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

If you’ve been through our consultative selling program, you know the power of the Buyer Change Blueprint. It’s hands-down one of the most game-changing frameworks we teach and participants rave about it in our post-training surveys. But if you haven’t seen it in action yet...now’s your chance! On Feb 25, Andy Springer will build a Buyer Change Blueprint LIVE—showing you exactly how to align buyer needs with real, business-driving results. Plus, you’ll learn how to create your own and use it to spark urgency and momentum in your deals. Register 👇 “The buyer's blueprint helped organize my thoughts and made me actively think about how their current state can be transformed to their new reality AND THEN address our solutions and advantages.” 𝐓𝐞𝐫𝐫𝐢𝐭𝐨𝐫𝐲 𝐌𝐚𝐧𝐚𝐠𝐞𝐫 (𝐌𝐚𝐧𝐮𝐟𝐚𝐜𝐭𝐮𝐫𝐢𝐧𝐠) “The Buyer change blueprint was particularly useful for framing opportunities.” 𝐌𝐚𝐧𝐚𝐠𝐢𝐧𝐠 𝐃𝐢𝐫𝐞𝐜𝐭𝐨𝐫 (𝐁𝐮𝐬𝐢𝐧𝐞𝐬𝐬 𝐂𝐨𝐧𝐬𝐮𝐥𝐭𝐢𝐧𝐠 𝐚𝐧𝐝 𝐒𝐞𝐫𝐯𝐢𝐜𝐞𝐬) “The blueprint taught me to understand the client’s current situation and how creating change in their processes creates new reality that would benefit them.” 𝐒𝐞𝐧𝐢𝐨𝐫 𝐁𝐮𝐬𝐢𝐧𝐞𝐬𝐬 𝐃𝐞𝐯𝐞𝐥𝐨𝐩𝐦𝐞𝐧𝐭 𝐌𝐚𝐧𝐚𝐠𝐞𝐫 (𝐒𝐨𝐟𝐭𝐰𝐚𝐫𝐞) “The Buyer Change Blueprint is helpful. It gives me a structured approach to frame the discussion with customer.” 𝐒𝐚𝐥𝐞𝐬 𝐌𝐚𝐧𝐚𝐠𝐞𝐫 (𝐒𝐨𝐟𝐭𝐰𝐚𝐫𝐞) “The blueprint helps me organize my thoughts and info for catered sales calls and meetings.” 𝐁𝐮𝐬𝐢𝐧𝐞𝐬𝐬 𝐃𝐞𝐯𝐞𝐥𝐨𝐩𝐦𝐞𝐧𝐭 𝐌𝐚𝐧𝐚𝐠𝐞𝐫 (𝐁𝐢𝐨𝐭𝐞𝐜𝐡) “The Change Blueprint was insightful.” 𝐇𝐞𝐚𝐝 𝐨𝐟 𝐃𝐚𝐭𝐚 𝐒𝐨𝐥𝐮𝐭𝐢𝐨𝐧𝐬 (𝐌𝐚𝐫𝐤𝐞𝐭 𝐑𝐞𝐬𝐞𝐚𝐫𝐜𝐡) “The buyer change blueprint offers structure to the sales process.” 𝐒𝐞𝐧𝐢𝐨𝐫 𝐌𝐚𝐧𝐚𝐠𝐞𝐫 (𝐀𝐜𝐜𝐨𝐮𝐧𝐭𝐢𝐧𝐠) #SalesTraining #ConsultativeSelling #BuyerChangeBlueprint #SalesEnablement #SalesTeam #SalesLeader #SalesTransformation #B2BSales #Sales

[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. #accountmanager #accountmanagement #strategicaccounts #accountplan #sales

A leading provider of managed cloud solutions put its leaders through Coaching for Action & Accountability. Read what they said following the program: "Very custom to our current problems.” "Great delivery of content and ideas. Charlene DeCesare was fantastic.” “Timely. Relevant. Solid flow.” #salescoaching #salesmanagement #salesmanager #salesleader

Virtual training often falls flat due to disengaging content, technical issues, and poor facilitation. But with the right approach, organizations can transform their virtual sessions into dynamic, results-driven experiences. Discover the key factors that set successful virtual training apart in Andy Springer ✪’s article on eLearningIndustry. https://hubs.li/Q035Rg2-0 #onlinelearning #virtuallearning #salestraining #elearning #training

Uncovering buyer needs is crucial for tailoring solutions and demonstrating value. Top Performers excel in this area, as shown by these statistics. The best sellers are: ✔️ 60% more likely to change buyer thinking about needs. ✔️ 53% more likely to be patient to allow all needs to surface. ✔️ 47% more likely to ask the right questions and 45% more likely to ask enough questions. ✔️ 44% more likely to listen actively. ✔️ 36% more likely to dive deep to surface hidden needs. Key Takeaway: Top Performers excel at uncovering and understanding buyer needs, which forms the foundation for effective solution crafting and value proposition development. #needsdiscovery #sales #salestips #salesprocess

If you’re a sales or enablement leader charged with training sales managers, you’ve likely been asked, or asked yourself, “What are the core skills and competencies our sales managers need to effectively coach and develop our sellers?” As you dig into this question, developing effective sales managers can seem like a daunting challenge. In fact, only about 3 in 10 sales managers are effective in getting maximum performance from sellers, have the necessary skills to manage and coach sellers, and prioritize coaching their teams, according to our Top-Performing Sales Organization research. With that in mind, we conducted a global study to identify what the best sales managers do differently than others and which sales manager skills correlate with top performance. The resulting Top-Performing Sales Manager model, which we share in this post, is a framework you can use to develop effective sales managers whose sales teams achieve their potential and get results. #salesmanager #salesmanagement #salesmanagers #salesenablement

Fantastic to spend a couple of days on the GC with my colleagues from Sentral and our wider Global Payments Inc. businesses. We spent time learning how we can #ownouroutcomes and be a #onegp team.. We also had the opportunity (most importantly) to give back to some kids in need! Awesome to hear from the likes of James Harvey and Andy Springer ✪ from RAIN Group Looking forward to a massive 2025 with the team!! Masseh Haidary Cassie Martin Tony Wallace Doug Barker Lee-Anne Garcia Antony Mawer Jade Wall, MBA

CSOs are under pressure to drive efficiency, deliver growth, and increase margins—all with budgets under scrutiny. Build a resilient strategy with this collection of resources. https://hubs.li/Q032w47w0 #salesenablement #enablement #salestraining #salesleader

Traditional sales training methods are falling behind in today’s fast-paced, hyper-connected world. RAIN Group and Allego's research highlights a compelling trend: 63% of organizations with highly effective sales training have invested in a sales learning and enablement platform. This statistic underscores a critical reality – technology isn’t merely enhancing sales training—it’s transforming it. From immersive virtual reality simulations to AI-driven coaching tools, technology is revolutionizing sales training into a more dynamic, data-driven, and engaging experience. Organizations leading the way in sales training effectiveness are leveraging technology to elevate performance and drive measurable outcomes. Learn more in Erica Stritch Schultz's article: https://hubs.li/Q036rt_m0 #salestraining #salestech #salestechnology