// Sales Training

RAIN Sales Prospecting

Create conversations with ideas and insights.

Nothing has changed more in sales in the last decade than prospecting. It's more difficult than ever to get through and get meetings.

Based on groundbreaking work from RAIN Group Center for Sales Research, we've cracked the code on what works and what doesn't to break through to top executives, secure meetings, and win sales.

If you want to be a Top Performer in sales prospecting, this is the program for you.

Set Meetings with Senior Executives

RAIN Sales Prospecting will teach your team the strategies and tactics they need to break through to senior-level buyers, set meetings, and create new opportunities.

Set Meetings with Senior Executives
Develop a Repeatable Prospecting Approach

Develop a Prospecting Process

Your team will develop a value proposition that intrigues buyers with ideas and insights. You'll implement a prospecting sequence to consistently generate meetings.

Succeed with Selling on Social Media

Prospecting has changed considerably in recent years. Your team will learn best practices for traditional outreach methods as well as how to succeed with social media.

Succeed with Selling on Social Media

Learning Objectives

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

  • Develop a compelling value proposition to get decision makers to meet with you
  • Deliver the value proposition over the phone, email, social media, and other methods to secure appointments
  • Work with gatekeepers to drive prospecting success
  • Leverage the power of LinkedIn to develop relationships
  • Establish credibility, trust, and rapport early in the sales process
  • Implement a proven, multi-touch prospecting sequence
  • Maximize seller motivation, energy, and focus for consistent prospecting productivity

Our Approach to Sales Prospecting Training

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

On-site sales training

Onsite Workshops

Bring RAIN Sales Prospecting on site with live workshops for sellers and business developers. Training is customized based on your industry, company, and solutions.

Online sales training

Online Learning

Reinforce skills. Train a dispersed sales force. Improve new hire ramp-up. We have a complete library of online learning lessons that cover topics critical for sales prospecting success. Customize lessons and environments for your company.

Sales reinforcement

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

Assessment

Where do your skill gaps lie? Who on your team is best suited for a prospecting role? Our assessment tools allow us to develop a curriculum that is tailored to your needs.

Virtual, instructor-led training

Virtual Instructor-Led Training

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

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.

Sales messaging

Prospecting Messaging

Our approach focuses on intriguing buyers with ideas and insights. We work with you to develop the key messages most likely to resonate with your buyers.

Create an attraction campaign

Attraction Campaign

We work with you to develop and write multi-touch, multimodal Attraction Campaigns for phone, mail, email, and social media to set appointments at a high rate.

Buyers Want to Talk to You

82%

of buyers accept meetings with sellers who proactively reach out to them.

71%

of buyers want to talk to sellers early in the sales process when they’re looking for new ideas to drive stronger results.

58%

of sales meetings are not valuable to buyers.

Buyers want to talk to you and they want to talk early in the sales process. But most sellers are not delivering value in their meetings.

In our Top Performance in Sales Prospecting research, we found that when buyers do see you as valuable, you get more initial meetings and convert more of those meetings into sales wins.

In the RAIN Sales Prospecting program, your team will learn the ins and outs of prospecting and learn a proven process for generating leads and filling the pipeline with qualified opportunities.

"Working with RAIN Group was an immediate game-changer for Netgain. They provided us with direction to quickly ramp up the front end of our pipeline. We now have great confidence that we will exceed our revenue goals and achieve the growth we are seeking."

- Scott Warzecha, President, Netgain Technologies

Experience Success Like Our Clients

Sales training boosts Bright Horizons’ enrollment; conversion rates increase 30%.

When Bright Horizons was relying on a staff of educators and child care providers to increase enrollments, it brought in RAIN Group to turn this unconventional group into sellers.

RAIN Group conducted an analysis of the business development needs of Bright Horizons’ team and delivered training for various experience levels. In addition, group coaching gave opportunities for role play, real life examples, and more.

By arming enrollment counselors with traditional sales skills, they were able to boost enrollment rates by 30%.

Click here to read the full case study. >>

Select Clients

Bright Horizons
Stanley Consultants
BMO Capital Markets
Protective

Take the first step to improving the prospecting skills of your team.