// Sales Training

Winning Major Sales

Maximize value, differentiate, and win your most important 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.

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 (Winning Major Sales Virtually) or face-to-face.


Improve Win Rates

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

Improve Win Rates
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

Winning Major Sales is tailored and contextualized for your business and the sales situations your sellers regularly face. Your team will learn how:

  • Lead the Win Lab process and build strategies to consistently win your most important sales opportunities
  • Sell a persuasive vision by answering the four value questions
  • Respond to and overcome common objections
  • 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

Our Approach to Sales Opportunity 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:

On-site sales training

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. 

Online sales training

Virtual Instructor-Led Training

Accessible wherever your sellers are, this program is delivered via highly interactive and engaging vILT sessions.

Sales reinforcement


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.

Sales assessments


Where do your skill gaps lie? Our assessment tools allow us to develop a curriculum that best suits your needs.

Virtual, Instructor-Led Training

Online Learning

Reinforce skills. Train a geographically-dispersed sales force. Improve new hire ramp-up. Our Winning Major Sales online learning program covers critical skills for winning sales opportunities. Customize lessons and environments for your company.

Sales process consulting

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.

Train the Trainer

Train the Trainer

Keep your sales training capabilities in-house. We’ll certify your delivery staff so you can deliver training on an ongoing basis.

Win labs

Win Labs

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

Total Access

Total Access

Embed a robust sales method with full access to RAIN Group's world-class content, training programs, and education system at the lowest total cost of ownership.

Execution Assurance Coaching

Execution Assurance Coaching

Accelerate your results with our 90-day execution assurance process—the key to ensuring sellers are held accountable, change happens, and training generates maximum ROI.

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 Organizationwe 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.   

"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.

RAIN Group assessed the team to pinpoint areas for improvement, delivered workshops covering RAIN Selling, Insight Selling, Strategic Account Management, and Winning Major Sales, provided coaching to leaders, and provided training reinforcement. Results include:

  • Sales bookings increased 63%
  • Large deal wins doubled
  • Sellers hitting quota went from 30% to 65%
  • Sales cycle time improved by 20%

Click here to read the full case study. >>

Select Clients

SAGE Publications

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