Podcasts about rain group

  Listen to learn about powerful strategies for closing insurance sales!   Read the text version   Contact the Agent Survival Guide Podcast! Email us ASGPodcast@Ritterim.com or call 1-717-562-7211 and leave a voicemail.   Resources: 4 Effective Techniques for Closing Insurance Sales: https://lnk.to/asg655 4 Tips for Making a Better Insurance Sales Pitch: https://ritterim.com/blog/4-tips-for-making-a-better-insurance-sales-pitch/ Empower Your Prospects to Act Before Turning 65: https://ritterim.com/blog/empower-your-prospects-to-act-before-turning-65/ Interview – Developing a Client Retention Mindset: https://ritterim.com/blog/interview-developing-a-client-retention-mindset/ Interview – Relationship Marketing Strategies for Insurance Agents: https://ritterim.com/blog/interview-relationship-marketing-strategies-for-insurance-agents/ Register with Ritter Insurance Marketing: https://app.ritterim.com/public/registration/   References: Schultz, Mike. “50 Powerful Sales Questions.” RAIN Group Sales Training, RAIN Group, 27 June 2024, https://www.rainsalestraining.com/blog/50-powerful-sales-questions. Curtis, Matthew. “‘Don't Answer a Question with a Question!' Were You Ever Told as a Child It's Rude?” M4C Business Leadership & Sales Consultancy, 6 Sept. 2019, https://www.m4cltd.com/don-t-answer-a-question-with-a-question-were-you-ever-told-as-a-child-it-s-rude. Schipperen, Thomas. “Mastering Sales Uncertainty: Adapting the Ben Franklin Technique for Modern Consumers.” Lepaya, https://www.lepaya.com/blog/ben-franklin-sales-technique. Accessed 28 Feb. 2025. Brooks, Alison Wood, and Leslie K. John. “The Surprising Power of Questions.” Harvard Business Review, Harvard Business Review, 1 May 2018, https://hbr.org/2018/05/the-surprising-power-of-questions. Aljets, Paul. “What Ben Franklin Got Right (and Wrong) about Data-Driven Decision-Making.” LinkedIn, 1 Aug. 2019, https://www.linkedin.com/pulse/what-ben-franklin-got-right-wrong-data-driven-paul-aljets/.   Follow Us on Social! Ritter on Facebook, https://www.facebook.com/RitterIM Instagram, https://www.instagram.com/ritter.insurance.marketing/ LinkedIn, https://www.linkedin.com/company/ritter-insurance-marketing TikTok, https://www.tiktok.com/@ritterim X, https://x.com/RitterIM and Youtube, https://www.youtube.com/user/RitterInsurance     Sarah on LinkedIn, https://www.linkedin.com/in/sjrueppel/ Instagram, https://www.instagram.com/thesarahjrueppel/ and Threads, https://www.threads.net/@thesarahjrueppel  Tina on LinkedIn, https://www.linkedin.com/in/tina-lamoreux-6384b7199/   Not affiliated with or endorsed by Medicare or any government agency.

Interested in finding that sweet spot where data literacy and narrative fluency meet?It's not always a sign of strength to use facts to support a new way of doing things—understanding the story they tell has importance, too.Get ready to feel empowered by the natural human draw to stories and the truth about how data can contradict people's beliefs.Therefore, using facts to promote a new approach isn't always the best option.We had the honor of sitting down with @Michael Lewis, the well-known financial journalist and publisher of many New York Times bestselling books, and @Amit Bendov, CEO and Co-Founder of @Gong.io., who both know that stories help us make sense of the world. They also know that when algorithms and AI join the ring, we will still depend on humans interpreting what data can't. Listen to this episode for tips on thriving with a healthy balance of data literacy and story fluency.Resources: Marketing Words Blog, Search Engine Watch, & RAIN Group, 2020

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO Podcast. I'm Shawnna Sumaoang. Sales enablement is a constantly evolving space, and we're here to help professionals stay up to date on the latest trends and best practices so that they can be more effective in their jobs. Today, I’m excited to have Andy Springer, the chief client officer at RAIN Group, join us. Andy, I would love for you to introduce yourself, and your role in your organization to our audience. Andy Springer: Hi, everyone. Thank you very much for having me. I am Andy Springer, the Chief Client Officer at the RAIN Group. My role is one that each and every day I am a practitioner leading teams in terms of supporting large-scale sales transformations and also working with small, and medium-sized enterprises in terms of upscaling and developing sales skills that are going to shift the dial in terms of sales performance. SS: Wonderful. The reason that we wanted to pull you on to this podcast is because RAIN Group actually recently released a study that identified some key trends in the current sales landscape. In your opinion, what are the trends that have the greatest impact on businesses and their ability to succeed in the current environment? AS: Yeah, I would say that the trends that we saw through our research were a significant increase in terms of sales cycles. Opportunities are taking longer to close. There’s more complexity in terms of that. The amount of opportunities that are being led to a loss due to no decision. While there may be significant needs, significant problems to solve, and objectives to be supported to achieve, for whatever reason we’re seeing a lot of no decision being what they lost to instead of competitors. I think the third one is selling in an uncertain economy. If you look at the post-pandemic world and you look at the political challenges that have impacted the market, you look at the shift in terms of the financial impacts in terms of the post-pandemic inflationary world and then how that’s changed the dynamics of the economy, it’s made it really challenging particularly in the B2B space, but not exclusive to. That uncertainty cascades uncertainty in terms of sellers and how they approach the market and what they are dealing with. SS: Absolutely. I couldn’t agree more. From your perspective, Andy, how have these trends influenced or created top challenges that sales organizations are facing today? What would you say those top challenges are? AS: I think it was pretty clear from our research that in terms of when I look at it through the lens of a sales leader and sales enablement space, one of the most consistent challenges that keeps showing its face in the sales space is recruiting and hiring sales talent and the associated challenges with that. Also, the uncertain economy piece was represented very strongly, generating qualified sales leads continues to be a significant challenge for a lot of organizations. We dive into the skill areas where the key challenges in developing sales skills are relevant in the real-time selling environment. Also, the one which I found unsurprising, but I think some who I’ve spoken to in reflection on the report found surprising, which was the challenge of developing sales managers. Often in the sales enablement space, I see that sales managers are the ones who are most forgotten about. They’re also the ones that are often the loudest in asking, requesting, and demanding skills from their sellers. Often when it comes to developing skills for them to be better managers, it’s something that they’re either left out on, it’s not a focus or it may not be that there’s a budget to focus on developing them. SS: Absolutely. Yeah. I couldn’t agree more. To that point, especially for our audience, what role can enablement play in helping businesses overcome these challenges? AS: I think there are three key areas that we’ve really isolated and focused on. The first one is improving sales productivity as a whole. One of the fortunate things that we get to be involved in is introducing productivity thinking tools and ultimately seeking to shift behavior in productivity. Why is that? Well, every organization you go into, whether it’s, you’re going into a sales organization or the sales area of an organization or other parts, everyone says the same thing. ‘I’ve always got way too many things to do and not enough time to do them in.' When we really focus on the sales organization, what we see is some of the greatest deficiency in skill is not necessarily around how to sell, it is how do I produce more? Everyone has the same amount of time in a week, and in our studies, what we seek to do is often define, well, what top performers in sales and sales management do that others don’t that makes them top performing. I think one of the things that cried out really clearly was top performers have an incessant focus in terms of the productivity of their sellers and sales leaders inside their organization. and they seek to improve the way in which they focus on productivity before selling skills. The next one I would say then leads to developing multi-skilled sellers. If you look at the journey that we’re just starting to build here we’ve identified ways to free up time for the sellers so they focus on what’s most important. Then, when we align that with the development of their selling skills in that multi-skill space, we start to see more time focused in the right areas, which means we’re going to start to see an impact on the win rate. Those two factors are critically important. The last thing I’ve kind of touched on is leveraging our sales managers. I understand that a lot of organizations do a really good job in developing broad-based management skills, and a lot of that links very much to sales managers. We often go into organizations and we see that the management skill and application in the sales area is fairly good. I mean, obviously, there are deficiencies in some areas and industries and types, but broadly we see a consistent level of management skill. What we see as a broad-based deficit in terms of skill is coaching. Sales managers not just focusing on the management aspects, you know, territory planning, pipeline management, those sorts of day-to-day or weekly, quarterly activities including planning and those sorts of things when I’m talking in the management context, but what about the coaching? What are the coaching elements? If we’ve got increased levels of productivity in our selling organization, we’re training our sellers in terms of the skills that are going to help enable them to perform better. When we combine that with a focus on the development of sales managers to not just manage but to be really good coaches of their selling team as well, and we develop coaching skills within that we see a transformative effect start to take place. Now the team is operating as a whole and everyone knows their role in a lot of cases, we’re talking critical mass here. I know there’s a lot of people that will be listening to this saying, well, we’re never going to achieve that. With 100 percent of our selling organization, you don’t need to in order to see significant sales performance improvement. You only need a critical mass that is developing the learning and applying this new dynamic in their selling organization to see a significant shift. Often the first measure that we start to see lift his win rate. SS: Absolutely. You just kind of got to thaw that frozen middle, right? What should enablement leaders be prioritizing in their strategies for the year ahead to help businesses address these challenges? AS: What I’m seeing get the greatest traction, as I said, is probably the gap in terms of sales manager focus. How do we make our managers better managers and better coaches in order to help drive sales performance improvement? Particularly I see a lot of organizations do one thing really well, right? Selling organizations invest in training their teams. Now, the one other thing about training is that sellers and sales managers get access to new information and knowledge. That knowledge can have an informative, motivational, and inspirational impact, but we all know that, outside of the virtual training room or the physical classroom, once they have obtained that knowledge, it means nothing without the application of that knowledge. I think one of the critical areas is if we’re going to invest in improving the productivity of our sales organization, we’re going to develop the skills of our sellers, we’re going to develop the skills of our managers. How are we going to support the application of that learning over the first 7, 30, 90 days and beyond, so that we get the true impact of what we’re seeing? When we see applied knowledge implemented, and then we see sellers and sales managers effectively held to account for the application of that learning, we start to see the rubber meet the road and ultimately the business outcomes that you’re seeking through developing your people start to show, as we say, the dial starts to shift in the direction that you want it to. That gap in terms of applied learning is a big one. There’s no point in working on those three areas that we’ve talked about without a significant focus on the enablement of that throughout the organization over a sustained period. SS: I love that. You’ve talked about the importance of frontline managers, as well as I think sales leaders. How can enablement leaders and sales leaders partner to better align their strategies to the top priorities of the business? AS: First of all, don’t fall into the delegation trap. The delegation trap is where we see sales leaders go, ‘we’ve done a training needs analysis, and here are all the skill gaps in terms of our team. I’m going to wheel in the sales enablement people and I’m going to say, here’s all the gaps that we have inside our organization. You go and figure out a plan and come back to us with how we’re going to fill those gaps and how we’re going to provide or bring some solution into the business.' Where we see that occur, it is almost just the beginning of failure because sales leaders need to take and be heavily invested in that journey, not to just close skill gaps, but to align themselves with the support top down in terms of how we’re going to keep that change that we’re seeking to see sustain itself within the business ongoing. Actually, if we don’t take a change management approach to any sort of meaningful development outcome that we’re seeking, we get a training event or series of training events occur, people walk away feeling good, they feel invested in, and not much happens. Where does that begin? It begins with senior executives, understanding that this is a transformation that involves change management. It also means having sales leaders and sales enablement glued to their hips because when we see they are operating as one team and sales enablement is in the selling organization, not separate to, not sitting in Learning and Development or sitting in an HR function, that they’re in the selling organization and we see a strong partnership between the importance of sales enablement and how it’s going to support the realization of the sales performance improvement. It is the recipe as a starting point for success. I would encourage anyone who’s sitting outside of the selling organization in their function right now to have a really good look at, whether is really serving us. I can tell you it’s day and night when we go into all different types of selling organizations and we see the dynamic between the sales leadership and the sales enablement function. We already know we have a fantastic springboard to partner with them to build from. When they’re separate, we already know that if we don’t make some attempt before we go on a transformation to bring those teams together and unify, we’re going to struggle to create meaningful change. SS: Absolutely. Last question for you, Andy. To close, what is one thing you’re surprised to learn from the survey and what would you recommend practitioners take as an action based on that learning? AS: I think there are a few. I wasn’t surprised by productivity and the need to develop multi-skilled sellers in terms of the solution focus areas. I am constantly surprised by how forgotten about sales managers are, because as I said, they are often the ones who are requesting the development of their sellers, but they’re not proactive or they’re not realizing the need for their own development. That is certainly not a criticism, it’s an observation. There could be various reasons for that. It screams to me how important sales manager development is, how often it’s an afterthought or it’s not included in terms of an overall sales development strategy, and the critical role that they play beyond just being a manager and how we have to develop sales coaching skill combined with really good sales management to create meaningful change in any development program, sales transformation, change management outcomes we’re seeking from change management program. I think that was probably one of the things in terms of a surprise that most resonates broadly in the market because people go, yeah, we don’t really focus on our managers. We focus constantly on our sellers. It’s an all-around focus that we need to take. SS: Could not agree more. Andy, thank you so much for joining us to talk about the findings from your recent research. We really appreciate the time. AS: Absolute pleasure to be here. Thanks for having me. SS: To our audience, thank you for listening. For more insights, tips, and expertise from sales enablement leaders, visit salesenablement.pro. If there's something you'd like to share or a topic you'd like to learn more about, please let us know. We'd love to hear from you.

Andy Springer is an expert in high-performance sales and co-author of “Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely.” As Chief Client Officer of RAIN Group, Andy drives the design and delivery of client results for the firm. He has worked with hundreds of sales teams to drive long-lasting sales improvement for SME, mid-market, enterprise, and government clients. Join us as we discuss the insights and a variety of topics from RAIN Group's research in their Top-Performing Sales Manager report, such as the importance of investing in the development of sales managers and the correlation between sales managers' confidence and effectiveness. Highlights Andy's journey in professional sales Why Andy focuses on sales management Investing in the growth of sales managers The Rain Group's research How Andy defines coaching Correlation between sales managers' confidence and effectiveness Summary of the research report findings Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel markcox@inthefunnel.com Connect with Andy Springer https://www.rainsalestraining.com/ The Top-Performing Sales Manager Report Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely https://au.linkedin.com/in/andyspringer  Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Andy Springer, author of Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely Bill Ringle and Andy Springer discuss the research-based skills and routines used by sales top performers for small and mid-sized business leaders. >>> Visit MyQuestforTheBest.com  for complete show notes and more expert advice and inspiring stories to propel your small business growth. My Quest for the Best is a top-rated small business podcast with over 300 episodes of thought-provoking and insightful interviews with today's top thought leaders and business experts. Host Bill Ringle's mission with this show is to provide the strategies, insights, and resources that will unlock the growth potential of your business through these powerful conversations. Interview Insights Top 3 Takeaways The pandemic caused a major shift in the seller-buyer dynamic. While face-to-face selling has been proven effective, companies should train their people in new ways to engage with their buyers, like when a transaction is done on a Zoom screen where reading body language is harder than it is in-person. It is time for people to acknowledge the importance of learning virtual skills, as remote transactions are now even more normal than face-to-face meetings. Both types of selling are "new-normals." Being an efficient virtual seller is good, and being an efficient face-to-face seller is good, but being a great "hybrid-seller" is far better! Read the Show Notes from this Episode Andy talks about Randy Gage, the thought leader who studied prosperity in modern times and how his writing caused the biggest shift in Andy's life. [01:26] As the volume of sellers increased, Andy noted how competition made many sellers devalue their offerings, and he encourages listeners always to know the value of what you have to offer. [05:15] What were the obstacles to adapting during the Pandemic for to salespeople used to meetings in person? How can they get back on track? [08:20] What is the most helpful mindset, attitude, and approach to how sellers can thrive over this new challenge of selling remotely? [10:36] CASE: One of the first companies that Andy helped with this new way of selling was a water company. They were well known in their market as one of the best vendors for their product until the pandemic hit, and they had to learn how to sell to their clients without the face-to-face selling. [15:20] Why do sales teams need different tool kits to respond to drastically different situations? Are there ways to prevent members of your sales team from giving away too much leverage to the buyer? [23:44] What do most people miss about the importance of the discovery stage in a virtual environment? [27:00] What are some of the secrets you've learned about how sales professionals can use the virtual environment to their advantage? [30:42] Additional tips for those who want to learn how to be great at virtual selling. [32:04] Expert Bio Andy Springer is an expert in sales high performance and co-author of Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely. As Chief Client Officer of RAIN Group, Andy drives the design and delivery of client results for the firm that's been named on the Selling Power and Training Industry's Top 20 Sales Training Companies list for numerous years. Andy has worked with hundreds of sales teams to drive long-lasting sales improvement for SME, mid-market, enterprise, and government clients. Leading many of RAIN Group's highly popular digital seminars on virtual selling topics, Andy is a regular contributor to the firm's award-winning sales blog. His white papers, 9 Principles of Virtual Learning Success and The Guide to Sales Training Success, have also been downloaded by thousands of sellers and sales leaders around the globe. In addition, Andy co-founded two successful consultancies and has been a lead advisor ...

Whether or not you want to admit it, you're in sales. It's not just a profession or title description. Anyone who introduces themselves, interacts with others, persuades and influences...is in sales. There is a lot of resistance and declaration of not wanting to "sound salesy" and it's high time you got over it because it often stands in the way of getting outcomes you say you want. Charlene DeCesare is here to help. Charlene is a Senior Consultant and Lead Facilitator for the research-based sales training company, The RAIN Group, and iauthor of "The Email Cemetery: Where Bad Sales Emails Go to Die & How to Resuscitate Yours." Learn practical steps to improving communication and buy-in. This episode has at least one new takeaway for everyone regardless of how long you've been in sales or avoiding saying you sell. Notes:Charlene IgnitesWynning Your Way for Senior Leaders

¿Qué hay para mí dentro del libro de lecturas recomendadas del Programa Conocimiento Experto - HOY NO (Los 9 Habitos del Codigo de la Productividad? Aprende los secretos de la Gestion del Tiempo y la productividad en casa.Enlace del libro: https://amzn.to/3x8luQtGrupo de Facebook IMPACTO EXPERTO: https://www.facebook.com/groups/impactoexpertoMonetiza tus Redes Sociales: https://impactoexperto.com/Participa del Reto 60/100 para ser una Mejor Versión: https://conocimientoexperto.com/reto60100Accede a mi sito oficial y desarrolla tu modelo de negocio:https://www.salvadormingo.com/Accede al Programa Principios Experto: https://conocimientoexperto.com/principiosAccede a nuestro grupo privado en Facebook: https://www.facebook.com/groups/conocimientoexpertoMis programas:* Programa Principios Experto: https://conocimientoexperto.com/principios* Libro Conocimiento: https://www.conocimientoexperto.org/unavidaconproposito* Programa Posicionamiento de Expertos en Internet: https://conocimientoexperto.com/programaexperto* Más contenidos gratuitos: https://www.conocimientoexperto.org* Aplicación Móvil Conocimiento Experto: https://www.conocimientoexperto.org/apps/* Programa Conocimiento Experto Elite: https://conocimientoexperto.com/eliteMis redes:* Sígueme En Instagram en: https://www.instagram.com/salvadormingo/* Sígueme en Facebook en: https://www.facebook.com/Conocimientoexperto* Sígueme en Youtube: https://www.youtube.com/SalvadorMingoConocimientoExperto* Sígueme en Twitter en: https://twitter.com/s_mingoSi te cuesta ser productivo en el trabajo, no eres el único. La vida moderna está llena de distracciones y desvíos, y es muy fácil perder la concentración.Pero Mike y Erica Schultz han tenido más motivos para perder la concentración que la mayoría de nosotros. Durante años, compaginaron la gestión de su ambicioso negocio con el cuidado de su hijo gravemente enfermo, Ari. Pero se las arreglaron para lograrlo.Los puntos de este análisis te enseñarán algunos de los hábitos que Mike y Erica aprendieron mientras mantenían ese extraordinario equilibrio. Porque la productividad extrema realmente se puede aprender.En este análisis también aprenderás:* los cuatro tipos de TIEMPO y cómo gestionarlos;* cómo entrenarse para conseguir mejores rutinas; y* cómo entrar en la zona siempre que quieras.Edición Junio 2021Erica y Mike Schulz son los líderes de RAIN Group, una de las principales empresas de formación en ventas del mundo. Han trabajado con organizaciones de primera línea, como Toyota y la Harvard Business School. Mike también ha escrito otros libros, como Rainmaking Conversations. También son padres de Ari, su hijo, lo que consideran su mayor logro.Enfoque Productividad PersonalSe FirmeSalvador MingoConocimiento Experto#Productividad#Enfoque#ConocimientoExperto

¿Qué hay para mí dentro del libro de lecturas recomendadas del Programa Conocimiento Experto - HOY NO (Los 9 Habitos del Codigo de la Productividad? Aprende los secretos de la Gestion del Tiempo y la productividad en casa. Enlace del libro: https://amzn.to/3x8luQt Grupo de Facebook IMPACTO EXPERTO: https://www.facebook.com/groups/impactoexperto Monetiza tus Redes Sociales: https://impactoexperto.com/ Participa del Reto 60/100 para ser una Mejor Versión: https://conocimientoexperto.com/reto60100 Accede a mi sito oficial y desarrolla tu modelo de negocio: https://www.salvadormingo.com/ Accede al Programa Principios Experto: https://conocimientoexperto.com/principios Accede a nuestro grupo privado en Facebook: https://www.facebook.com/groups/conocimientoexperto Mis programas: * Programa Principios Experto: https://conocimientoexperto.com/principios * Libro Conocimiento: https://www.conocimientoexperto.org/unavidaconproposito * Programa Posicionamiento de Expertos en Internet: https://conocimientoexperto.com/programaexperto * Más contenidos gratuitos: https://www.conocimientoexperto.org * Aplicación Móvil Conocimiento Experto: https://www.conocimientoexperto.org/apps/ * Programa Conocimiento Experto Elite: https://conocimientoexperto.com/elite Mis redes: * Sígueme En Instagram en: https://www.instagram.com/salvadormingo/ * Sígueme en Facebook en: https://www.facebook.com/Conocimientoexperto * Sígueme en Youtube: https://www.youtube.com/SalvadorMingoConocimientoExperto * Sígueme en Twitter en: https://twitter.com/s_mingo Si te cuesta ser productivo en el trabajo, no eres el único. La vida moderna está llena de distracciones y desvíos, y es muy fácil perder la concentración. Pero Mike y Erica Schultz han tenido más motivos para perder la concentración que la mayoría de nosotros. Durante años, compaginaron la gestión de su ambicioso negocio con el cuidado de su hijo gravemente enfermo, Ari. Pero se las arreglaron para lograrlo. Los puntos de este análisis te enseñarán algunos de los hábitos que Mike y Erica aprendieron mientras mantenían ese extraordinario equilibrio. Porque la productividad extrema realmente se puede aprender. En este análisis también aprenderás: * los cuatro tipos de TIEMPO y cómo gestionarlos; * cómo entrenarse para conseguir mejores rutinas; y * cómo entrar en la zona siempre que quieras. Edición Junio 2021 Erica y Mike Schulz son los líderes de RAIN Group, una de las principales empresas de formación en ventas del mundo. Han trabajado con organizaciones de primera línea, como Toyota y la Harvard Business School. Mike también ha escrito otros libros, como Rainmaking Conversations. También son padres de Ari, su hijo, lo que consideran su mayor logro. Enfoque Productividad Personal Se Firme Salvador Mingo Conocimiento Experto #Productividad #Enfoque #ConocimientoExperto

In this episode of Sales Ops Demystified, Tom Hunt is joined by David O'Neill, Consulting Partner at RAIN Group. They discuss the evolution of Sales Ops over 25 years in the industry, major shifts in the industry, and how to have a positive and productive relationship with sales reps.

On this week's episode we are speaking with Dave Shaby, the Chief Operating Officer at RAIN Group. The global sales training and performance improvement company was founded in 2002 and has become a Top 20 Sales Training Company. To date, they have helped hundreds of thousands of salespeople, managers, and professionals in more than 75 countries. Dave is also a co-author of the best selling book, Virtual Selling, and is an acclaimed adjunct faculty member at both Babson College and Brandeis University where he teaches digital marketing courses for MBA students and the International Business School.Dave has been researching the new virtual sales reality for his book and working with both buyers and sellers in order to take full advantage of emerging virtual sales technology and best practices. He gives us a deep explanation of where virtual sales is headed and what successful virtual sellers are doing. Our discussion topics include: Where the virtual buyer/seller relationship breaks down How to make a virtual meeting more impactful by doing the advance work Simple ways to build rapport even when you are remote The importance of practice video calls with colleagues And so much more Virtual sales is not new, but having everyone needing to go fully virtual so quickly last year, and without all of the proper technology in place, made it a daunting proposition for a lot of sellers and buyers. Dave is reframing the new virtual reality for us. If others aren't going to be as proficient at utilizing new virtual sales tech, take the opportunity to be amazing at it.Listen now and start today!

This season I'm excited to bring to you people that I know in real life who all have something important and unique to teach you. Today I'm talking with business leader Erica Schultz to talk about her knew book “Not Today” the nine habits of extreme productivity, Erica is the chief marketing officer of the RAIN Group, and a wildly talented women with a heart for others, she is on a mission to help us take control of your time, achieve your goals, and become unstoppable. Give this special episode a listen and let me know which time-saving tip will help you become unstoppable!  Click here to purchase “Not Today: The 9 Habits of Extreme Productivity” Twitter: @EricaStritch   LinkedIn: https://www.linkedin.com/in/ericastritch/    Facebook: https://www.facebook.com/dangerschultz  Visit Jessica at jessicalindberg.com, on Instagram at @jessmlindberg and head over to the Four Hearts Shop.

  Mike Schultz is the President of RAIN Group, Director of the RAIN Group Center for Sales Research, and co-author of several Wall Street Journal and Amazon Bestselling sales books.   In this episode, Mike discusses how to leverage consultative selling to build trust with buyers and win sales.    Here are some of the topics covered in this episode: Tips on consultative selling and helping buyers make better decisions How to address your prospect's perception of risk Ways to build your likeability The best time to approach buyers About the Guest: Mike Schultz is the co-author of several books including the Wall Street Journal bestseller Rainmaking Conversations: How to Influence, Persuade, and Sell in Any Situation (Wiley, 2011) and Insight Selling: Surprising Research on What Sales Winners Do Differently (Wiley, 2014). He was named the Top Sales Thought Leader globally in 2011 by Top Sales Awards. Mike and the team at RAIN Group have worked with organizations such as Toyota, Monitor-Deloitte, Harvard Business School, Oracle, Fidelity Investments, Ryder, Quintiles, UL, Navigant Consulting, Hitachi, Lee Hecht Harrison, Lowe's, and hundreds of others to unleash sales performance.   Visit RAINGroup.com — a lot of helpful, free resources (blogs, white papers, guides) to help sellers and sales leaders Check out Mike's Bestseller “Virtual Selling” on Amazon - https://www.amazon.com/Virtual-Selling-Relationships-Differentiate-Remotely-ebook/dp/B088KW33WZ  Questions? Shoot Mike a message on LinkedIn (https://www.linkedin.com/in/mikeschultz50/  or email him at mschultz@raingroup.com   Listen to more episodes of the Outside Sales Talk here and watch the video here!    Start Selling More Today with Badger Maps - The #1 Route Planner for Field Sales See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/   If you love the Outside Sales Talk podcast, you'll also love Badger's newsletters!  Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.   Are you in? Subscribe to Badger Maps' newsletters now! 

When I came across this research from Rain Group about the growing engagement gap between buyer and seller I was floored, and you will be too. The results illuminated the four top factors influencing buyer purchase decisions, and unfortunately, just how sellers are falling short now that we are all virtual selling. If you are a sales or sales enablement leader, this interview with Andy Springer, the Chief Client Officer at RAIN Group and most recently the Author of Amazon Bestseller "Virtual Selling", is an absolute must listen. https://www.linkedin.com/in/andyspringer/ #virtualselling #remoteselling #digitalselling #salesenablement #engagementgap #valueselling #valueacceleration

Dave Shaby is the COO at the RAIN Group and co-author of the book, "Virtual Selling: How to Build Relationships, Differentiate and Win Sales Remotely" This is a fun conversation that gets to the heart of some of the key issues that sellers are confronting in this new sales world, We talk about how the past 12 months accelerated the inevitable transition to more virtual selling . And what that means for sellers. Plus, we dig into the ten seller behaviors that B2B buyers say have the greatest impact on their purchase decisions. Learn more about your ad choices. Visit megaphone.fm/adchoices

Whether you like virtual selling or not, it’s time to adapt and master this sales strategy. Because even when you’re able to walk back into a healthcare facility for a sales call, there’s a good chance your buyers will prefer to keep it virtual. That’s according to new research from the RAIN Group, and their Chief Client Officer, Andy Springer joins us in this episode to share insights from his Amazon bestseller on winning through remote sales. You’ll get actionable, research-based takeaways that promise to make you more comfortable with virtual sales, while always keeping the customer’s need top of mind. In this episode, you’ll learn: How to build rapport and relationships when selling virtually Proven tips and strategies to keep buyers engaged during your virtual meetings Why you must connect technical product know-how to the outcomes of the buyer Why many MedTech reps spend way too much time talking about their solution Plus, we dive into the global research conducted by the RAIN Group that uncovered virtual selling’s top challenges — and tell you how to overcome them. Resources and links from the show: Connect with Andy Springer on LinkedIn Connect with Clark Wiederhold on LinkedIn Connect with Zed Williamson on LinkedIn Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely The Growth-Driven Practice Series The Behavior Change Blueprint

Casey Graham is the CEO of Gravy. On today's episode we discuss the importance of building a LinkedIn culture in your organization. Plus, why it's essential for individuals to build their own personal brand. Do you still doubt the importance of a personal brand for sales professionals? A recent study by RAIN Group found that 82% of buyers read a sellers LinkedIn profile before talking with them. Over the past year Casey has become, in my mind, the most eloquent and forceful advocate of this topic. So, Casey shares some key metrics that demonstrate the impact of this LinkedIn strategy for his company. And then we dive into why Casey, as a CEO of a high growth start-up, encourages his team to be active on LinkedIn and why he isn't afraid of people leaving. Learn more about your ad choices. Visit megaphone.fm/adchoices

Welcome to another episode of the Connecting Through Technology Podcast Powered by Intellacall. In today's episode, we have the privilege of talking to Dave Shaby, the Chief Operating Officer at Rain Group. Dave is a sales and marketing leader with 25+ years of experience driving sales initiatives, creating new revenue centers, training thousands of sellers and marketers, and helping clients achieve their goals. Here are some topics we cover: • The biggest challenges sellers have in a virtual environment • Common mistakes that sellers make in virtual selling • The biggest factors that influence buyers purchasing decisions If you enjoyed the show, please consider rating, reviewing, and subscribing to our show. The Connecting Through Technology is a podcast where business and sales leaders share how they are growing their customer-facing businesses in a digital world. Connecting Through Technology is powered by Intellacall. Video software that connects your customers with anyone in your organization with just one-click from your website, learn more at www.intellacall.com Connect with Dave! https://www.linkedin.com/in/davidshaby/ https://www.rainsalestraining.com/ https://www.rainsalestraining.com/resources/sales-white-papers/virtual-selling-skills-challenges Connect with us on social! LinkedIn https://www.linkedin.com/company/intellacall/ Facebook https://www.facebook.com/Intellacall/ Instagram https://www.instagram.com/intellacall/ Twitter https://twitter.com/intellacall

The global pandemic has accelerated the change from selling in-person to remote selling. But it's nothing new. "Inside selling" means selling remotely, from a home or office, and has been around for decades. Yet a lot of us are struggling to adapt to the new reality of selling remotely because it feels so different. But is it? Dave Shaby, COO at RAIN Group, shares his recent research on the question of how both buyers and sellers are adapting to the new remote selling reality. Here are some links mentioned in the show:RAIN Group's Virtual Selling StudyDave Shaby on LinkedInRemote Selling article by ListonVirtual Selling: How to Build Relationships, Differentiate, and Win Sales RemotelyPodcast Episodes:Remote Selling: An OverviewRemote Selling: Video SellingRemote Selling: The Sales Process to UseWant the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/virtual-selling-research---Get a daily sales insight sent straight to your inbox:Subscribe to the daily sales insights newsletterDon't miss a single episode:Subscribe on SpotitySubscribe on Apple Podcasts Like what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

A successful face-to-face seller doesn’t always translate to a virtual selling superstar. In fact, virtual selling requires a particular set of skills that will keep your customer engaged and eager to continue to connect with you. Today’s buyer is tech-savvy, digitally connected, and socially engaged. Additionally, with most buyers and sellers working from home, keeping a customer engaged in a virtual sales call can be difficult. My guest in this week’s episode of The Modern Selling Podcast, Andy Springer is the Chief Client Officer of RAIN Group and co-author of the Amazon Best Seller, Virtual Selling: How to Build Relationships, Differentiate and Win Sales Remotely. Andy is an “old school” salesperson with a keen interest in how the modern buyer digitally behaves. He and his RAIN Group colleagues, Mike Schultz and Dave Shaby like many of us prior to the pandemic hitting, were out in the trenches looking to provide virtual sales training. Like most organizations, Andy and RAIN Group were not prepared for such a catastrophic event and in just a few weeks realized they needed to change their value proposition and sales process in order to continue to really help their clients. They realized their old way of doing things wasn’t enough and they began to gather all of the information they had from buyers and sellers about virtual and social selling. Their research and knowledge gathered, served as the foundation for the book that was never intended to sell a lot of copies, says Andy. Instead, RAIN Group executives, Andy, Dave, and Mike were looking to build a solution that a lot of people could leverage to successfully adopt virtual selling. Andy joined me on this week’s edition of The Modern Selling Podcast and shared with me 3 Virtual Selling Tips that Ensure Powerful Sales Presentations. Virtual Selling Tips that Ensure Instant Customer Engagement It’s no longer a matter of expecting the very best from your top sellers in this new digitally connected selling world. Success in virtual sales requires a new set of skills. Customers will likely continue to have the same problems as they did working from an office, but how we identify these problems has drastically changed. According to research conducted by Andy and RAIN Group, the number one thing in this new virtual buying environment from a buyer (that was going to influence their purchase decision), was knowing the seller had made a thorough discovery of their wants, needs, and concerns. A second study showed that only 26% of sellers were effectively performing needs discoveries in a virtual selling environment. Younger sales professionals don't have adequate sales hygiene. They ask prospects for a lot of the information that can be found online and/or on social media. But in addition to this, what else can we do to be successful in virtual selling? Create the Right Buyer Engagement in your Virtual Sales Meeting One of the many discoveries found in virtual selling is that it is hard to keep customers engaged during long sales meetings. Back before the pandemic (seems like ages ago now), you could have a group of buyers and sellers in your conference room, networking and building relationships prior to the actual meeting. The meeting would begin and you would share slides and resources that everyone could engage with in person. Today’s modern seller doesn’t have the luxury of face to face meetings and must make their virtual meetings more interactive. Andy states that studies are finding that the max attention span in one particular topic for virtual selling is 20 minutes. The adult concentration span today is about 20 minutes. If your meetings are lasting an hour, maybe an hour and a half, find a way to make the meeting into a 20-minute highly engaging discussion and then do more of those. The Ringelmann Effect in a Virtual Sales Environment Secondly, Andy references the Ringelmann Effect when he highlights that there is no need to have so many people in a virtual meeting. As a quick reminder, this effect is the tendency for individual members of a group to become increasingly less productive as the size of their group increases. Previously in a salesroom, you can have the buying and selling team together engaging but in virtual sales, Andy discovered that in the sales world, the more people in a meeting, the greater the chance for disengagement. Similar to the old game of tug of war, instead of adding more people and each side being more productive, each newly added team member would make the group actually work less hard to pull. “The more people you add to virtual meetings, the higher the chance of people hiding.” Organizations think that because they put a whiteboard or 30 slides on a virtual call will make people engage in the same way as they would in face to face. Instead of yielding success, that will only yield failure. As sales leaders, “we’ve got to think differently with how you show up on this screen. Those who are realizing that and thinking of how to drive sales engagement and building relationships and those who are figuring out virtual ways to collaborate are starting to win really well.” Helping your Customers feel Comfortable with Video Calls During the early days of the pandemic, one of the biggest challenges by sellers was "how do I get my buyer to turn their video on?" A lot of buyers aren't used to or ready or wanting to engage in this. They’ll go off on a tangent and say things like “my hair isn't good, I’m wearing my PJs” truth be told, people think they're even invading their space. There has to be a really good reason as to why I need to turn my video on. It’s different, you're dealing with people that have transitioned to working in a completely different environment and we're expecting them to behave the same as they were in the office. It’s like newer generations being baffled by the notion of parents wanting to call vs. just texting. We can’t expect modern buyers to immediately buy-in. Those sellers who are thinking about all of this, step by step, are thriving. But you need to be deliberate. Buyers need to get warmed up to turning on their videos, look for creative ways to engage with people. I have a very interesting approach to this and it’s worked quite well for us here at Vengreso. I send a calendar invite to a prospective buyer or client and ask on that invite if they will have access to a camera. I don’t ask them to turn on the camera but I ask them if the camera option is available to them. This not only lets the buyer know that it can be a video call, but it also warms them up to the idea. As sellers, we should always use video for sales, it sets an example and encourages others to get comfortable. Tips for Working from Home Effectively as a Virtual Seller According to Andy, a workstation isn’t sitting on the couch with your laptop on your knees. Not only is this extremely uncomfortable, but it can also do more harm than good to your body. Instead, create a separate space and stick to it. It can be a part of a bedroom, somewhere quiet. You don’t need to break the bank in setting up an at-home office but do make sure it’s comfortable and quiet for you to feel at ease. Remember, you will be presenting yourself on camera more often than not and you’ll present as professionally as you feel. You never want to turn up too casual as buyers will think you’re not taking them seriously or that they’re not important enough. Setting up the right office at home is pivotal for improving your on-screen performance and the way your customers perceive you. Regardless of whether or not you’ll be seeing them in person, a sloppy appearance and questionable surroundings will not have your buyers feel at ease. If you feel uncomfortable with your current set up at home, be sure to change your backgrounds with green screens. Andy and I have both interviewed a ton of people during the pandemic and sadly, they don’t dress the part. Many think that because visiting an officer is no longer necessary, that they don’t have to look their best, that results and results only will be the game-changer. Though this is partially true, as a sales leader interviewing for an SDR position, can you really trust a seller to look their best for your prospects if they didn’t look their best interviewing for the job? The Present and Future of Virtual Selling Sellers who weren’t hitting their quotas and upon entering a virtual selling position were nervous, have no fear. It is now a level playing field and the opportunity for you and top sellers to learn new strategies. If you can find a way to identify customer needs, wants and concerns, convert random social selling activities into digital selling, and leverage correct use of video, you will come out on top in this changing virtual selling world. Remember, we’re still scratching the surface of what this digitally evolved sales world will look like and it’s a great opportunity to start fresh or pick up where you left off as a top seller. Outline of This Virtual Selling Episode [3:00] About Andy: Chief Client Officer of the RAIN Group. co-author of (amazon best seller) virtual selling: how to build relationships, differentiate and win sales remotely [7:55] Why was the book written? [13:00] What is the #1 thing buyers look for out of sellers in this virtual selling environment? [20:46] What should virtual sellers do to ensure their customers stay engaged in sales meetings? [23:30] The Ringelmann Effect. [24:30] What is the right number of people and perfect amount of time for a sales meeting? [30:00] Helping customers feel comfortable with turning their video on. [42:30] Home offices and avoiding distractions.

How do you build rapport with prospects, even though you are now limited to a 13" virtual meeting screen? How do you make sure you are not losing buyer engagement? How do you pivot from pitching to blueprinting business value? In this interview, co-author of the book Virtual Selling and sales training expert Dave Shaby we answer these questions, as he provides the research and advice you need to accelerate your seller's digital success. https://www.linkedin.com/in/davidshaby/ #virtualselling #digitalselling #remoteselling #salesenablement #salesreadiness #RAINGroup #rapport #aspirations #afflictions #impact #newreality #valueselling #businessvalue #businesscase #valuemanagement #salesengagement #engagementexperience #ROI #ValueGap

In a virtual call, what is the maximum number of people who should be joining on the buyer side, to make the meeting effective?  There is a correlation between the number in the group and the number who will contribute during the meeting.  The more people on the call, the greater tendency for people to become less engaged.  Research by the Rain Group says that with up to four people on the call, the level of engagement can be quite good.  Once we get over five buyers, it becomes much more difficult.    The virtual world revolves around both camera and audio based communication.  If there are multiple attendees on the buyer side, there is also a strong chance that not all will turn their cameras on.  This is a downer because you now have no chance of reading their body language, fraught as that might have been anyway.    This is not so different to the face to face world though, when there are many on the Japanese buying side in the room.  The most senior people are either actually sleeping or are sitting there with their eyes closed, doing a spectacular job of pretending to be sleeping.  Usually, there will only be around three people who will even speak up.  Everyone is there because they have to protect their turf and want to influence the outcome of the meeting.  They are expecting you to make your pitch. Their shotgun breeches are duly snapped shut and then they drill your pitch full of holes, exposing what a travesty it is.   The online world will be the same and with the exposure to all of the multi-tasking going on in the background, because their cameras are turned off.  Normally, it is extremely hard to get Japanese buyers to do anything for you in a sales meeting.  They think they are there to listen, then critique everything you just said.  Online it is even worse. We have to go beyond using the communication platform as a tool to speak to each other and must use it to facilitate an experience.  If we were having a face to face meeting and the buyer was highly engaged, asking questions, seeking more detail, then there would be a pretty good chance they would buy.  We need that same level of engagement in the online world.   How do we get them to participate online?  Remember, the buyers all see themselves as God and we are just pesky, unwashed salespeople.  We need to direct the buyers and guide them to take certain actions, which will allow us to engage with them.  We need to tell them what we want them to do and then tell them how to do it.  We next ask for a response, using a follow up question.   This is where the preparation is critical.  For example, if with a flourish, we magically pull up a whiteboard on screen and expect a bunch of Japanese buyers to grab the text tool or the arrow tool and start interacting with us, their complete lack of response will be debilitating.  If it was just a one to one online meeting, they might feel some pressure to take some action, but as a collective, they will just sit there and completely and shamelessly ignore us.  They are totally happy to let hell freeze over, before they make a move for any tool.  They will blank you and force you back to giving your pitch. If you have already given it, they will rip into your pitch, telling you why it is crap.   We need to be super well organised and anticipate their resistance.  For example, we have slides that have options numbered on screen. We need to set up the participation.  “There are many of us on the call today, so we really appreciate everyone joining us.  To make this meeting as effective as possible would you please give me some feedback on these four options.  The best way to do that is go to the chat box, under the participant panel and write in the number of the option you think would generate the most value for your part of the business?”.  Their names will appear in the chat showing the number chosen. We just refer to them by name and thank them for selecting their option.  This is a way of encouraging the remainder to follow suit.  For those who don't participate, the “I am not here to do anything” brigade, we need to draw them out by name.  “Tanaka san, would you mind sharing your selection with everyone please, because we really value your insights?.  I would really appreciate it”.    We can then ask individuals to share their thinking behind their selection.  “Murayama san, I see you chose option three.  Thank you for doing that. Would you please come off mute and help me to understand why this is important to you. That will really help me to better understand how we can serve you best, so please share your thoughts with us.  Thank you Maruyama san”.  We try and do this with a number of the participants on the call, but it must be done in a deferential, “we are really trying to help you” way or resistance will be major and unmerciful.   Following this we might ask a further expansion question to the group.  “Could I ask everyone else to give me a green check please if they think we have sufficiently understood your situation. If you think we have missed something important, please choose the red cross.  The green check and the red cross are located in the little panel, just below the participant list in the right hand panel on your screen.  Please choose green check or red cross”.   Don't expect to get everyone involved.  You wouldn't get that in a face to meeting either, so it is an even more outlandish idea for the virtual world. But you will get engagement if you are properly prepared.  Anticipate you will draw God's wrath and prepare accordingly. Make it super easy to get engagement with you in the sales call.  If you can do that, then your chances of making a sale go up dramatically.  Your rivals won't have a clue about any of this and will be drowning in their own blood as the buyers cut their pitch to ribbons, as usual.

Virtual selling is a new reality for most sales teams. So w hat's working and what's not working in virtual sales? David Shaby of the RAIN Group joins us to talk about the research they have done with buyers and sellers related to virtual selling. Dave is the author of the new book, Virtual Selling, How to Build Relationships, Differentiate, and Win Sales Remotely. At the onset of the COVID Crisis, Dave and his team got to work surveying over 500 buyers about virtual selling. What they learned is fascinating. In this conversation we'll discuss the biggest gaps in virtual selling and what smart organizations are doing to close the gaps. We'll also learn about what works well.

Virtual selling is a new reality for most sales teams. So w hat’s working and what’s not working in virtual sales? David Shaby of the RAIN Group joins us to talk about the research they have done with buyers and sellers related to virtual selling. Dave is the author of the new book, Virtual Selling, How to Build Relationships, Differentiate, and Win Sales Remotely. At the onset of the COVID Crisis, Dave and his team got to work surveying over 500 buyers about virtual selling. What they learned is fascinating. In this conversation we’ll discuss the biggest gaps in virtual selling and what smart organizations are doing to close the gaps. We’ll also learn about what works well. Learn more about your ad choices. Visit megaphone.fm/adchoices

Mike Schultz is the President of the RAIN Group. In this episode, we talk about the new report RAIN Group published on B2B sales negotiations titled, "Top Performance in Sales Negotiations: Surprising Research on Tactics Sellers and Buyers Use, What Works, and What Doesn’t." Mike and I dig into why good business deals are as much about good selling as they are good negotiation. We then get into RAIN’s Six Essential Rules of Sales negotiation, what Mike’s team found was the most effective sales negotiation tactic, and why that tactic is rarely seen by buyers.  Learn more about your ad choices. Visit megaphone.fm/adchoices

Our guest on this episode is Jeff Koser. Jeff is the Founder and CEO at Zebrafi. Zebrafi is a guided selling cloud for the B2B enterprise.    Jeff and I start off the podcast discussing the importance of finding your perfect prospect prior to building your business case. A good way to start is to find look a like accounts, accounts that look like your best customers. You can fundamentally increase your chances of creating new opportunities by focusing on the right accounts. Planning is key so prior to outreach put together your prospecting plan for success.   But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast’s premier sales and marketing growth conference. Like many events we have pushed out T-REX and our new date is now September 1 & 2 at the Carolina Theatre in Durham.    We’ve got a great lineup of speakers including Cal Fussman, a world renown speaker, journalist and author, Erica Schultz the CMO at the RAIN Group, Brad McGinity the CRO at 15five, Aliisa Rosenthal the VP Sales at Walkme and Melissa Sargent the CMO at Litmus to name a few.    Go to trexsummit.com or more info or to purchase your ticket today and use coupon code “BestSelling" to take 50% off your ticket price now. 

This week's episode is entitled "Selling with Empathy and Integrity (Right Now and Always)" and we are pleased to have as our guest, Mike Schultz, President of RAIN Group and author of multiple best-selling books. His new book coming July 2020, Virtual Selling, is available for pre-order, along with other books, Rainmaking Conversations, Insight Selling. Folks, do yourself a favor, go to the website for tons of resources, research, webinars, blog posts. These guys do a great job when it comes to content. I ask Mike "What are you seeing from organizations that have been traditionally in person sellers?"   Quite frankly, the value prop you bring isn't necessarily different just because you're not in person. Because you can't see someone at a trade show doesn't mean you can't still talk to them. Mike shares five things that are really different now when it comes to virtual selling. Managing yourself Managing meetings How you set up and build relationships How you get people to make decisions and how you get them to choose you How you actually manage a team that is completely distributed  Of course in light of current times, we also talk about whether or not this pandemic will really permanently change anything.  Listen in now and/or read the transcript on our blog starting Mon. 5/25/20 6am PST. 

Our guest on this episode is Joe Benjamin. Joe is the co-founder and CEO at CheetahIQ in NYC. CheetahIQ is a research platform for salespeople, allowing them to find the information they need up to 10X faster than before.   Joe and I start the podcast discussing how to find information nuggets that sellers can use to set themselves apart from the average sales person. Joe shares some of his secret data sources he uses to be more relevant for outreach and building the relationship. One of my favorites is the 10K annual report and the transcript from Quarterly earnings reports. You can learn a ton about from these reports about, company priorities, new initiatives, areas of focus and growth opportunities etc.    But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast’s premier sales and marketing growth conference. Like many events we have pushed out T-REX and our new date is now September 1 & 2 at the Carolina Theatre in Durham.    We’ve got a great lineup of speakers including Cal Fussman, a world renown speaker, journalist and author, Erica Schultz the CMO at the RAIN Group, Brad McGinity the CRO at 15five, Aliisa Rosenthal the VP Sales at Walkme and Melissa Sargent the CMO at Litmus to name a few.    Go to trexsummit.com or more info or to purchase your ticket today and use coupon code “BestSelling" to take 50% off your ticket price now. 

Our guest on this episode is Nick Beil. Nick is the President at Narrative Science.    Nick and I kick off the episode discussing “getting back to sales basics”. We open with how sales teams need to rethink how they market and sell their products. Sellers first must approach the conversation to find out IF and then HOW they can help. Discover the pain, determine if there is a fit and then develop a solution proposal. Great conversation with lots of good take aways.    But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast’s premier sales and marketing growth conference. Like many events we have pushed out T-REX and our new date is now September 1 & 2 at the Carolina Theatre in Durham.    We’ve got a great lineup of speakers including Cal Fussman, a world renown speaker, journalist and author, Erica Schultz the CMO at the RAIN Group, Brad McGinity the CRO at 15five, Aliisa Rosenthal the VP Sales at Walkme and Melissa Sargent the CMO at Litmus to name a few.    Go to trexsummit.com or more info or to purchase your ticket today and use coupon code “BestSelling" to take 50% off your ticket price now.   

Our guest on this episode is Max Altschuler. Max is the Founder of Sales Hacker and the VP of Marketing at Outreach.io.   We jump into the conversation discussing Max’s background and why he started Sales Hacker. We then get into discussing one of the biggest shifts in selling today which is the arrival of Millennial sales leaders and Generation Z sellers. The latest generation of sales professionals think differently and aren’t motivated by the same things as Gen X or Boomers. Sales orgs that recognize this fact will have an advantage in the market place moving forward.     But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast’s premier sales and marketing growth conference. Join us on April 21st and 22nd at the Carolina Theatre in downtown Durham.    We’ve got a great lineup of speakers including Cal Fussman, a world renown speaker, journalist and author, Erica Schultz the CMO at the RAIN Group, Brad McGinity the CRO at 15five, Aliisa Rosenthal the VP Sales at Walkme and Melissa Sargent the CMO at Litmus to name a few.    Go to trexsummit.com or more info or to purchase your ticket today and use coupon code “BestSelling" to take 50% off your ticket price now.    Thanks for tuning in. This is Best Selling.

Our guest on this episode is Scott Ingram. Scott is an Account Director at Relationship One and the host of Sales Success Stories podcast.   Scott and I begin the conversation discussing what Best Sellers look like and what they do that other sellers don’t. Scott has interviewed over 85+ #1 sellers across the country so he has an expert opinion when it comes to this unique group of overachievers. We also discuss the concept of the Executive Memo which is used to build trust and collaboration with large enterprise customers.    But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast’s premier sales and marking growth conference. Join us on April 21st and 22nd at the Carolina Theatre in downtown Durham.    We’ve got a great lineup of speakers including Cal Fussman, a world renown speaker, journalist and author, Erica Schultz from the RAIN Group, Brad McGinity the CRO at 15five, Latane Conant the CMO at 6sense and Aliisa Rosenthal the VP Sales at Walkme just to name a few.    Go to trexsummit.com or more info or to purchase your ticket today and use coupon code “BestSelling" to take 50% off your ticket price now.    Thanks for tuning in. This is Best Selling.

Our guest on this episode is Dave Kennett. Dave is the CEO at Replayz in Vancouver. Replayz offers on-demand sales tune-ups for Inside Account Executives from the world's best inside sales reps.   Dave is what I consider an expert when it comes to coaching up inside sales reps. He has done it via the companies he has worked at and through his company Replayz. Most of our conversation focuses on call coaching and live coaching but we certainly cover other topics like mentoring and improving performance metrics.    But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast’s premier sales and marketing growth conference. Join us on April 21st and 22nd at the Carolina Theatre in downtown Durham.    We’ve got a great lineup of speakers including Cal Fussman, a world renown speaker, journalist and author, Erica Schultz from the RAIN Group, LeVelle Moton the head basketball coach at NC Central University, Aliisa Rosenthal the VP Sales at Walkme and Melissa Sargent the CMO at Litmus.    Go to trexsummit.com or more info or to purchase your ticket today and use coupon code “BestSelling" to take 50% off your ticket price now.    Thanks for tuning in. This is Best Selling.

Our guest on this episode is Derek Rahn. Derek is the VP of Sales & Customer Success at LeadGenius. LeadGenius is a solution to help you uncover hard to find B2B data i.e leads that can truly give you a competitive edge.    Much of this episode focuses on lead generation efforts and on how sales reps should spend their time.    But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast’s premier sales and marking growth conference. Join us on April 21st and 22nd at the Carolina Theatre in downtown Durham.    We’ve got a great lineup of speakers including Cal Fussman, a world renown speaker, journalist and author, Erica Schultz from the RAIN Group, LeVelle Moton the head basketball coach at NC Central University, Aliisa Rosenthal the VP Sales at Walkme and Melissa Sargent the CMO at Litmus.    Go to trexsummit.com or more info or to purchase your ticket today and use coupon code “BestSelling" to take 50% off your ticket price now.    Thanks for tuning in. This is Best Selling.

Our guest on this episode is Lisa Magnuson. Lisa is founder of Top Line Sales, a sales coach and author. Lisa helps her clients win big deals that are 5x greater than the average deal size.    Lisa and I kick off the episode discussing the importance of war rooms. These are sessions used to discuss and strategize how to win big deals. We then get into some of Lisa plays for sales leaders. In total Lisa has 16 plays for sale leaders to help 5x their deal size. You’ll want to listen until the end because Lisa provides a link to a free resource that is tied to her new book Top Sales Leader Playbook.    But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast's premier sales and marking growth conference.    We are now only a few months away and have just announced our latest keynote speaker Erica Schultz from the RAIN Group out of Boston. On top of that we just lined up our welcome reception venue which will be held at the Durham Bulls Ball Park. Join us for fun, networking and great content. Go to trexsummit.com or more info or to purchase your ticket today and use coupon code BestSelling to take 50% off your ticket price now.    Thanks for tuning in. This is Best Selling.

Judy Frank, Consulting Partner at RAIN Group is my guest in this interview. She has been building and leading sales teams in the Fortune 50 to achieve aggressive growth for over 30 years. Years ago, Judy taught 5th and 6th grade and many of the lessons she learned then has proven to be invaluable in creating and leading teams.

Mike's in-depth research into B2B and professional services sales is unparalleled in today's marketplace. On this episode he shares insights into what it takes to develop a culture of sales success, what top sales performers do differently, and what you should do before you dig deep into your sales analytics.   Learn more and connect with Mike: http://raingroup.com/ https://www.linkedin.com/in/mikeschultz50/ https://echoofhope.org/

Our guest is Mike Schultz.  Mike is the Co-President at the Rain Group, a world renowned speaker, researcher and sales expert. He is also the author of two Wall Street Journal best-seller books, Rainmaking Conversations and Insight Selling.    Mike and I start the conversation discussing his latest study, the habits of the Extremely Productive that Drive Productivity, Top Performance, and Happiness. We also discuss another research study called What Sales Winners do Differently.    But before we get into the conversation I want to thank our sponsors The Marketer Quarterly and Sales@Scale.    If you’re looking to find out what some of the best marketers in the world are up to then check out The Marketer Quarterly. The Marketer Quarterly reveals the best marketing campaigns and creative each year. You can subscribe and download their 4th annual marketing awards by going to marketerquarterly.com.   Hey entrepreneurs and tech founders, are you struggling with creating a repeatable sales process, do you need help scaling your business? Sales@Scale can help. Sales@Scale is the Go-to-market B2B sale experts. You can think of S@S as an extension of your team. They play the role of your fractional CRO, advisor or sales coach. If you’re serious about scaling your business then visit salesatscale.com    Thanks for tuning in. This is Best Selling. 

Ago Cluytens, Sales Trainer, Coach & Consultant For Tech, Financial & Professional Services of RAIN Group, dives deep into the subject of sales management best practices.

Two different consulting firms, two different views on sales training. So what sales methodology does each firm believe in and is one better than the other? A winner will be declared. Take a listen to find out who. The post The Battle for Mindshare in Sales Training: CEB (Gartner) vs. RAIN Group appeared first on Rattle and Pedal.

Two different consulting firms, two different views on sales training. So what sales methodology does each firm believe in and is one better than the other? A winner will be declared. Take a listen to find out who. The post The Battle for Mindshare in Sales Training: CEB (Gartner) vs. RAIN Group appeared first on Rattle and Pedal.

Mike Schultz, co-author of Insight Selling: Surprising Research on What Sales Winners Do Differently and President of The Rain Group joins us this week to discuss authentic selling. Based on research data, Mike shares the importance of bringing real ideas to the table to provide true value to buyers. You'll be challenged to bring meaning to your sales conversations and to shift your mindset to an advanced consultative selling model. You'll also hear some interesting research data that will challenge your assumptions about what buyers think.

Mike Schultz, co-author of Insight Selling: Surprising Research on What Sales Winners Do Differently and President of The Rain Group joins us this week to discuss authentic selling. Based on research data, Mike shares the importance of bringing real ideas to table to provide true value to buyers. You'll be challenged to bring meaning to your sales conversations and to shift your mindset to an advanced consultative selling model. You'll also hear some interesting research data that will challenge your assumptions about what buyers think.

Mike Schultz, co-author of Insight Selling: Surprising Research on What Sales Winners Do Differently and President of The Rain Group joins us this week to discuss authentic selling. Based on research data, Mike shares the importance of bringing real ideas to table to provide true value to buyers. You'll be challenged to bring meaning to your sales conversations and to shift your mindset to an advanced consultative selling model. You'll also hear some interesting research data that will challenge your assumptions about what buyers think.

How do you grow your firm beyond repeat business and referrals? Today you need smart, effective marketing and a culture of business development success to attract a steady stream of clients and grow in an increasingly competitive world. Join your colleagues and professional services marketing guru Mike Schultz, author of Professional Services Marketing—How the Best Firms Build Premier Brands, Thriving Lead Generation Engines, and Cultures of Business Development Success for this 60-minute live podcast and learn the basics of a research-based marketing and sales approach. Mike reveals marketing strategies and tactics already used by thriving, high-growth firms. He’ll discuss–using practical steps and examples—how firm leadership can move from lackluster efforts to brilliant performance. You’ll learn: - The basics of a A/E marketing strategy - Mining data to create goals and milestones - How to take a disciplined approach to better sales - The best way to create a strong, steady flow of new clients About the Presenter: Mike Schultz is a bestselling author of Professional Services Marketing, Rainmaking Conversations and Insight Selling, Director of the RAIN Group Center for Sales Research, and President of RAIN Group, a global sales training and performance improvement company. He and RAIN Group have helped hundreds of thousands of salespeople, managers, and professionals in more than 73 countries transform their sales results and unleash their sales potential.

This episode I speak with Mike Schultz. He is the Founder and President at RAIN Group - a global sales training and performance improvement company that unleashes sales potential by delivering transformational experiences for clients. Beyond being a world-renowned speaker, researcher, and sales expert, he is also the author of the Wall Street Journal best-seller “Rainmaking Conversations”. Business Week, Forbes, Inc., Entrepreneur, American Express OPEN, MSNBC, and hundreds of others have interviewed and featured Mike's original articles, research, and white papers. He has often appeared on top-ranked radio, TV, and podcast programs to discuss various sales topics and research findings. What you'll learn from our conversation: > The fact that buyers actually want to hear from sellers much earlier in the buying process and why > How the Paradox of Choice is killing your deals and what to do about it > The 2 most important questions you must be able to answer for b2b buyers today in order to get their attention and actually close business Music/Production: Chris "KID" Robinson, Hitmakuzz Productions Visit jeffdavis2.com for more information about working together on speaking, coaching, or consulting engagements.

Enjoy this BONUS Episode - Q & A with Mike Schultz, President of RAIN Group A few highlights... we talk about:  New research proving that cold calls and outbound still works to generate sales Insights into what buyers wants from sellers Which channels work, in what context and sequence, to create sales pipeline You also like: Top Performing Sales Propsecting More about our guest: President of RAIN Group, Mike Schultz is world-renowned as a consultant and sales expert. He is co-author of several books including the Wall Street Journal bestseller Rainmaking Conversations: How to Influence, Persuade, and Sell in Any Situation (Wiley, 2011) and Insight Selling: Surprising Research on What Sales Winners Do Differently (Wiley, 2014). He was named the Top Sales Thought Leader globally in 2011 by Top Sales Awards. Mike and the team at RAIN Group have worked with organizations such as Toyota, Monitor-Deloitte, Harvard Business School, Oracle, Fidelity Investments, Ryder, Quintiles, UL, Navigant Consulting, Hitachi, Lee Hecht Harrison, Lowe's, and hundreds of others to unleash sales performance. News outlets such as Business Week, The Globe and Mail, Inc. Magazine, MSNBC, and hundreds of others have featured Mike's original articles and white papers, and frequently quote him as an expert. Mike's most recent research includes What Sales Winners Do Differently,Top Performance in Strategic Account Management, and theTop-Performing Sales Organization. Along with his books, Mike has written hundreds of articles, case studies, research reports, white papers, and other publications in the areas of selling and marketing. He also writes for the RAIN Group Sales Blog. Mike is also the director of the RAIN Group Center for Sales Research. Mike is a graduate of Brandeis University in Waltham, MA with a B.A. in American Studies, and holds an MBA from the F.W. Olin Graduate School of Business at Babson College. Mike is currently on the faculty teaching sales at the Brandeis International Business School. Mike also enjoys fly fishing and golf, and actively studies and teaches the traditional martial arts of Seirenkai Karate and Jujitsu, holding the ranks of third degree black belt and Sensei. He lives on a lake west of Boston.

Scaling Up Services is a podcast devoted to helping founders, partners, CEOs, key executives, and managers of service-based businesses scale their companies faster and with less drama. Have each episode delivered to your inbox by subscribing here: http://www.scalingupservices.com/subscribe

[zilla_alert style=”yellow”]Click a link to subscribe for new episodes:  iTunes | Stitcher | Overcast[/zilla_alert]   Mike Schultz is the president of RAIN Group, a world-renowned as a consultant and sales expert. He is co-author of several books including the Wall Street Journal bestseller Rainmaking Conversations: How to Influence, Persuade, and Sell in Any Situation. On this episode of The […] The post #534: What You Think Works In B2B Sales IS WRONG! With Mike Schultz appeared first on Salesman.org.

Mike Schultz, Mike Schultz President of RAIN Group and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode.

Listen on iTunes while surfing!  When to decide that Sales Training is Needed to Overcome Sales Shortfalls After three months, sales are slipping and the sales manager is on the hot seat in the staff meeting. Everyone in the c-suite chimes in on what’s causing the slump. One of the things that always surfaces is, lets retrain the reps. It is as if they forgot: ----more---- How to sell How to close How to sell the products How to prospect, etc. How to manage their time How to do demos Soon everyone agrees (usually except the sales manager if the reps are retrained everything will go back to normal. Not really. It’s as if they have all bought into the belief that the salespeople have forgotten how to sell. To address this issue today of knowing when to retrain your sales reps, we interview Mike Schultz, president of the Rain Group an award winning sales training company. Schultz will surprise you with his answers which debunk the average board room trash talk about sales. About our Guest Mike Schultz is president of RAIN Group, Director of the RAIN Group Center for Sales Research, and best-selling author of Insight Selling Rainmaking Conversations. He’s been named a Top Sales Thought Leader globally by Top Sales Awards. Mike and the team at RAIN Group have worked with organizations such as Toyota, Bright Horizons, BNY Mellon, BDO, Hitachi, Lee Hecht Harrison, Lowe’s, Agilysys, and hundreds of others to unleash sales performance. Business Week, Forbes, Inc. Magazine, MSNBC and hundreds of others have featured Mike's original articles, research, and white papers, and frequently quote him as one of world's leading sales experts.  About the Rain Group RAIN Group is a global sales training and performance improvement company that unleashes sales potential by delivering transformational experiences for clients. Named a Top 20 Sales Training Company globally by Selling Power, RAIN Group has helped hundreds of thousands of professionals, managers, and sales leaders significantly increase their sales results. Headquartered in Boston, RAIN Group has offices across the U.S. and internationally in Bogota, Geneva, Johannesburg, London, Mumbai, Sydney, and Toronto.  Sponsor for this show: Goldmine CRM  Get more from the cloud with GoldMine workspaces. Flexible sign up options for BYOL hosting or subscription with monthly or annual terms. Designed for customers with Windows server-based applications but looking to off-load their on-premises server equipment.

On this episode of the Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale play host to Mike Schultz of RAIN Group. RAIN Group just released a Sales Research Study that polled a thousand different sellers and buyers to determine what the optimum behavior salespeople need to adopt for successful outcomes. If you're interested in data-driven selling then Mike has statistics that might just blow your mind. Grab a pencil and paper and take copious notes on this podcast episode! Find out more about Mike and RAIN Group at https://www.rainsalestraining.com. ========================================= Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. =========================================

Enjoy this BONUS Episode - Q & A with Mike Schultz, President of RAIN Group A few highlights... we talk about:  New research proving that cold calls and outbound still works to generate sales Insights into what buyers wants from sellers Which channels work, in what context and sequence, to create sales pipeline More about our guest:   President of RAIN Group, Mike Schultz is world-renowned as a consultant and sales expert. He is co-author of several books including the Wall Street Journal bestseller Rainmaking Conversations: How to Influence, Persuade, and Sell in Any Situation (Wiley, 2011) and Insight Selling: Surprising Research on What Sales Winners Do Differently (Wiley, 2014). He was named the Top Sales Thought Leader globally in 2011 by Top Sales Awards. Mike and the team at RAIN Group have worked with organizations such as Toyota, Monitor-Deloitte, Harvard Business School, Oracle, Fidelity Investments, Ryder, Quintiles, UL, Navigant Consulting, Hitachi, Lee Hecht Harrison, Lowe's, and hundreds of others to unleash sales performance. News outlets such as Business Week, The Globe and Mail, Inc. Magazine, MSNBC, and hundreds of others have featured Mike's original articles and white papers, and frequently quote him as an expert. Mike's most recent research includes What Sales Winners Do Differently, Top Performance in Strategic Account Management, and the Top-Performing Sales Organization. Along with his books, Mike has written hundreds of articles, case studies, research reports, white papers, and other publications in the areas of selling and marketing. He also writes for the RAIN Group Sales Blog. Mike is also the director of the RAIN Group Center for Sales Research. Mike is a graduate of Brandeis University in Waltham, MA with a B.A. in American Studies, and holds an MBA from the F.W. Olin Graduate School of Business at Babson College. Mike is currently on the faculty teaching sales at the Brandeis International Business School. Mike also enjoys fly fishing and golf, and actively studies and teaches the traditional martial arts of Seirenkai Karate and Jujitsu, holding the ranks of third degree black belt and Sensei. He lives on a lake west of Boston.

In this episode of the Sales Prospecting School, we debunk (bust) five sales prospecting myths. Myths: 1. Buyers don't want to hear from sellers. 2. Cold calling is dead. 3. It's impossible for sellers to get through. 4. Buyers don't want to hear about your capabilities. 5. Cold 'meetings' don't convert into sales wins. This podcast was inspired by a report created by the RAIN Group. You can find more information on the report by going to: https://www.rainsalestraining.com/blog/5-sales-prospecting-myths-debunked-white-paper

Adam Somlai Fisher A year ago we’ve met at The Next Web. You’ve shared your story on how Prezi started and you gave us some tip’s and tricks. There were no surprises or scoops in the interview last year. In stead you said: We’ll share the Big bangs when they happen…. and now you’ve reached out to me because you have an announcement to make… So tell me, what’s the big bang you want to share? Now one year later you have announced a new service for marketing and sales professionals.. I’m really excited to discover more about that. Could you share what you’re up to now? Target Insights? For whoo? What can we see and how can it help me as a marketing and sales professional? Advanced collaboration. Like in Google Doc’s? Colleagues can work real time in the same project and see each others work? Remote presenting? Any device? ChromeCast? AppleTv? What’s needed to do so? last yr I asked: where do you start 5 years from now: New app released: Nutshell. What is it again and how is that working out? Growth was the main thing you wanted to focus on. You had 55 million users by then? Er is nieuws vanuit het PREZI kamp. Een jaar geleden sprak ik de co-founder van Prezi, Adam Somlai Fischer op The Next Web. Hij beloofde me een seintje te geven als hij nieuws heeft en… er is nu nieuws bij Prezi! Want het presentatieplatform dat gebruikers helpt om effectiever met hun publiek en klanten te communiceren, introduceert vandaag Prezi Business. Dit nieuwe platform combineert de voordelen van Prezi-presentaties met nieuwe tools voor zakelijke productiviteit. Denk aan tools voor samenwerking tussen teams en met het publiek, analysefunctionaliteit, integratie met Slack en mogelijkheden voor presenteren op afstand. Prezi Business voorziet in de groeiende behoefte van bedrijven aan openheid en teamwork op alle niveaus van de organisatie en de behoefte van moderne klanten aan een dialoog in plaats van eenrichtingsverkeer. Deze trends hebben impact op de presentatiemarkt en hebben bijgedragen aan lang verwachte veranderingen. Deze veranderingen worden kracht bijgezet door scholieren en studenten die het klaslokaal inruilen voor de werkplek. “Millennials vertegenwoordigen een fors percentage van onze 75 miljoen gebruikers. Toen zij de arbeidsmarkt betraden, brachten zij hun moderne verwachtingen en favoriete tools met zich mee”, aldus Peter Arvai, de CEO en medeoprichter van Prezi. “We hebben Prezi Business ontwikkeld voor gebruikers zoals zij. De oplossing is geschikt voor iedereen die geïnteresseerd is in een meer visuele, op samenwerking gebaseerde en datagestuurde manier van presenteren, en belangrijker nog, een presentatiestijl wil hanteren die in het teken staat van een dialoog met het Tijd voor de nieuwe manier van presenteren Presentaties vormen een essentieel onderdeel van de bedrijfscommunicatie. Er is bewijs in overvloed voor het feit dat afstappen van ouderwetse presentatiemethoden (een eenzijdige dialoog, slides en bullet points) veel positieve impact kan hebben op het zakelijke succes. Zo geeft de RAIN Group aan dat salesprofessionals meer omzet kunnen genereren door met prospects samen te werken in plaats van enkel tegen hen aan te praten. En volgens recent onderzoek door ION Interactive zegt twee derde van alle consumenten dat interactieve content langer in hun geheugen achterblijft dan statische content. Prezi Business is een platform dat alle visuele voordelen en mogelijkheden voor het hebben van een conversatie van Prezi combineert. Gebruikers kunnen uiteenlopende verhaallijnen binnen hun presentaties samenbrengen en op dynamische wijze de verhaallijnen selecteren die aansluiten op de specifieke interesses van hun publiek. Nieuwe zakelijke functies zijn onder andere: ● Advanced Collaboration – Functies voor het gezamenlijk bewerken van presentaties en toevoegen van opmerkingen bieden ondersteuning voor real-time samenwerking en maken een einde aan het moeten werken met verschillende versies. Gebruikers kunnen rechtstreeks met elkaar communiceren binnen preti’s, waar ze zich ook maar bevinden. Prezi Business slaat alle presentaties in de cloud op, zodat gebruikers die op een centrale locatie kunnen sorteren, selecteren of koppelen. De presentaties kunnen vervolgens worden gedeeld met collega’s voor gezamenlijke bewerking of worden gedeeld met klanten, die ze intern kunnen gebruiken om de dialoog voort te zetten. ● Prezi Analytics – Real-time analysemogelijkheden voorzien organisaties van feedback, zodat de sales- en marketingafdelingen hun aandacht kunnen richten op klanten met de meest prangende behoeften. Presentatoren kunnen real-time gebruiksdata raadplegen om na te gaan wanneer ze een prospect moeten opvolgen of te achterhalen welke onderwerpen het beste werkten bij hun publiek. Managers kunnen met een analytisch leaderboard de prestaties van het hele team bijhouden en de productiviteit verbeteren. ● Integratie met Slack — Slack biedt gebruikers van Prezi Business de mogelijkheid om samen te werken aan presentaties via het communicatiekanaal dat bijdraagt aan een sterke verbetering van de zakelijke productiviteit. Prei-gebruikers ontvangen meldingen van Slack als iemand een opmerking over hun Prezi heeft achtergaten, als iemand een Prezi met hen heeft gedeeld en als iemand hun Prezi heeft bewerkt. Ook worden gebruikers op de hoogte gebracht wanneer hun Prezi wordt bekeken en geanalyseerd. Op deze manier beschikken ze over real-time feedback van hun publiek. ● Presentaties op afstand in HD-kwaliteit – Organisaties die voor Prezi Business kiezen, krijgen hun eigen wachtwoordbeveiligde virtuele vergaderkamer toegewezen voor het hosten van presentaties, zodat iedereen die vanaf elke locatie kan bekijken. Presentaties op afstand verlopen soepel en met haarscherpe beelden. Preti’s kunnen worden weergegeven of gepresenteerd in HD-kwaliteit, zonder de noodzaak van software voor het delen van het beeldscherm. Prezi Business is per direct wereldwijd verkrijgbaar. Raadpleeg de site voor meer informatie Prezi, Adam Somlai Fischer, Jelle Drijver, Prezi Business FW057 - NEW PREZI Business - Adam Somlai Fischer en Jelle Dijver | Frankwatching

In this episode, Mike Schultz, Co-President of Rain Group and best-selling author of Insight Selling, shares the findings of an extensive research project the Rain Group conducted into what top performing sales organizations do differently from the rest. Asking questions about what companies should be doing to drive their sales organizations to be stronger, Mike reveals what they learned from the responses they received from over 450 companies across 26 different industries during this year-long study. Listen as Mike shares their findings about the relative importance of sales process maturity, investments in training and team development, goal setting, account development and many other key factors that correlate to improved sales performance. If you want to learn where you should focus your energy and your investments to transform the performance of your sales organization in 2016, then you need to listen to this episode.  

Mike Schultz, President of Rain Group, a leading sales training and consulting firm, shares insights from new research published in his book “Insight Selling: Surprising Research on What Sales Winners do Differently.” He shares with BizTalk Host Jim Lobaito the two types of insight selling, what the sales winners do and why they are so effective in today’s selling environment.

No one likes to be told what to do. And that applies to your buyers as well. If you just tell them what you think they should do, you will be met with reluctance and resistance, says John E. Doerr, President of RAIN Group. You will have much greater success if you collaborate with them. In this podcast, Doerr explains why collaboration is important and outlines how to create a collaborative relationship with your buyers.

Selling to C-level executives is more about making a single sale. It's about building long-term, lifetime relationships. That means you must approach high-level executives differently than other decision makers. Listen as Ago Cluytens, Practice Director EMEA at RAIN Group, discusses the best strategy for selling to C-level executives.

After hearing people say relationship-based sales approaches are dead, RAIN Group decided to find out if that were true. After all, people have been using that for many years, and if it were true, their way of doing business would have to change significantly. To its surprise, RAIN Group did not see evidence of relationship selling's death in the research they conducted. Listen as Mike Schultz, co-president of the firm, explains why relationship-based selling is still important and what sales winners do over their second-place finishers.

When it comes to selling professional services, top sellers do two things that set them apart from the competition. One of those is educating their buyers with new ideas and perspectives. Listen as John Doerr, Co-President of RAIN Group explains why that is so important to buyers, the second most important factor when selecting a provider, and what to do if you're struggling to win sales.

You know you have to understand your client's needs in order to give them the best solution to their problem. But are you digging deep enough to uncover the real issues? When you do that, you can present your solution in the context of what you discover, create urgency, and increase the likelihood of their buying from you. Listen as John Doerr, co-president of RAIN Group, explains how to use needs discovery techniques to get to the root of your client's problems.

Ninety percent of sales training fails. When you consider how much a company spends per person on sales training, a company can lose as much as $500,000 a year on failed sales training. Those are frightening figures, but companies can improve them, says John Doerr, Co-President of RAIN Group and co-author of the new report Why Sales Training Fails. Listen as Doerr discusses why sales training fails for so many companies and what they can do to fix that and start generating more money, not lose it.

Often salespeople think they have to convince prospect to buy their services, and they won't let up until they finally say yes and they get their money. That is not how you develop longtime clients that sustain your business over the years. You want to influence them: ask questions, make recommendations, and take them on an emotional journey where they see how their lives will be better if they work with you, says RAIN Group co-president John Doerr.

When dealing with client objections, there are many dos and don'ts for how to respond. But the biggest mistake that can block a sale is not addressing the objection. The worst thing you could do is leave it on the table and not respond. Listen as Mike Schultz, President of RAIN Group and author of Turning No into Yes:  How to Handle the Most Common Client Objections, discusses the importance of unearthing all objections, outlines the five steps for overcoming objections, and gives examples for how to respond to common objections.

Why do people buy from you and not your competitor? Is it a higher level of service? Is it a diversified level of service? Is it a complex niche that you're in that because of your experience or industry will give you a leg up and help your clients? When you can answer that--explain your value proposition--then you can build out your marketing plan, target your ideal clients, and grow your business, says Mike Schultz, President of the RAIN Group. You won't have to compete against price.