1.
Featuring Mike Schultz,
President at Rain Group
and
Dave Boyce, SVP Momentum
Strategy at InsideSales.com
5 KEYS TO INCREASING
YOUR WIN RATE
webinar

2.
Mike Schultz
President
Rain
Group
linkedin.com/in/mikeshultz50
RainSalesTraining.com
Today’s Speakers
Dave Boyce
SVP
Momentum
Strategy
InsideSales.com
linkedin.com/in/boycedave

3.
THANKS
FOR JOINING US LIVE!

4.
HOW THIS WILL WORK
• This webinar will last about an hour
• Type in your questions in the Q&A box as you think of
them
• #ISDCwebinar
• This is being recorded… I’ll tell you how to access the
recording at the end

5.
2-­‐time
CEO,
Oracle
VP,
Father
of
6,
Harvard
MBA.
Specialties:
Software
and
marketing
entrepreneurship,
media
and
entertainment
entrepreneurship,
business
development,
corporate
strategy,
business
development,
branding,
corporate
communications
/
PR,
solution
marketing,
retail.
Dave
Boyce
is
SVP
Momentum
Strategy
at
InsideSales.com

6.
6
Mike is author of the Wall Street Journal bestseller
Rainmaking Conversations & groundbreaking Insight
Selling. He and RAIN Group have worked with clients
such as Hitachi, BNY Mellon, Lowes, SAP, Boeringer
Ingelheim, Deloitte, Harvard Business School, and
hundreds of others to unleash sales performance.
Mike is director of the RAIN Group Center for Sales
Research, adjunct professor at Brandeis University
International Business School, and a frequently
quoted expert in publications such as Inc., Forbes, &
Business Week.
Mike Schultz is President of RAIN Group,
a sales training and consulting firm with
offices around the globe.

7.
7©
RAIN
Group
Introduction to the Top-Performing Sales Organization
Demographics
Revenue
§ 13% less than $10M
§ 24% $10M to $50M
§ 38% from $50M to $1B
§ 27% from $1B or more
Geography
§ 57% Americas
§ 28% EMEA
§ 15% APAC
Roles
§ 80% management
and leadership
§ 20% sellers
We studied responses from 472 participants across 26 industries (Professional/Business
Services, Financial, Technology, and others) with the following demographics:
What do the top-performing sales organizations do differently
than the rest?

8.
8©
RAIN
Group
Elite, Top Performers, & Rest Defined
Elite Performers
top 7% of respondents
Top Performers
top 20% of respondents
The Rest
Average proposal
win rate
50% or greater 40% or greater
Those who didn't
meet the Elite or
Top Performer
criteria
Annual revenue
and profitability
Increase
year-to-year
N/A
Organization annual
sales goal
Met Same as Elite
Organization annual
sales goal
Challenging
(Strongly Agree/Agree/Neutral)
Same as Elite
Pricing strategy
Maximum prices in
line with the value
provided
(Strongly Agree/Agree)
Maximum prices in
line with the value
provided
(Strongly Agree/Agree/Neutral)
We categorized respondents into 3 performer groups:

9.
9©
RAIN
Group
Driving Maximum Value
81%
agree
61%
agree
91%
agree
Elite Performers Top Performers The Rest
Ask someone in the presence of other people if their company and sales
organization drives value for their customers,and they’ll say yes. Ask them
confidentially in a researchstudy, and you may get a wholly different answer.
Figure 8. Organizationfocuses on drivingmaximum value for the customer

10.
10©
RAIN
Group
Value-Driving Sales Organizations
1 Our sales organizationfocuses on driving maximum value for the customer
2 Our sales force structure is aligned withthe wayourcustomers prefer to buy from us
3 Our sales process is customer-focused andmaps to our buyers’ buyingprocesses
4 Our sales process is flexible to apply to our buyers’ various roles and situations
5 Our companyleaders prioritize developing sellersto be as valuable to our buyers as possible
Everyone says value makes a difference in sales and business results. We wanted to
test that assumption, and see what difference it makes. We asked 5 questions related
specifically to value and customer focus.
16% of the respondents answered “agree” or “strongly agree” to all 5 questions.
We compared that “Value-Driving” group with the remaining 84%.

11.
11©
RAIN
Group
Value-Driving Sales Organization
Value-Driving Sales Organizations
90%
72%
0%
25%
50%
75%
100%
Elite PerformersTop Performers
REVENUEGROWTH(%)
54%
45%
0%
25%
50%
75%
100%
Elite PerformersTop PerformersWINRATE(%)
27%
39%
0%
25%
50%
75%
100%
Elite PerformersTop Performers
UNDESIREDTURNOVER(%)
Non-Value-Driving
More Likely to
Grow Revenue
Higher
Win Rate
Lower Undesired
Turnover
Revenue growth of Value-
Driving organizations
Win rate of Value-Driving
organizations
Undesired turnover of Value-
Driving organizations

12.
12©
RAIN
Group
Making the Value Case
“Improve ability to communicate value” is the
top initiative priority of sales leaders
Sales winners are more than
twice as likely as second-
place finishers to make the
case for why they offer
overall superior value
2X
The surprising difference between sellers who
win the sale and the second-placefinishers.
WHAT SALES
WINNERS DO
DIFFERENTLY
by Mike Schultz & John Doerr

13.
13©
RAIN
Group
Maximize Value
The Four Whys
Why Trust?4
1 Why Act?
2 Why Now?
3 Why Us?
Resonate
Differentiate
Substantiate

14.
Key #1: Drive Value

15.
15©
RAIN
Group
Priorities
Improving ability to
communicate value
Improving sales opportunity
approach and planning
Optimizing the
sales process
38% 31%42%
Three of the four Top Sales Initiative Priorities
for the next year include:

16.
16©
RAIN
Group
Trend Against Sales Process
“Sales leaders have long fixated on process
discipline...But recently sales has been caught off guard
by a dramatic shift in customers’ buying behavior. Even
as leadership has tightened compliance with the
processes that have served so well, sales performance
has grown increasingly erratic…
“The sales machine is stalling…. Leaders must abandon
their fixation on process compliance and embrace a
flexible approach to selling driven by sales reps’ reliance
on insight and judgment.”

17.
17©
RAIN
Group
More Process Focus, Better Results
Organizations with more mature and more customer-focused sales
processes achieve stronger results.
57%
52%
44%
0%
20%
40%
60%
80%
WINRATE(%)
Win Rates by sales process
maturity
Sales process is customer-focused
and maps buying processes
74%
64%
44%
0%
20%
40%
60%
80%
STRONGLYAGREE/AGREE
(%)
74
%
67
%
50
%
0%
20%
40%
60%
80%
STRONGLY…
Sales process is flexible to apply to
buyers’ various roles & situations

18.
18©
RAIN
Group
The organization’s sellers have the skills they needto
find and win business consistently andata high level
Driving and winning sales opportunities
The RestElite Performers Top Performers
Top skill of Elite Performers: Driving
and Winning Sales Opportunities#1
86%
68%
50%
0%
20%
40%
60%
80%
100%
STRONGLYAGREE/AGREE
(%)

19.
Key #2: Optimize Sales Process &
Opportunity Management
Key #1: Drive Value

20.
20©
RAIN
Group
The #1 Difference Between Top-Performers & The Rest
Our sales organization is effective at
maximizing sales to existing clients
across capability areas

21.
21©
RAIN
Group
Growing Accounts is a Top Priority
of respondents said increasing
business with existing accounts is a
top priority for the year ahead50%
The RestElite Performers Top Performers
Sellers have the skills they need to drive account growth:
74%
65%
43%
0%
20%
40%
60%
80%
STRONGLYAGREE/AGREE
(%)

22.
Key #3: Grow Existing Accounts
Key #1: Drive Value
Key #2: Optimize Sales Process & Opportunity Management

23.
23©
RAIN
Group
Sales Training Investment, Focus, & Effectiveness
Elite and Top Performers are more likely to invest in sales training and
rate their training as more effective.
Sales trainingeffectiveness
Investment andfocus on
sales training
57%
44%
27%
0%
25%
50%
75%
100%
EXCELLENT/GOOD(%)
The RestElite Performers Top Performers
51%
30%
14%
0%
25%
50%
75%
100%
EXTREMELY/VERYEFFECTIVE(%)

24.
24©
RAIN
Group
Selling Skills Across Performance Groups
Elite and Top Performers have significantly more skilled sellers.
The organization’s sellers have the skills they needto find and win business consistently and
at a high level
86%
77% 77% 74%
69% 69% 69% 66%
51%
68%
52%
65% 65%
49%
56%
51% 48%
52%50%
37%
41% 43%
32%
41%
32% 31%
43%
0%
25%
50%
75%
100%
STRONGLYAGREE/AGREE(%)
Driving and
winning sales
opportunities
Filling the
pipeline
Core
consultative
selling
Driving
account
growth
Advanced
consultativ
e selling
Developing
executive
relationship
s
Managing time,
focus, personal
effectiveness
Managing &
coaching
sellers
Sales
negotiation
The RestElite Performers Top Performers

25.
Key #4: Invest in Sales Training
Key #1: Drive Value
Key #3: Grow Existing Accounts
Key #2: Optimize Sales Process & Opportunity Management

26.
26©
RAIN
Group
63%
43%
29%
0%
20%
40%
60%
80%
STRONGLYAGREE/AGREE
(%)
Sales Management
Organizations are more likely to be Elite or Top Performers when sales managers inspire
the best performance from their sellers.
…get maximum performance
from sellers
…create and sustain maximum
energy from sellers
77%
55%
32%
0%
20%
40%
60%
80%
STRONGLYAGREE/AGREE
(%)
66
%
48
%
31
%
0%
20%
40%
60%
80%
STRONGLY…
…have the necessary skills to
manage and coach sellers
Sales managers…
The RestElite Performers Top Performers

27.
27©
RAIN
Group
Leadership and Priorities
We studied leadership prioritization of selling and sales force excellence, as well as
leadership ability to execute. The rigor and investment leadership allocates to sales
performance makes a difference.
80%
69%
57%
0%
25%
50%
75%
100%
STRONGLYAGREE/AGREE(%)
74%
69%
51%
0%
25%
50%
75%
100%
STRONGLYAGREE/AGREE(%)
Our companyleaders prioritize
improvingsales force effectiveness
When our leaders set a priority, the
priority gets done
The RestElite Performers Top Performers

28.
Key #1: Drive Value
Key #4: Invest in Sales Training
Key #3: Grow Existing Accounts
Key #2: Optimize Sales Process & Opportunity Management
Key #5: Improve Sales Management
& Leadership Effectiveness

29.
©
RAIN
Group 29
Free Download: Increase Win Rates & Beat Your Sales Goals
In this free white paper, you’ll learn:
q What your organization needs to do
to increase win rates
q 5 ideas to strengthen your sales
process
q New research on what separates
top-performing sales organizations
from the rest
Download Now!
www.RainGroup.com/Win

30.
©
RAIN
Group
|
info@raingroup.com
|
508-­‐405-­‐0438
|
www.raingroup.com
30
About RAIN Group
AREAS OF FOCUS
§ Sales performance consulting:
analysis, strategy, enablement,
process, messaging, and team
assessment
§ Skill and knowledge training
across sales topics
§ Sales management and
coaching training
§ Strategic account management
training and consulting
§ Direct sales coaching and coach
the coach
CORE INDUSTRIES
§ Banking, Financial Services, and
Insurance
§ Healthcare and Pharmaceutical
§ Hospitality
§ Industrial and Manufacturing
§ Other Complex B2B Sales
§ Professional and Business
Services
§ Technology and
Telecommunications
COMMITMENTS
§ World-class method and
programs
§ Excellence in consulting and
training processes, technology
and delivery
§ Thought leadership, research, and
publishing
§ Client focus: programs and
partnership must work for you
§ Values-driven organization
Boston | Geneva | Johannesburg | London | Mumbai | Sydney | Toronto
Global sales training and consulting company since 2002
Unleash Your Sales Potential

31.
Marketing
Automation
Sales Acceleration
CRM
$12.8B Technology Spend
• Sales Dialing Tools
• Sales Email Tools
• Sales Forecasting Tools
• Contacting Tools
• Gamification
• Predictive Analytics
Sales Acceleration optimizes sales activities

32.
Marquee customers

33.
Skills
TECHNOLOGY

34.
TODAYS WEBINAR RECORDING
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webinar. Feel free to share it with your colleagues.
• Take advantage of the resources available for download

35.
QUESTIONS &
ANSWERS
USE THE Q&A BOX NOW.

36.
Mike Schultz
President
Rain
Group
linkedin.com/in/mikeshultz50
RainSalesTraining.com
Today’s Speakers
Dave Boyce
SVP
Momentum
Strategy
InsideSales.com
linkedin.com/in/boycedave