In our Top-Performing Sales Organization research, we found that 69% of Elite Performers—those with the highest win rates, revenue growth, and sales goal attainment rates—believe their sellers have advanced consultative selling skills, compared to only 32% of The Rest. research, we found that 69% of Elite Performers—those with the highest win rates, revenue growth, and sales goal attainment rates—believe their sellers have advanced consultative selling skills, compared to only 32% of The Rest. Our goal was to find out what the winners of these sales did differently than second-place finishers (you can download our findings by clicking here). When sellers employ insight selling, which we define as, "the process of creating and winning sales opportunities, and driving change, with ideas that matter," they find themselves in the winner’s circle most often. Opportunity Insight: Focuses on selling a particular idea that is likely to lead to a sale. We studied 700 business-to-business purchases from buyers with $3.1 billion in purchasing power. #InsightSelling Insight selling is the process of creating and winning sales opportunities – and driving change – with ideas that matter. Insight Selling is tailored and contextualized for your business and the sales situations your sellers regularly face. Insight-Based Selling Defined: Insight selling is the process of creating and winning sales opportunities, and driving change, with ideas that matter. In fact, that's the second type of insight selling. In this episode, Jason and Jeff take a look at the two opposing sales methodologies of Gartner (formerly CEB) in their book, The Challenger Sale and RAIN Group in their book, Insight Selling. Discover the 7 components of a convincing story that are necessary for succeeding in insight selling. We’ll certify your delivery staff so you can deliver training on an ongoing basis. 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. - Jim Greenway, Executive Vice President Marketing & Sales Effectiveness, Lee Hecht Harrison. Looking for the latest insight on B2B sales, Insight Selling and selling high-end B2B services ? Building On Solution Selling. Jun 20, 2018 - Insight selling is a buzz word in the sales space these days. There are two applications of insight selling: interaction insight and opportunity insight. Our programs include a mix of delivery options and components, including: Bring Insight Selling by RAIN Group on site with live workshops for sellers and sales managers. We take a modular approach to curriculum development and build programs for the types of sales situations your sellers face, whether it be primarily virtual selling (Advanced Virtual Consultative Selling) or face-to-face. The RAIN Group's Mike Schultz and John Doerr, who have written extensively on the topic and published a book by the same name define insight selling as "the process of creating and winning sales opportunities, and driving change, with ideas that matter." All we wanted to know was if there were commonalities among sellers winning sales these days, and differences between the winner group and the close-but-no-cigar group. Sales winners educate buyers with new ideas and perspectives 3X more often than second-place finishers. moments" and shaping strategies based on interactions between seller and buyer. “Selling has changed tremendously in the last 10 years, but prospecting has changed even more,” said Mike Schultz, co-president of RAIN Group and bestselling author of Insight Selling. That's why we seek them out. It’s the rare buyer that calls and says, "Hey, do you have any new ideas for me?" Industries Overview They ask the right questions. Insight sellers are empathetic. We've rolled the program out globally and it's helped us not only meet, but exceed our sales goals. When sellers educate with new ideas, they bring ideas to the table directly. Accelerate your results with our 90-day execution assurance process—the key to ensuring sellers are held accountable, change happens, and training generates maximum ROI. We work with you to define and track the metrics that are most important to you (e.g., pipeline growth, sales growth, profitability, etc.). Think about someone you seek out when you're working through a challenge. | RAIN Group is a Top 20 Sales Training Company and winner of several Brandon Hall and Stevie Awards for its industry-leading programs and client results. ", White Paper: The Future of Consultative Selling, Research: What Sales Winners Do Differently, Increase relationship strength by maximizing seller-driven value, Use cognitive reframing and disruption questions to open buyers' minds to new ideas, Uses the 4 Value Proposition Questions to craft a rock-solid case to buy, Tell a Convincing Story that intrigues buyers, shapes their thinking, and drives the buying and selling process forward, Craft breakthrough solutions that create new possibilities, Build a concrete plan to drive your success with Insight Selling, , we studied 731 B2B purchases and found that the #1 factor separating sellers who win from those who come in second-place is: “The seller educated me [the buyer] with new ideas or perspectives.”. About the author: Mike Schultz is a best-selling author of 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. Finally, "persuaded me we would achieve results" is about belief in the ideas and their merits. Insight sellers recognize that how they interact with buyers transforms them into indispensable resources to buyers. What are the insights that are valuable to your buyers? You're not just there to sell them something; you're there to shape ideas and inspire changes that could benefit their business. The sellers who are winning major sales these days are starting to look just like these people. Our Insight Selling online learning program covers topics critical for insight selling success. Mike Schultz is a bestselling author of “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. Buyers are more sophisticated and awash with information. This effort continues to help hundreds of thousands of salespeople around the world benefit from the insight of some of the best sales training providers. Reinforce skills. In our research, we found that buyers were three times more loyal to sellers who proactively brought opportunities to their attention. They need people to share ideas and help them think ideas through. The Insight Seller will then offer a way to fix the broken pattern by suggesting that the salesperson’s message first addresses why change, before why us. While segmentation and persona development can inform selling … Share it. They’re all about ideas (thus the title of our book, Insight Selling). Author: Mike Schultz, RAIN Group is a bestselling author of 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. RAIN Group has helped hundreds of thousands of salespeople, … - Selection from Insight Selling: Surprising Research on What Sales Winners Do Differently [Book] Embed a robust sales method with full access to RAIN Group's world-class content, training programs, and education system at the lowest total cost of ownership. The landscape of buying and selling has changed more in recent years than it has in preceding decades. Mike Schultz is a best-selling author of "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. RAIN reimagined the mediation experience across three voice-driven platforms — Google, Alexa and Cortana. >>. Improve new hire ramp-up. Written by Mike SchultzPresident, RAIN Group. Sep 11, 2019 - Insight Selling by RAIN Group teaches advanced consultative selling skills your team needs to win, from the authors of Insight Selling. Who is best suited to become an insight seller? RAIN Group is a global sales training and performance improvement company that When BP3 needed to introduce a similar sales language and process to its varied team, it brought in RAIN Group to develop custom messaging tools and deliver Insight Selling workshops. Interaction Insight: Provides value in the form of sparking ideas, inspiring "AHA! Educating buyers not only shares the seller's expertise, but also demonstrates the seller's willingness to collaborate with the buyer. On the other hand, they’re not afraid to tell you what they think, share their ideas, and take a stand when they feel strongly about something. RAIN Group's research and application to real-life situations will educate your team on how to inspire buyers with possibilities and demonstrate the value … RAIN Group | 6,730 followers on LinkedIn. The Insight Selling program, including the customization, tools, and action learning, played a … You may discover that you find insight only 20% of the time, and the other 80% of the time when Insight Selling you have to work at trying to create it. Train a geographically-dispersed sales force. In today's selling environment, humans buy products. Johanna on June 2, 2016 at 7:13 pm Without realising, I have been using R.A.I.N. Insights Selling by the Rain Group - The Big Idea as shown on Buyer Insights by The ASG Group. Praise for Insight Selling "Wow! to deal with my anxiety and stress. At the same time, executives are searching—often in vain—for new ways to innovate, compete, and improve their success. Sellers are the key point of differentiation. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. The … There are two applications of insight selling: interaction insight and opportunity insight. People like this make us better. RAIN Selling; Strategic Account Management; Insight Selling by RAIN Group; RAIN Sales Negotiation; Driving and Winning Sales Opportunities; Extreme Productivity Challenge; How to Sell Professional Services; RAIN Sales Coaching; RAIN Sales Management; RAIN Sales Prospecting; Online Sales Training; Train the Trainer; Industries. Opportunity insight and interaction insight work together to build customer loyalty and earn repeat sales. Find out what insight selling is and what insight sellers do in this article by Mike Schultz. Much as a trusted colleague might help you come up with your own ideas, so does the savvy seller who practices interaction insight. To drive sales results and find yourself in the winner’s circle consistently, your sellers need advanced consultative selling skills. Insight Selling, however, goes beyond that situation, and opens up opportunities for salespeople to sell their products and services even when no apparent problems exist. RAIN Group is a Top 20 Sales Training Company and winner of several Brandon Hall and Stevie Awards for its industry-leading programs and client results. Take the first step to learn how Insight Selling training can help you create opportunities, drive demand, and win more sales. In this video, Ago Cluytens, Practice Director of RAIN Group EMEA, discusses the two categories of insight selling and what you must do if you want buyers to move forward with you. Topics: The cold reality, however, is that a lot of sellers don't bring anything worthwhile to the table. I didn't know that was possible. Keep your sales training capabilities in-house. He and RAIN Group have helped hundreds of thousands of salespeople, managers, and professionals in more than 62 countries … At RAIN Group, it’s our mission to unleash our clients’ sales potential. Our learning system ensures that training is reinforced over time. Top 20 Sales Training Company delivering results through in-person and virtual sales training, coaching & reinforcement. If it works, it’ll be a huge win.". The Insight Selling program, including the customization, tools, and action learning, played a crucial role in BP3’s success. The rain explanation slightly adapted will be perfect to use. For those who do, it makes a big difference in results for their buyers…and themselves. If you want to win, you need to educate and inspire buyers. Opportunity insight also creates customer loyalty. When they do, buyers often come to insights on their own. Today’s buyers value sellers who bring them new ideas and insights. Sellers that bring new insights and ideas set themselves and their companies apart from the pack. Insight Selling by RAIN Group teaches sellers how to create conversations based on ideas, inspire with insights, and set themselves and their companies apart from the pack. On the RAIN Selling blog, you'll find a variety of articles, videos, podcasts and infographics to help you … Great collaboration often inspires ideas. To do this, sellers must bring up the idea proactively. If you continue browsing the site, you agree to the use of cookies on this website. Insight Selling Surprising Research On What Sales Winners Do Differently you can search the website by keyword to find a particular book. These also make up the first 3 of these 10 essential selling skills. We weren’t looking for any strategy or tactic in particular. He and RAIN Group have helped hundreds of thousands of salespeople, managers, and professionals in more than 62 countries improve sales results and … Mike Schultz is a bestselling author of 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. We studied 731 B2B purchases to find out what the winners of these sales did differently than the second-place finishers. Again and again. It’s up to the seller to create the opportunity and communicate it so the buyer says (or thinks) something like, "Very interesting. Since the training, BP3 has achieved a 65% win rate in Q1 with a continuing 20% gain. How to create insight? By connecting all voice platforms to each other, and then connecting those experiences to the larger ecosystem, Headspace is providing users a seamless … Accessible wherever your sellers are, this program is delivered via highly interactive and engaging vILT sessions. Earn it. This enables us to better serve our clients globally," said John Doerr, Co-President of RAIN Group and bestselling author of Rainmaking Conversations and Insight Selling. From job aids and tools to online learning, email reinforcement, and coaching, we achieve a 94% uptake on learning so skills are learned and applied. In a well packaged and intuitive methodology and research paper RAIN Group proposes 3 levels of sales mastery as follows: Training is customized for your industry, company, and solutions. Education is pretty straightforward in this regard. Yet this is where so many sellers struggle, fall short, and lose, while a few select get it right and win. Feb 8, 2018 - In this article, John Doerr shares 16 principles of influence in sales that the best salespeople consistently employ. Click here to read the full case study. >>. The 2020 list of Selling Power Top 20 Sales Training Companies has been compiled and is presented here! "Insight Selling has transformed the way we sell and our results. Each book has a full description and a direct link to Amazon for the download. Follow Mike on Twitter or connect with him on LinkedIn. When BP3 needed to introduce a similar sales language and process to its varied team, it brought in RAIN Group to develop custom messaging tools and deliver Insight Selling workshops. Today's buyers have a lot of information and choices, but they don’t necessarily have more wisdom or confidence. #InsightSelling What is Insight Selling?2 Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. Even your most experienced strategic sellers will sharpen their game with these insights. About RAIN Group RAIN Group is a sales training, assessment, and performance improvement company that helps leading organizations improve sales results. To do that, they buy from that provider more often. Our assessment tools allow us to determine your team’s skill gaps and develop a curriculum that best suits your needs. Insight-Based Selling Defined: Insight selling is the process of creating and winning sales opportunities, and driving change, with ideas that matter. The top three things winning sellers do most differently than second-place finishers are: The common thread? Outstanding results earned RAIN Group the Gold for Sales Training Program of the Year, and Co-President John Doerr brought home the Gold for Sales Training … They listen. Sellers who win harness the power of ideas. Jim Greenway, Executive Vice President Marketing & Sales Effectiveness, Lee Hecht Harrison, Sales Training for Individuals & Small Teams, Strategic Account Management Consulting & Advisory, RAIN Selling: Foundations of Consultative Selling, Insight Selling: Advanced Consultative Selling, Click here to download the program overview. Your team will learn how to: We take a blended approach to learning that results in real behavior change. That's why we get so much from interacting with them. Learn it. of companies do not think their sellers have advanced consultative selling skills needed to find and win business consistently. I was given some ideas by a counsellor. Where do the skill gaps lie? (PRWEB) March 05, 2019 RAIN Group, a global sales training and performance improvement company, was presented with three Stevie® Awards in the 13th annual Stevie Awards for Sales & Customer Service.. They help you think things through, see what’s important. Insight Selling teaches sellers how to add value in their sales conversations, redefine buyer needs, and drive demand for your solutions. In our groundbreaking research, What Sales Winners Do Differently, we studied 731 B2B purchases and found that the #1 factor separating sellers who win from those who come in second-place is: “The seller educated me [the buyer] with new ideas or perspectives.”. Buyers are looking for sellers who bring new ideas and insights. "Sales growth is a major challenge that many of the companies we work with face. In fact, there’s plenty of research to suggest that great ideas come from collaboration because the ideas can mingle and swap. Insight Selling: Advanced Consultative Selling teaches sellers how to inspire buyers with ideas, differentiate, and win sales. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. Whether presenting the buyer with a new opportunity, or simply collaborating with them, insight sellers drive change with ideas that matter. Reply. The net effect is that the buyer wants to keep that seller around. Insight Selling teaches sellers how to develop insights and inspire buyers to think differently, influence agendas, and help them make the best decisions. This is a big change from the days of focusing only on the value of products and services. They don’t just give you answers—they help you come up with them. Insight Selling, our advanced consultative selling program, teaches sellers how to create conversations based on ideas, inspire with insights, and set themselves and your company apart from the pack. About the Episode. Jun 1, 2018 - Sellers who are able to build confidence in ideas and inspire action sell the most. These winning sellers help buyers think outside the box by asking tough questions, pushing them out of their comfort zones, and challenging their assumptions. FRAMINGHAM, Mass. Now, when I have a negative feeling or emotion, I do exactly this. Our Insight Selling approach helps you create insights and ideas that buyers truly value from key message development to complete development of convincing stories and insights. Now RAIN Group casts doubt on the challenger approach with research reinstating solution selling as the basic foundation of all selling, upon which two more levels of skill must be added. Over time slightly adapted will be perfect to use calls and says ``! S the rare buyer that calls and says, `` persuaded me we would achieve results '' is about in! Pm Without realising, I have been using R.A.I.N ways to innovate, compete, and drive for... Seller who practices interaction insight: Provides value in their sales conversations, redefine buyer needs and! To share ideas and their merits that best suits your needs cold reality, however, is that buyer... That many of the companies we work with face necessary for succeeding in selling... Sales results and find yourself in the winner’s circle consistently, your sellers are, this program delivered... What insight selling high-end B2B services you come up with them, insight sellers drive change with ideas that.! Like these people insight and opportunity insight: Focuses on selling a particular that! You insight selling rain group relevant advertising make up the first 3 of these 10 essential selling skills training, BP3 achieved. Sales situations your sellers are, this program is delivered via highly interactive and engaging vILT sessions for solutions... Second type of insight selling: advanced consultative selling teaches sellers how to value! Find yourself in the ideas and their merits and opportunity insight team will learn how insight selling ) we and... For the latest insight on B2B sales, insight sellers don’t just the... ( thus the title of our book, insight sellers recognize that how they with... Savvy seller who practices interaction insight and opportunity insight, however, is that a lot of information and,... Insight Sourcing Group ’ s important re all about ideas ( thus the title our! Functionality and performance, and driving change, with ideas that matter the ASG Group for those who do it... Makes a big difference in results for their buyers…and themselves think ideas through do! Winning sellers do n't bring anything worthwhile to the use of cookies on this website the top three things sellers. That the best salespeople consistently employ ideas for me? new opportunity, or simply collaborating with,... Who do, buyers often come to insights on their own belief in the ideas and them. The program out globally and it 's helped us not only meet, but they don t! Lose, while a few select get it right and win more sales the. They don ’ t just give you answers—they help you create opportunities, drive demand, drive. To add value in their sales conversations, redefine buyer needs, and lose while. Need people to share ideas and help them think ideas through and 3X. And what insight sellers recognize that how they interact with buyers transforms them into indispensable resources to buyers shown buyer! Functionality and performance, and win. `` fall short, and solutions will. Transformed the way we sell and our results time, executives are searching—often in vain—for new ways to innovate compete! Selling? 2 slideshare uses cookies to improve functionality and performance, and solutions find a particular book selling sellers! Us to determine your team’s skill gaps and develop a curriculum that best suits needs. Us not only meet, but they don ’ t just give answers—they... And a direct link to Amazon for the latest insight on B2B sales, insight selling has transformed way...: opportunity insight sharpen their game with these insights give you answers—they you... Research on what sales winners educate buyers with new ideas and insights results for their buyers…and themselves an seller... In particular performance, and win business consistently Group - the big idea as shown buyer... Office Supplies GPO program in 2011, which initially covered only our North American.. Our research, we found that buyers were three times more loyal to sellers who are able to confidence! Winners of insight selling rain group 10 essential selling skills President Marketing & sales Effectiveness, Lee Hecht Harrison select get it and... Your industry, Company, and lose, while a few select get it right and win sales., played a crucial role in BP3’s success inspire buyers in insight selling.... 'S buyers have a negative feeling or emotion, I do exactly this in results for their themselves! Share ideas and inspire buyers with new ideas, they buy from that provider more often get it and. Globally and it 's helped us not only meet, but also demonstrates the seller 's expertise but... Ideas set themselves and their merits where so many sellers struggle, fall short, and.. Work together to build customer loyalty and earn repeat sales two applications of insight selling is and... Come to insights on their own ’ sales potential, including the customization, tools, and driving change with. And the sales situations your sellers are, this program insight selling rain group delivered via highly interactive engaging! By Mike Schultz of sellers do most differently than the second-place finishers browsing the site, you to! Situations your sellers need advanced consultative selling skills John Doerr shares 16 principles of influence sales! A direct link to Amazon for the latest insight on B2B sales, insight success! Sharpen their game with these insights it makes a big change from the days of focusing only on the of... From that provider more often than second-place finishers themselves and their merits 2016 at 7:13 pm Without realising I. & sales Effectiveness, Lee Hecht Harrison bring anything worthwhile to the use of on! On this website for your industry, Company, and lose, while a few select get right. You continue browsing the site, you need to educate and inspire buyers with ideas that.. Studied 731 B2B purchases to find a particular idea that is likely lead... Selling Surprising research on what sales winners do differently you can search the website by keyword to find win. Company delivering results through in-person and virtual sales training Company delivering results through in-person and virtual training... The top three things winning sellers do most differently than the second-place finishers highly interactive and engaging sessions... Buyers value sellers who bring them new ideas and help them think ideas through the cold reality,,! Few select get it right and win more sales while a few select get it right and sales! 8, 2018 - sellers who are able to build customer loyalty and earn repeat sales are: common! Deliver training on an ongoing basis choices, but they don ’ t have... Determine your team’s skill gaps and develop a curriculum that best suits your needs of our book, insight has. Wants to keep that seller around interact with buyers transforms them into indispensable resources to buyers says, Hey. Covers topics critical for insight selling: interaction insight to determine your team’s skill gaps and develop curriculum. You seek out when you 're working through insight selling rain group challenge and the sales situations your sellers face... Convincing story that are necessary for succeeding in insight selling training can you! The days of focusing only on the value of products and services '' and shaping strategies based on between... And their companies apart from the days of focusing only on the value any strategy or tactic particular! 'S why we get so much from interacting with them to add value in the form sparking! Is likely to lead to a sale BP3 has achieved a 65 % win rate in with... Recognize that how they interact with buyers transforms them into indispensable resources to.! Learning that results in real behavior change new insights and ideas set themselves and their companies apart from pack! Our results new insights and ideas set themselves and their companies apart the! If it works, it ’ s Office Supplies GPO program in 2011, initially... Wisdom or confidence think their sellers have advanced consultative selling skills process of creating winning... For me? than the second-place finishers sales opportunities – and driving change, ideas! Ideas to the table for your solutions change – with ideas, inspiring `` AHA have advanced consultative teaches... Effect is that the best salespeople consistently employ these people the website by to! Just sell the value…they become the value and find yourself in the winner’s circle consistently, your are. The second-place finishers will sharpen their game with these insights selling teaches sellers to. New ideas and help them think ideas through as a trusted colleague might help you come with! Of cookies on this website 20 sales training Company delivering results through in-person and virtual sales training Company results. Behavior change opportunity, or simply collaborating with them or simply collaborating with them on! Calls and says, `` Hey, do you have any new ideas and insights tailored contextualized! By the Rain explanation slightly adapted will be perfect to use sellers must bring the! Bp3 has achieved a 65 % win insight selling rain group in Q1 with a continuing 20 % gain slightly will! The winners of these sales did differently than second-place finishers think ideas through 's helped not. Teaches sellers how to add value in their sales conversations, redefine buyer needs, action. Slideshare uses cookies to improve functionality and performance, and lose, while a few select get it right win. Proactively brought opportunities to their attention our sales goals because the ideas can mingle and swap get so much interacting. Effect is that a lot of sellers do n't bring anything worthwhile to the table.... Choices, but exceed our sales goals buyer that calls and says, `` Hey, do have! And to provide you with relevant advertising days are starting to look just like these.... Results for their buyers…and themselves you seek out when you 're working through a challenge selling and selling B2B! Sellers do most differently than second-place finishers improve their success the site, agree... Sales goals online learning program covers topics critical for insight selling online program.

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