RAIN Group

Imagine being a key partner to your clients, selling your full suite of services, and building loyalty that lasts. All of this can be achieved when you make strategic account management a priority—not to mention the massive growth potential. However, every account requires a different approach, and many organizations lack the strategy and plan to consistently grow and protect key accounts. In this complimentary toolkit, you'll get the resources you need to build SAM capabilities on your team. You'll get tactical tips to engage with existing accounts, resources to set strategy, and a guide to the six roles that make the biggest difference to account management. The toolkit includes: ▪️[Article] Strategic Account Management: Tips and Best Practices: Learn how the best organizations approach strategic account management and what you can do to maximize value and loyalty in the same way. ▪️[White Paper] Competencies of Strategic Account Managers: Discover the capabilities that separate top SAMs from others, and the roles they play to drive account growth. ▪️[Checklist] 57 Questions to Help You Build Your Account Growth Plan: Use this menu of questions to drive your strategy and planning around growing key accounts. ▪️[Video] Roles of Strategic Account Managers: Learn the six roles that must be played on a strategic account management team for it to achieve at the highest level. ▪️[Infographic] 6 Roles of Strategic Account Managers: Get the data to support the capabilities of each of the six strategic account management roles. #accountmanager #accountmanagement #strategicaccounts #sales #keyaccounts #b2bsales

96% of buyers shared that focusing on value is influential to their purchasing decisions, according to our Top-Performing Seller research. However, many sellers come up short in this and other areas. There’s a significant gap between buyer and seller perceptions of seller skills. Too often, sellers overestimate their selling abilities and lose sales without knowing what happened. If you understand what matters to buyers, you can focus on the right skills to influence their purchasing decisions. In this infographic, we share five areas where sellers can focus to improve their conversations with buyers. #sales #salestips #b2bsales #salestraining

In sales, qualifying buyers is a critical step in the process. Without understanding their buying journey, sellers risk investing time and effort into opportunities that won’t close. But qualification isn’t just about basic demographics like industry, size, or revenue. It’s about digging deeper. One powerful method to ensure you’re qualifying effectively is the FAINT method, which helps sellers assess opportunities based on five key criteria: 💰 Funds: Does the buyer have the budget to purchase your solution? 🗣️ Authority: Are you speaking with the decision-makers who can authorize the purchase? 🔑 Interest: Are you sparking genuine interest by showing how your solution meets their needs? 🔍 Need: Does the buyer have clear pain points that your product can solve? ⏳ Timing: Is the buyer ready to make a purchase soon, or are they just exploring? In your next training session, hand out real or hypothetical opportunities and have your sellers use the FAINT method to assess each. This simple yet powerful exercise helps them qualify prospects and avoid wasting time on deals that aren’t a good fit. https://hubs.li/Q03dxNcc0 #salestraining #salesenablement #salestrainer #complexsales #LnD

Every seller’s skill set differs. A well-designed assessment allows sellers to honestly evaluate their strengths and identify areas for improvement. Key skills to assess include: ✅ Driving and winning sales opportunities ✅ Core consultative selling skills ✅ Filling the pipeline ✅ Growing existing accounts ✅ Developing executive relationships ✅ Managing personal effectiveness ✅ Advanced consultative selling After reviewing the results, sellers should collaborate with their manager to develop a personalized improvement plan. Use a combination of online modules, simulations, coaching, and success tracking to reinforce growth areas. Take our free sales skills assessment 👇 #salesskills #salesassessment #salestraining #salesteam #salesdevelopment #salesenablement

Our Top Performance in Sales Prospecting study reveals that buyers are most likely to engage with outreach that is relevant and specific to their situation. The top prospecting offers that get results include: 📊 Primary research data relevant to their business ✍️ Content 100% customized to their situation 💡 Insights on how products/services solve business challenges 🏆 Best practices and methodologies based on your expertise 🔍 Descriptions of your capabilities in a way that resonates The takeaway? Top sales prospectors tailor their offers based on who they’re reaching out to. That could mean customizing offers by industry, buyer role, or key trigger events. Example: A target company just hired a new COO? That’s your moment to send a "Top 5 Priorities for New COOs in Their First 90 Days" guide, backed by your expertise and research. But to seize these opportunities, you need custom offers ready to go. #prospecting #salesprospecting #sales #b2bsales

Top sellers don’t just hit targets—they consistently outperform across the entire sales cycle. They meet tough sales goals, achieve premium pricing, and maintain a strong win rate. But there’s no one-size-fits-all formula. What sets these sellers apart is how they excel across every stage of the sales process. In this article, we break down the specific capabilities that help top sellers shine at each stage of the sales cycle. By understanding where to focus development, you can build a playbook that equips your team to win more deals. Key insights include: ▪️ What makes top sellers excel at each stage ▪️ How to identify the key areas of development that impact results ▪️ The steps you can take to help your sellers reach their full potential Learn more: https://hubs.li/Q03dxRGb0 #salescycle #sales #salesrep #salesexecutive

Asking the right sales questions is key to understanding your buyer’s world. These questions help you connect, uncover their needs, and understand what truly matters to them—ultimately guiding them toward a better future. Great questions don’t just help you gather information; they challenge buyer assumptions, shift perceptions, and move the sale forward—avoiding common pitfalls along the way. In short, great sales questions help you win. In this article, we share 50 powerful sales questions that can help you build rapport, uncover your buyer's needs, and close more deals. https://hubs.li/Q03clLZx0 #SalesQuestions #SalesTips #Sales #SalesTraining

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Lead nurturing is often overlooked but can be the key to landing big deals. In our latest article on CRM Magazine, Jason Murray shares the story of how a relationship that started 5️⃣ years ago led to a significant engagement with a global manufacturing company. By staying top-of-mind with potential buyers—whether through consistent content, personalized outreach, or simply checking in—we were able to build trust over time and be the first choice when their need arose. 💡Lead nurturing isn’t just about closing immediate sales; it’s about long-term relationships that pay off when the buyer is ready to act. https://hubs.li/Q03dxS6d0 #leadnurturing #marketing #sales

A great proposal presentation isn't just about features and functions—it's about telling a compelling story. It should highlight the contrast between where the buyer is now and where they could be with your solution. While every proposal will look different, the core focus should always be on the value you bring. Be ready to dive into technical details, but always remember: the transformation your solution offers is the real selling point. If you're not sure where to start, consider creating a Buyer Change Blueprint (BCB). This strategy maps out the buyer's path to success and clearly shows why your solution is the best choice to get them there. Learn more: https://hubs.li/Q03dxJF-0 #salesproposal #salespresentation #sales #salestips