How to Run a Successful Sales Discovery Call
Rain Group Sales Blog
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1M ago
For consultative sellers, having successful sales discovery calls is essential because they underpin the entire sales process. These calls provide sellers with an opportunity to deeply understand their buyers' challenges, objectives, and operating environment. In turn, this in-depth knowledge of the buyers’ needs allows sellers to design solutions that are tailored to fit the unique circumstances of each buyer ..read more
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9 Principles of Selling to Senior Executives
Rain Group Sales Blog
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1M ago
TL;DR? Download the complimentary white paper and browse later. In complex sales, professionals are facing a set of evolving challenges that impact the effectiveness and efficiency of their sales processes. Our research at RAIN Group has identified key trends that are shaping the sales landscape, notably: 43% of sales leaders have reported an increase in the length of sales cycles. 85% are encountering challenges due to an increase in the number of decision makers involved in each deal ..read more
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[Infographic] 11 Best Practices for Sales Onboarding
Rain Group Sales Blog
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2M ago
When it comes to sales performance, getting the most out of your team starts with strong onboarding. Organizations with effective onboarding are 6.3x more likely to prepare their new sales hires to succeed ..read more
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Cross-Selling: Unlocking Revenue Potential with Existing Clients
Rain Group Sales Blog
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2M ago
Whether you call it cross-selling, upselling, or growing accounts, maximizing revenue from existing clients often represents an untapped revenue growth opportunity ..read more
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24 Sales Tips to Refine Your Skillset
Rain Group Sales Blog
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3M ago
Selling is about the whole experience from the first conversation to signing on the dotted line. One wrong move or poor interaction can drive buyers away. The best sellers strive to deliver value in each interaction, leaving the buyer wanting more and turning to them for advice. What’s more, the best sellers tend to have strong skills across the sale cycle ..read more
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Transforming Sales Enablement: Focus on Seller Behavior Change and Strategic Sales Alignment
Rain Group Sales Blog
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4M ago
In the competitive arena of sales, the true game-changer is having a well-trained sales team whose behaviors result in the desired outcomes. Consider the case of a technology firm that revamps its sales strategy to focus on consultative selling. During training, a conversation planning tool is shared that helps reps prepare for needs discovery meetings ..read more
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The 6 Buyer Personas (and How to Sell to Them)
Rain Group Sales Blog
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5M ago
Every buyer has personal preferences for how they like to buy. There are multiple buying styles and preferences to consider, but the number isn't infinite. It’s six ..read more
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[Infographic] AI in the Sales Process: New Research Findings and Definition
Rain Group Sales Blog
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5M ago
As AI technologies advance, becoming more sophisticated and intuitive, they’re reshaping the sales landscape: from AI-driven chatbots providing real-time support to predictive analytics revolutionizing lead generation. According to Gartner, within four years, 60% of the B2B seller’s work will be done using generative AI sales technologies. And McKinsey predicts that a fifth of the sales teams’ functions could be automated with AI. While estimates vary, the view shared is similar: AI sales technologies will have a revolutionary impact on sales ..read more
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Top 10 Sales Resources of 2023
Rain Group Sales Blog
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6M ago
2023 has seen sellers and sales organizations adapting to longer sales cycles and more deals lost to no decision. More than ever, sellers were challenged to be resilient while maintaining a tight focus on value, building relationships, and being responsive to buyers’ changing needs. Sales managers had to be proactive in supporting and coaching their teams. And sales enablement was tasked with ramping up new hires and boosting sales force productivity ..read more
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How to Build an Onboarding Process for Sales Hires
Rain Group Sales Blog
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7M ago
Recruiting and hiring strong sales talent isn't for the faint of heart. It is, in fact, the top challenge facing sales and enablement leaders (cited as “very challenging” by 52%). It's not only challenging, but also takes a significant investment of resources to find, hire, and retain talent ..read more
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