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Winning Major Sales

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Maximize value, differentiate, and win complex sales.

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 will learn a comprehensive, systematic, and repeatable process for creating winning sales strategies, plus they’ll be introduced to a rigorous opportunity planning tool.

Improve Win Rates

Improve Win Rates

Learn the science and process of “Win Labbing” opportunities to generate the best ideas, strategies, and action plans.

Plan Each Opportunity

Plan Each Opportunity

You’ll be introduced to the Sales Opportunity PlannerSM, a tool proven to succeed in creating rigorous plans for winning every sales opportunity.



Develop strategies that set you apart from the competition, maximize value, and put you in the best position to win.

Learning Objectives

In our core two-day, instructor-led Winning Major Sales workshop, suite of online programs, and other components of the RAIN Group educational system, we teach your team how to:

  • Lead the Win Lab process and build strategies to consistently win your most important sales opportunities
  • Understand and adapt to the buying process at any organization
  • Succeed with multiple decision makers and satisfy their decision criteria
  • Create urgency to move forward, and move forward with you
  • Identify the best opportunities and align the necessary resources to win them
  • Create action plans to capture opportunities of various priority levels
  • Differentiate your organization and offerings
  • Focus on winning based on value, not price
  • Maximize the value you provide the buyer
"What RAIN Group helped us do is focus on our core competencies. The training and coaching has strengthened our business development process, prepared us to write better proposals, and raised our close rates."

- Jerry Gagne, Practice Leader, Wolf & Company

Leaders are Prioritizing Sales Opportunity Management


of Elite Performers agree their sellers have the skills needed to consistently drive and win sales opportunities vs. only 50% of The Rest.


Sales winners educate buyers with new ideas and perspectives 3X more often than second-place finishers.


of companies do not believe their sales process is customer-focused.

In the RAIN Group Center for Sales Research study, The Top-Performing Sales Organization, we found that “improving sales opportunity approach and planning,” “improving our ability to communicate value,” and “optimizing the sales process” represent 3 of the top 4 sales leadership priorities.

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, it also covers exactly how to maximize value for multiple decision makers in a variety of roles.   

How We're Different



Sales opportunity management training is fueled by decades of experience and our own primary research, including What Sales Winners Do Differently, Top Performance in Strategic Account Management, and The Top-Performing Sales Organization.



Our opportunity planning process, approach, and tools are customer-focused and tailored to address the needs of each individual opportunity while maximizing value throughout the sales process.

Complete Learning System

Complete Learning System

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 skills are learned and applied. Learn more.

Our Approach to Sales Opportunity Management Training

We take a blended approach to learning that drives real behavior change and results. Our programs include a mix of delivery options and components, including:

Onsite Workshops

Bring Winning Major Sales training on site with live workshops for sellers and sales managers. Training is customized based on your industry, company, and solutions. Also available as Train the Trainer.

Virtual Instructor-Led Training

Accessible wherever your sellers are, these sessions address opportunity management topics and strategies relevant to your team.

Sales Process Consulting

Want to improve your sales process? We’ll work with you to define and implement an effective sales process at your organization.

3 Great Ways to Learn More

Optimizing Sales Opportunity Management

Optimizing Sales Opportunity Management

Download our free report to learn 12 critical questions sales leaders must ask to improve sales opportunity planning.


Client Success Story

Technology Company Doubles Win Rate, Grows Sales Significantly

Learn how RAIN Group helped Agilysys double their win rate and increase sales significantly through establishing a common sales process, sales and coaching methods, and providing ongoing reinforcement.


Contact Us

Learn More about Training for Winning Major Sales

Take the first step to increasing win rates at your company.


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