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// Sales Training

Winning Major Sales

Maximize value, differentiate, and win your major opportunities.

Tactics without strategy is the noise before defeat. - Sun Tzu

This is as true today as it was thousands of years ago. Sellers who can build and execute a strategy to win sales opportunities of all sizes—from the everyday to the most important—consistently win more sales.

In Winning Major Sales, your sellers learn a comprehensive, systematic, and repeatable process for creating winning sales strategies, plus they’re introduced to a rigorous opportunity planning tool.

Watch this video to learn how your sellers can start strategizing to win bigger deals.

86%
of Elite Performers agree their sellers have the skills needed to consistently drive and win sales.
73%
is the average win rate on proposed business for Elite Performers.
52%
of companies do not have a customer-focused sales process.

Source: The Top-Performing Sales Organization, RAIN Group Center for Sales Research

If sellers want to win, they must plan to win from the start. They must infuse value throughout the sales process and approach each sale from a customer-focused point of view.

Winning Major Sales not only gives your team a proven opportunity approach and planning process, but also covers exactly how to maximize value for multiple decision makers in a variety of roles.

Modular Approach to Skill Development

With over 70 portable, modular blocks, we work with you to quickly design custom curricula with the opportunity management and sales skills content your team needs to win your most important sales. Content, tools, and cohorts are tailored to your world. Winning major sales modules include:
The Power of the Win Lab

Win More Deals with Win Labs
Inspiring Buyer Action and Change

The Buyer Change Blueprint
How to Run a Win Lab

How to Run a Win Lab
Analyzing Stakeholders and Decision Making

Analyzing Stakeholders and Decision Making
Competitor Analysis and Planning

Competitor Analysis and Planning
Deal Presentations and Live Coaching

Deal Presentations and Live Coaching
Win Your Sales, Outsell the Competition

Plays and Big Plays to Outsell Competitors
Compelling Proposal Presentations

Compelling Proposal Presentations
diamond

Value Through the Eyes of the Buyer

We offer a full curriculum of modules across the sales cycle from prospecting to consultative selling, virtual selling, winning major sales, account management, and sales management. Learn more about our suite of sales training programs east

Training Built for the Adult Learner

Each modular block is a self-contained topic that includes pre-work, a classroom session, application assignments, and application coaching. Modules are built to ensure the training sticks, behaviors change, and results are realized.
whats_in_a_module_mobile

1. Learn

Pre-work is delivered via micro learning, video, and exercises that allow participants to learn key concepts prior to classroom sessions.

2. Collaborate & Practice

Highly interactive and collaborative classroom sessions, delivered virtually or in person, focus on practice, application, and feedback.

3. Reinforce & Apply

Micro learning and videos drive post-session reinforcement. Application Assignments allow sellers to apply new skills to live sales situations.

4. Refine

Between sessions, Application Coaching helps sellers refine skills and build confidence while being held accountable for on-the-job implementation.

1. Learn

Pre-work is delivered via micro learning, video, and exercises that allow participants to learn key concepts prior to classroom sessions.

4. Refine

Between sessions, Application Coaching helps sellers refine skills and build confidence while being held accountable for on-the-job implementation.

whats_in_a_module

2. Collaborate & Practice

Highly interactive and collaborative classroom sessions, delivered virtually or in person, focus on practice, application, and feedback.

3. Reinforce & Apply

Micro learning and videos drive post-session reinforcement. Application Assignments allow sellers to apply new skills to live sales situations.

After the curriculum is delivered, sellers are coached and held accountable for applying new skills and making new behaviors permanent through our Execution Assurance process.

Training Modalities

onsite_training

Onsite Instructor-Led Training

virtual_training

Virtual Instructor-Led Training

train_the_trainer

Train the Trainer

total_access

Total Access®

Winning Major Sales significantly changed how we approached opportunity management. Our team learned how to generate the best ideas, strategies, and action plans to win their biggest opportunities.

Global Client Experience Manager, Management Consulting Firm

Experience Success Like Our Clients

Agilysys doubles win rate and grows sales significantly.

When Agilysys needed to create a unified sales management and coaching system, establish a cohesive sales process, and give team members the skills and tools to drive sales, they connected with RAIN Group.

We helped Agilisys:

  • Increase sales bookings by 63%
  • Double large deal wins
  • Increase the number of sellers hitting quota from 30% to 65%
  • Improve sales cycle time by 20%

Click here to read the full case study east

Select Clients

Agilysys
SAGE Publications
cStor
BDO

Insights and Resources for Sales Opportunity Management

Win More of Your Major Sales

Learn how RAIN Group’s transformational approach to training and change can help your team improve the win rate on your large opportunities.


Win More of Your Major Sales

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