.

What's the cost?

Typical sales training programs cost thousands of dollars, require travel, and often teach you strategies that simply don’t work in the world of selling today.

Tuition for Winning Major Sales is $199/month. You’ll be making an important investment in your career to achieve breakthroughs in your sales success. You’ll make this investment back many times over in just your first sale.

Please note that the program is a monthly recurring subscription. Once enrolled, your credit card will be billed automatically every 30 days until you notify us to cancel.

How does the 30-day, money-back guarantee work?
We think you’re going to find the program content compelling and the tools invaluable. If you don’t agree, notify us within your first 30 days of membership and we will be happy to refund your payment, no questions asked.
I want my team to take this course. Do you have group rates?
We offer discounted rates for groups of 5 or more. If you have a team that would benefit from Winning Major Sales or are interested in bringing the program on-site, contact us for more information at support@raingroup.com or call 508-405-0438.
How do I know if this program is for me?

Get insights into where you can improve your sales skills with our complimentary self-assessment. You’ll see how you stack up to top performers across:

  • Ability to drive value
  • Prospecting
  • Driving and discovering needs
  • Solution crafting
  • Presenting
  • Winning
  • Advanced consultative selling skills
  • Influencing buyer thinking around needs and solutions

Once you’ve pinpointed your biggest gaps, return here to select the program that fits your needs.

Assess your sales skills now east