Guides & Tools

  • [Reference Sheet] Strategic Account Management Research Resources

    [Reference Sheet] Strategic Account Management Research Resources

    Your clients are your best source of information for effective account planning. But where do you go to get information your clients can't provide? What resources can deliver the information you need without leading you down a rabbit hole? We have the answers in our Strategic Account Management Research Resources reference sheet.

  • Sales Expert Interview Series: <br>An Interview with Andrew Sobel, co-author of <i>Power Relationships</i>

    Sales Expert Interview Series: An Interview with Andrew Sobel, co-author of Power Relationships

    Andrew Sobel

    Learn what it takes to succeed in sales today in this exclusive Sales Expert Interview Series. In this episode, RainToday Editor Michelle Davidson talks with Andrew Sobel, an authority on client relationships, about what it takes to capture buyers' interest and earn client loyalty.

  • [Reference Sheet] Strategic Account Planning Questions

    [Reference Sheet] Strategic Account Planning Questions

    When it comes to growing your accounts, knowledge is power: research drives your account planning process. With research, you uncover such things as external trends affecting the account, internal aspirations and afflictions at the account, value you can add, and key competitors. This reference sheet will help you with that. Use it to make sure you get the information you need to add value and grow your accounts.

  • Sales Expert Interview Series:  <br>An Interview with Jill Konrath, Sales Strategist, Speaker, and Author

    Sales Expert Interview Series: An Interview with Jill Konrath, Sales Strategist, Speaker, and Author

    Jill Konrath

    In this episode of the exclusive RAIN Group Sales Expert Interview Series podcast, RainToday Editor Michelle Davidson talks with sales strategist Jill Konrath about what to do to become a top seller and set yourself apart from other salespeople.

  • [Book Chapter] Insight Selling

    [Book Chapter] Insight Selling

    Research shows the greatest difference between sales winners and second-place finishers is that winning sellers provide value through insight. This excerpt from Insight Selling, written by Mike Schultz and John Doerr, will get you on the right track for doing that. Download it and learn what sales winners do and how to apply those behaviors to your sales strategy.

  • Sales Expert Interview Series:  <br>An Interview with Tom Searcy, Hunt Big Sales

    Sales Expert Interview Series: An Interview with Tom Searcy, Hunt Big Sales

    Tom Searcy

    In this episode of the exclusive RAIN Group Sales Expert Interview Series podcast, RainToday Editor Michelle Davidson talks with Tom Searcy, CEO of Hunt Big Sales, about strategies to help you land big accounts. 

  • Sales Expert Interview Series: <br>An Interview with Mark Roberge, HubSpot

    Sales Expert Interview Series: An Interview with Mark Roberge, HubSpot

    The sales world has changed over the years. Learn how things are different and what it takes to succeed in sales today in this exclusive Sales Expert Interview with Mark Roberge, Chief Revenue Officer and past Senior Vice President of Worldwide Sales & Services at HubSpot. Listen to learn Mark's take on how the best sales teams build trust quickly, use technology and signals from the marketplace to understand the buyer, and more.

  • Sales Negotiations Reference Sheet

    Sales Negotiations Reference Sheet

    Have you ever been overwhelmed as you prepared for a sales negotiation? Worse, have you avoided taking the time to prepare before you entered a negotiation conversation? Be ready for your next negotiation with this quick reference guide. It's chock-full of tips and reminders in an "at-a-glance" format to help you prepare before you walk into any sales negotiation.

  • [2014 Edition]<br>Social Networking for Professional Services:<br>How to Add Social Media to Your Networking Plan

    Social Networking for Professional Services: How to Add Social Media to Your Networking Plan [2014 Edition]

    With all of the social media platforms out there, how do you decide which are right for you? How can you use social networking to help build, maintain, and enhance relationships with prospects and clients? This guide, updated for 2014, will help you answer those questions. Not only do you get an analysis of the best tools for professional services firms, but you get advice for implementing them and examples of how firms use them to grow their business.

  • Video Presentation: 3 Types of Questions that Improve Sales Conversations

    Video Presentation: 3 Types of Questions that Improve Sales Conversations

    Mike Schultz

    Many people think of insight selling as educating buyers through presentations and talking. That’s only part of it. To achieve the full impact of insight selling, you must also ask the right questions. When you do, your stories and presentations become much more powerful. In this video from RAIN Group President Mike Schultz, you’ll learn about the three types of questions you can use to start generating more impactful (and insightful) sales conversations.