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

Over the past few years, companies have made major shifts in their digital operations. With remote work now the norm, the demand for tech infrastructure to support file management, security, team collaboration, and more has skyrocketed. During the pandemic, many organizations were forced to cobble together solutions—often relying on systems that don’t integrate well, require manual workarounds, or consume excessive bandwidth. For IT sellers, this presents both a challenge and an opportunity. While they have the solutions to modernize these systems, buyers are often hesitant to make big changes, especially when it involves significant time and financial investment. To win in this environment, IT sellers need a consultative approach—one that uncovers business needs, demonstrates impact, and paints a clear picture of the results a digital transformation can deliver. At RAIN Group, we’ve partnered with IT product and services companies to design sales training that helps sellers navigate these challenges, boost sales, and drive revenue growth. #ITSales #DigitalTransformation #SalesTraining #TechSales

Strong account plans correlate significantly with top performance. In fact, more than two-thirds of Top Performers report that account managers lead the account-planning process effectively compared to only one-third of The Rest. Creating a key account growth plan can be overwhelming. To get you started, we’ve created a checklist of 57 questions to put you on the right path. The questions are separated into 8 categories: ?? What does our team look like? ?? Who’s on the account’s team? ?? What are the trends affecting this account? ?? What needs do they have? ?? What other insights do we know about this account? ?? Who are our competitors? ?? What value can we offer? ?? What else do we need to know? https://hubs.li/Q037NrV90

Gone are the days when a single call or email could land you a meeting. Today, successful outreach requires an Attraction Campaign, a coordinated, multi-touch approach with value-based offers designed to secure time with a potential buyer. ?? On average, it takes 8+ touches to reach and convert a new prospect—and often more, depending on the industry and role. ?? Effective outreach blends email, phone, social media, and direct mail to maximize engagement. ?? Each touchpoint should be personalized, unique, and strategically sequenced—no generic messages or overused sales lines. The key? Consistency and persistence. Use an alternating mix of outreach methods with downtime between touches. Stay relevant, stand out, and always provide value. #SalesProspecting #Prospecting #BusinessDevelopment #SalesTips

The right resources can help you standardize processes, sharpen your skills, and maximize your time. We’ve compiled 58 FREE sales tools to help you prospect, negotiate, manage accounts, and close more deals. Inside, you’ll find: ? Checklists & templates to keep you on track ? Slide decks & frameworks to guide your strategy ? Infographics to simplify complex concepts Browse them and download ?? #SalesTools #SalesSuccess #B2BSales #SalesTraining #SalesEnablement

A leader in innovative and sustainable flooring and sports surface solutions, put its sellers through various sales training programs. Here's what sellers had to say... “Very informative, presented very well, a lot of good information and strategies.” “Really good structure. Real ideas and solutions to everyday problems.” And they were big fans of Tai Scrivener ?? “Great content, great facilitator, lots of energy.” “Tai was very engaging.” “Very interactive from the facilitator.” #salestraining #salesskills #salesdevelopment #selling #sales #b2bsales #buildingproducts #buildingmaterials #construction #salesleader #salesenablement

Presenting solutions effectively can make or break a deal. Top Performers stand out in their presentation skills. The best sellers are: ? 60% more likely to make the overall value case. ? 55% more likely to make effective differentiation cases. ? 51% more likely to present solutions persuasively. ? 51% more likely to inspire confidence buyers will achieve results. ? 39% more likely to highlight results achieved by other customers. Key Takeaway: Top Performers excel at presenting compelling value propositions and differentiating their solutions from competitors. #sales #salestips #selling #salestraining #salesleader #salesenablement

Susan Higgins, SHRM-CP is #hiring. Know anyone who might be interested?

From filling the pipeline to growing accounts, top sellers stand out in a variety of areas. Specific capabilities are necessary to excel in each of these areas. In this article, we share the top skills that differentiate the best from the rest: https://hubs.li/Q03bwlKS0 #SalesTraining #SalesSkills #SalesSuccess

There's no silver bullet for improving sales skills. It's important to give focus to each area of sales, including: Driving value Prospecting Needs discovery Solution crafting Presenting Winning So where do you need to focus to meaningfully improve your results? In this article, we walk you through our complimentary Sales Skills Self-Assessment and discuss how to interpret the results. https://hubs.li/Q036LXsm0