RAIN Group

[Webinar] Negotiation vs. Commoditization: Tips to Retain Margin and Compete in a Crowded Market Sellers are hitting a wall with sales negotiations. Commoditization, procurement, and fierce competition make it challenging to retain margin and differentiate. However, strong negotiation outcomes start early in the sales process. Sellers who work to build value early and prepare to lead negotiations drive better results than those who don't. In this live webinar, Andy Springer, Chief Client Officer at RAIN Group, will share a holistic approach to sales negotiations used by sellers who secure stronger outcomes for themselves. You'll discover how negotiation is only a symptom of a larger problem, and how to prepare accordingly. You'll learn: ⚖️ Why sellers are unprepared for sales negotiations ⚖️ How to build value before and during negotiations ⚖️ How to lead a negotiation and keep it on track ⚖️ Where and when to trade for value Register 👇 #salesnegotiation #negotiationtips #salestraining #salesenablement #salesnegotiations #b2bsales

7 Tips for Building Rapport in Sales No. 5 Give genuine compliments Sycophants get nowhere, but genuine compliments are endearing. If you like their office, or a buyer's website, or are impressed with the books on the wall, say so. If the buyer has a recent accomplishment, relay your authentic congratulations. To avoid coming across as insincere: ➡️ Ask yourself if you care about what you’re complimenting ➡️ Go beyond superficial details that anyone could mention ➡️ Resist the urge to lay it on heavy by picking your moments #salestips #salesadvice #salestraining #selling #sales

Only 26% of buyers feel that sellers excel at uncovering their needs, and even fewer believe sellers are good at listening. Mary Flaherty shares essential strategies for leading effective discovery calls that reveal buyers' challenges and objectives. Learn to ask the right questions, listen actively, and design tailored solutions that drive success. #salescalls #discoverycalls #sales #salestips #salesconversations

To capitalize on insights from sales skills assessments, your managers must play a key role in coaching to fill capability gaps and holding sellers accountable for applying new skills. When sales managers actively support their teams, their sellers are more likely to overperform. In fact, the best sales managers play 10 roles—5 management and 5 coaching—to drive success on their teams. In this article and infographic, we share what these roles are and what it takes for a manager to excel in all of them. https://hubs.li/Q02S1MsS0 #salescoach #salescoaching #salesmanager #salesmanagement

4 Best Practices and Tools L&D Professionals Can Use to Make Online Learning More Engaging No. 1: Create a cascading communication plan One email and a mention at a team meeting about the online training isn't enough to get your sellers to stop what they’re doing and engage in the training. Communicate the why behind the training, tie it to strategic goals at the company, communicate across different levels of the organization from senior executives down to peers, and communicate early and often. No. 2: Gain learner commitment You need buy-in and ownership at the participant level. One of the most powerful ways to drive that is through a commitment contract. When someone commits to something in writing, they’re much more likely to follow through and do it. No. 3: Ensure accountability Maybe motivation at the beginning of the training is high, along with engagement. But as the weeks drag on, participation peters out. Ongoing accountability can keep motivation high throughout the entire training. No. 4: Own and drive engagement proactively Online training rarely works with a set-it-and-forget-it mentality. Assign an engagement champion responsible for monitoring progress and implementing a communication plan.

6 Tips for Value-Based Selling No. 4 Share New Ideas It can be difficult to go into a buyer conversation when they’re stuck in their comfort zone, certain of what they want. As a seller, it’s your job to open your buyers’ minds to new possibilities. With value-based selling, you want to help them make the best decision possible, which often involves them making different decisions. Buyers may have access to more information than ever, but our research shows that sellers who drive value for buyers in the form of insights and ideas are more likely to succeed. Sellers who win are skilled at guiding buyers out of their comfort zones and delivering insights that encourage them to think differently. This can be done with a balance between asking strong questions and sharing ideas. When you share new ideas well, you become an indispensable resource for your buyer. However, this doesn’t happen in a vacuum—it’s a result of understanding your buyers’ needs, listening to them, and collaborating with them. #valueselling #selling #salestips #salesrep #sales

As a seller, it can be frustrating when buyers pull last-minute tactics to lower your price, especially after you've invested time building value and rapport. Many buyers use pressuring strategies, hoping you'll cave just before a deal is signed. But giving in could set you up for lower margins and future demands. Instead of folding, experienced sellers can take steps to maintain control without sacrificing the relationship. We share six common negotiation tactics buyers use and how you can respond to protect your interests while keeping the deal on track. Want to learn more? Register for our webinar next week at raingroup.com #salesnegotiation #negotiation #negotiationtips #sales #b2bsales #salestips #salesenablement

A good sales team meeting agenda should keep your team motivated and engaged. In this article, Mary Flaherty shares a 5-step framework you can adopt to help your team meetings drive performance and progress: https://hubs.li/Q02VtBSw0 #SalesManagement #SalesLeadership #B2BSales

Struggling to keep learners motivated in online training? Kelsey Harris, M.Ed., VP of client results, explores why an Engagement Champion is essential for driving participation and success in learning initiatives in her latest article on the Association for Talent Development (ATD). Read here: https://hubs.li/Q02Vkh8-0 #salesleader #salestraining #salesenablement

Building trust with skeptical executives can be tough, but it's often the key to long-term success. Skepticism doesn't mean the door is closed—it just means you'll need to work a little harder to earn their confidence. In this article, we share actionable strategies to break through the barriers of mistrust, from showcasing your competence to demonstrating professionalism and aligning your motives. Learn how to turn cautious executives into trusted partners and build stronger business relationships. #executivesales #b2bsales #complexsales #salestips #salestraining