Mike Schultz's Blog, page 3

Top 10 Sales Resources of 2024

We saw three pivotal themes shape the sales landscape in 2024: the growing integration of AI, the ongoing drive to deliver measurable value, and the central role of continuous learning. These elements define how organizations adapt and thrive in today’s evolving market.

Happy Holidays from RAIN Group!

Going into 2025, we take the time to reflect on the joys and challenges of 2024. We are grateful for our friends, families, and clients—thank you for being a wonderful part of our year.

From all of the humans and animals here at RAIN Group, we wish you a safe and happy holiday season.

114 Essential Sales Statistics to Improve Performance

Gain valuable insights into successful sales practices with RAIN Group's collection of 114 sales statistics.

The sales world is in constant flux. With longer buying cycles, the rise of AI, and the shift to virtual selling, it’s tougher than ever to know what’s working. As decision-making teams grow more complex, staying on top of these changes is crucial.

Your Value Proposition Positioning Statement: How to Craft and Communicate It

What Is a Value Proposition Positioning Statement?

A value proposition positioning statement is a compelling, tangible description of how a company or individual will benefit from buying something specific or buying from you in general.

Strategic Account Management: Tips and Best Practices

What Is Strategic Account Management?

Strategic account management (SAM) is a systematic approach to managing and growing an organization's most important customers (often referred to as key accounts) to maximize mutual value and achieve mutually beneficial goals.

How to Build Your Sales Playbook

TL;DR? Download the complimentary guide and take it to read later.

In today's competitive sales landscape, having a well-structured sales playbook can be the difference between good and great performance.

Research underscores the critical importance of effective sales enablement including sales training, and, by extension, sales playbooks, in setting the stage for transforming your sales organization.

The State of Sales Training and Continuous Learning: Key Findings From New Research

Effective sales training is widely acknowledged as a critical success factor for sales organizations. But how many companies are truly excelling in this area? And what distinguishes those with highly effective sales training and development from the rest?

The answers may surprise you.

Planning Your Sales Training for 2025: A Step-by-Step Guide

There's no room for improvisation when it comes to sales training.

In a recent study from the RAIN Group Center for Sales Research, only 33% of respondents rated their sales training as extremely or very effective, indicating a significant gap for most organizations.1

However, some organizations still get training right. These organizations build training to address specific needs and plan their logistics from start to finish.

How to Build an Effective Sales Meeting Agenda

Ask your sellers if they enjoy attending sales team meetings and you may hear things like, “They’re a waste of time,” “The meetings are monotonous,” “I’m sick of being talked at,” and “I don’t understand why I have to attend.” Most sales team meetings miss the mark.

[Infographic] 45 Tips to Master the Executive Sale

Selling to senior executives demands more than a strong solution and value proposition. It requires a deep understanding of senior executives, business strategy, risk mitigation, industry trends, and much more—along with the ability to communicate effectively at the highest level.

With 85% of sales leaders reporting challenges in dealing with multiple decision-makers, mastering executive sales has become crucial. Yet, executive-level buyers find only 20% of salespeople meet their expectations and create value.