If you want to generate the best sales opportunities and set yourself up for success in a hybrid sales environment, you need to prepare. In this deck, we share ideas, tips, and resources to help you make your own luck.
35. RAIN Group Transforms Sales Results
Drive Transformational Change through Award-Winning Training
Enhance sales capability with award-winning sales training
Design and execute strategic account management initiatives
Increase effectiveness of sales management and coaching 2002
Founded
75
Countries delivered
training in
Top 20
Sales Training
Company
Selling Power and Training Industry
11
Worldwide locations:
Boston, Bogotá, Geneva, Johannesburg,
London, Mexico City, Mumbai, São Paulo,
Seoul, Sydney, Toronto
BEST RESULTS
Relentless pursuit of client
satisfaction and results
BEST
EDUCATION SYSTEM
Training that works, sticks,
and transfers to the job
BEST IP
Quest for knowledge of
the best way to sell
raingroup.com | info@raingroup.com
Notas do Editor
Cold calling isn’t dead! Out of 15 outreach methods studied in terms of effectiveness in prospecting, 3 of the top 5 were phone-related (#1 Calls to existing customers, #2 calls to prior customers, #5 calls to new contacts).
For buyers who accept meetings at least sometimes, customized content is an incredibly strong influence. 83% of those who accept meetings frequently, and 61% of those who accept meetings sometimes, are very/extremely influenced to do so by content that’s 100% customized to them vs. 40% for those who rarely/never accept meetings.
Account managers either claim they don’t have time or are afraid of seeming too self-interested, but buyers are more satisfied when SAMs proactively create opportunities.
One of our clients, a consulting firm, increased its APAC win rate by 20 percentage points over a 2-year period. A major factor of their success was internalizing the concept of the Win Lab and creating physical spaces in their offices for this purpose. These rooms are now the most frequently booked in their offices.
Respondents have the potential to increase the average time spent of Investment activities by anywhere from 26% for The XP up to 112% for the least productive people.
In virtual meetings, you must create time and space for building rapport. You must be much more proactive and deliberate in your relationship-building efforts. Leave time at the beginning of your meetings for a personal check in. Reach out more frequently to buyers and reference non-business topics you’ve discussed in your meetings: children, hobbies, sports, world events, etc.
The number of mistakes buyers experience is surprising. More than eight of ten buyers have experienced technology problems, poor visuals, non-responsiveness, and/or lack of preparation.
Top Performing Sales Organizations are 2x more likely to say their training is very or extremely effective. They also invest significantly more in it and are focused on sales training.