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.
Learn the science and process of “Win Labbing” opportunities to generate the best ideas, strategies, and action plans.
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.
Winning Major Sales is tailored and contextualized for your business and the sales situations your sellers regularly face. Your team will learn how:
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:
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.
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.
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.
Learn the science and process of “Win Labbing” opportunities to generate the best ideas, strategies, and action plans to win your most important deals.
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.
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: