Mike Schultz's Blog, page 5

Cross-Selling: Unlocking Revenue Potential with Existing Clients

Whether you call it cross-selling, upselling, or growing accounts, maximizing revenue from existing clients often represents an untapped revenue growth opportunity.

24 Sales Tips to Refine Your Skillset

Selling is about the whole experience from the first conversation to signing on the dotted line. One wrong move or poor interaction can drive buyers away.

The best sellers strive to deliver value in each interaction, leaving the buyer wanting more and turning to them for advice. What’s more, the best sellers tend to have strong skills across the sale cycle.

Transforming Sales Enablement: Focus on Seller Behavior Change and Strategic Sales Alignment

In the competitive arena of sales, the true game-changer is having a well-trained sales team whose behaviors result in the desired outcomes.

Consider the case of a technology firm that revamps its sales strategy to focus on consultative selling. During training, a conversation planning tool is shared that helps reps prepare for needs discovery meetings.

An Introduction to Using AI in Sales Prospecting

Unless you’ve been on an extended media break, you’re aware that artificial Intelligence (AI) is making a splash across all industries of business.

I’ve seen this as a practitioner. I work closely with client organizations and collaborate with senior executives, and I’ve been getting a lot of questions lately about AI. What’s RAIN Group’s position on AI? What’s working for sales teams in terms of applying AI? How do we make AI work for us?

The Nuts and Bolts of Running a Successful Sales Training Program

If you're part of a sales enablement team, you know the pressure that comes with shaping a sales force into a team of top performers. To facilitate this transformation, a well-thought-out sales training program is essential. And when it comes to the logistics of running a successful program, there are a lot of moving pieces you must attend to.

Here's a helpful summary (and checklist) to ensure you launch a training program that isn't just good, but exceptional.

The 6 Buyer Personas (and How to Sell to Them)

Every buyer has personal preferences for how they like to buy. There are multiple buying styles and preferences to consider, but the number isn't infinite.

It’s six.

[Infographic] AI in the Sales Process: New Research Findings and Definition

As AI technologies advance, becoming more sophisticated and intuitive, they’re reshaping the sales landscape: from AI-driven chatbots providing real-time support to predictive analytics revolutionizing lead generation.

According to Gartner, within four years, 60% of the B2B seller’s work will be done using generative AI sales technologies. And McKinsey predicts that a fifth of the sales teams’ functions could be automated with AI. While estimates vary, the view shared is similar: AI sales technologies will have a revolutionary impact on sales.

Top 10 Sales Resources of 2023

2023 has seen sellers and sales organizations adapting to longer sales cycles and more deals lost to no decision.

More than ever, sellers were challenged to be resilient while maintaining a tight focus on value, building relationships, and being responsive to buyers’ changing needs. Sales managers had to be proactive in supporting and coaching their teams. And sales enablement was tasked with ramping up new hires and boosting sales force productivity.

Happy Holidays from RAIN Group!

As we approach the new year, we reflect on 2023 with gratitude for our friends, families, and clients. In a year marked by many challenges, you have filled us with joy, laughter, and hope. Thank you.

How to Build an Onboarding Process for Sales Hires

Recruiting and hiring strong sales talent isn't for the faint of heart.

It is, in fact, the top challenge facing sales and enablement leaders (cited as “very challenging” by 52%). It's not only challenging, but also takes a significant investment of resources to find, hire, and retain talent.