We’ve uncovered significant and surprising gaps in the experiences of buyers and sellers in the virtual space. About RAIN Group Virtual Events All programs include live instruction, planners and tools to apply the learning on-the-job, and reinforcement so concepts stay top of mind. Our Virtual Selling program includes the following components: We take a modular approach to curriculum development and have the building blocks of virtual sales content your team needs to succeed across the sales cycle. Sales Training for Individuals & Small Teams, Strategic Account Management Consulting & Advisory, RAIN Selling: Foundations of Consultative Selling, Insight Selling: Advanced Consultative Selling, Top challenges sellers face in the virtual environment, The factors that highly influence buyer purchase decisions, Virtual selling trends and the impact of the global pandemic on sales, Virtual seller effectiveness across key skills, The most commons mistakes buyers experience when being sold to virtually. The RAIN Selling methodology helps sellers, entrepreneurs, and professionals around the globe lead masterful sales conversations, run effective sales processes, create and win sales opportunities, and unleash their sales potential and results. At RAIN Group, we have a complete virtual selling curriculum across all stages of the sales process from filling the pipeline and leading virtual sales conversations to growing accounts and managing sellers virtually. "Inside selling… In the RAIN Group Center for Sales Research report, Virtual Selling Skills & Challenges: Buyers Share Where Sellers Are Succeeding & Failing, we shared that virtual sellers are doing a poor job in the areas that matter most to buyers. Keep your sales training capabilities in-house and embed a robust sales method. Since beginning our research in Q2 2020, we’ve surveyed 528 sellers and buyers on their virtual buying and selling experiences. Your team will learn how to: Behavior change and client results are our focus. We help clients define their objectives and use virtual delivery to drive the desired change and strongest possible business results. Our team of analysts have worked to uncover the challenges of virtual selling, common mistakes buyers encounter in the virtual space, the factors that have the greatest influence on buyers’ purchase decisions, and more. To find out, the RAIN Group Center for Sales Research conducted a global study of 528 buyers and sellers. Our Virtual Selling Imperatives program not only helps your team successfully transition to virtual selling, but also covers exactly what they need to do to influence and impress buyers online. of sellers say developing relationships virtually is challenging. The Virtual Selling Imperatives program teaches sellers how to master the 4 Virtual Selling Imperatives. To succeed in sales, you need a steady stream of new opportunities entering the pipeline, whether it's with new clients or existing accounts. Very few #sales professionals have virtual selling right at this point. Get participants excited, build the case for change, set expectations, and inspire action with a virtual kickoff session introducing the program to managers and participants. The world of sales as we know it has changed forever. Virtual Selling Checklist (download PDF) This checklist helps you master selling, technology, and productivity in a virtual selling environment. A mere 16% to 34% of sellers do well in the four areas that have the highest influence on buyer purchase decisions. Here are the factors that have the highest influence on buyers decisions and seller effectiveness. I would not hesitate to recommend RAIN Group as a partner to deliver sales capability uplift to a remote and dispersed sales team." Another example of why the team at RAIN Group are the leading thinkers in the world of sales strategy and training.” —Charles H. Green, Author, The Trusted Advisor. RAIN Group’s response to our challenge was exceptional; they conceived, designed and deployed a best-in-class Virtual Sales Academy using a mixture of virtual live delivery, interactive digital reinforcement, and eLearning, and it proved to be a great success. Changes include the addition of more, and likely new, stakeholders entering the buying and selling process. It is research-based, sound, practical, and nuanced. The RAIN Group Center for Sales Research has kept its finger on the pulse of what’s happening in the world of sales as we transition to virtual selling and feel the effects of the global pandemic. With Virtual Selling training, your team will learn how to successfully transition to virtual selling and win in the new sales environment. Most sellers have a lot of room for improvement. RAIN Group December 28, 2020 at 11:31 PM Common Virtual Selling Mistakes #17: Not using selling skills When ... selling virtually, the basic sales principles still apply: you must build rapport, uncover needs, craft compelling solutions, sell the value and ROI, and share new ideas. They serve over 100,000 landscape professionals in the United States and throughout Europe. Virtual Selling in the Context of Covid-19 Help your salespeople to connect with their customer’s new reality We have created a virtual half-day course designed to give B2B salespeople the key skills they need to defend revenue through the pandemic. Selling virtually is a challenge for even the best sellers. 141 - [Interview] Virtual Selling Research with Dave Shaby of RAIN Group from Modern Sales - B2B Selling Podcast on Podchaser, aired Wednesday, 3rd February 2021. Across the board, sellers are finding the transition to virtual selling challenging. The RAIN Group Center for Sales Research has kept its finger on the pulse of what’s happening in the world of sales as we transition to virtual selling and feel the effects of the global pandemic. Our learning system ensures that training is reinforced over time. Learners receive direct feedback allowing them to quickly adopt and improve skills. We’ll certify your delivery staff in our suite of programs so you can deliver training on an ongoing basis. You must master the virtual environment to succeed in the new normal. Sellers have a lot of work to do to close these gaps. RAIN Group's Erica Benedick Wins 2020 Boston Admin Award. Global sales training firm's administrator named Office Manager of the Year. Report - Virtual Selling Skills & Challenges RAIN Group uses cookies to deliver superior functionality and to enhance your experience on our website. How do you build relationships without face-to-face meetings? Sales leaders need to instill calm and confidence so … How can you use technology to your advantage? RAIN Group | 7,385 من المتابعين على LinkedIn. How do you keep buyers engaged? From virtual selling to being more productive while working from home, the Top 20 Sales Training Company released a catalog of events to help sellers with the challenges they face today. of sellers say gaining attention and keeping buyers engaged virtually is challenging. We take a modular approach to our virtual selling programs and tailor them to develop the skills your sellers and managers need to succeed in a virtual environment. Assignments between sessions focus on execution. Our findings are shared in the Virtual Selling Skills & Challenges report with expert analysis and advice outlined in our new book, Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely . RAIN Group, a global sales training company delivering award-winning results through in-person and virtual sales training, coaching, and reinforcement, announced today the release of its book Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely. Common Virtual Selling Mistakes #4: Talking too much Virtual selling doesn't mean you must constantly be speaking. BOSTON - April 7, 2020 - PRLog-- RAIN Group, a global sales training company, announced today a calendar of upcoming virtual learning events for public enrollment. 62% of sellers rated each of the 18 factors studied as at least somewhat challenging. Our team of analysts have worked to uncover the challenges of virtual selling, common mistakes buyers encounter in the virtual space, the factors that have the greatest influence on buyers’ purchase decisions, and more. This report reveals where sellers are succeeding and failing in virtual selling. RAIN Group’s response to our challenge was exceptional; they conceived, designed and deployed a, - James Hourigan, National Sales Director, Optus SMB, [Checklist] Take the Lead in Virtual Selling, 17 Common Virtual Selling Mistakes to Avoid, Virtual Consultative Selling: 8 Things Sellers Must Do, There are major differences between face-to-face and virtual selling, and y, Sales Training for Individuals & Small Teams, Strategic Account Management Consulting & Advisory, RAIN Selling: Foundations of Consultative Selling, Insight Selling: Advanced Consultative Selling, RAIN Selling: Foundations of Virtual Consultative Selling, Insight Selling: Advanced Virtual Consultative Selling, Virtual Selling Skills & Challenges: Buyers Share Where Sellers Are Succeeding & Failing, Lead exceptional virtual sales meetings and conversations, Set up their virtual selling environment and technology like a pro, Become a person of interest to your buyers in the digital world, Learn simple, effective ways to use visuals and on-screen drawing to influence and engage buyers, Apply collaboration principles successfully in core areas across the virtual sales cycle, Build rapport and deepen relationships virtually, Master your virtual meeting platform with specific tips, tricks, and best practices, Craft and deliver powerfully persuasive arguments for change. RAIN Group, a Top 20 Sales Training Company that delivers award-winning results through in-person and virtual sales training, coaching, and reinforcement, announced today the release of … | 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. What Virtual Selling Mistakes Are Buyers Seeing? #virtualselling #selling And almost everyone has screwed it up a time or two. A recent Korn Ferry survey of global sales organizations revealed that virtual selling is here to stay, with fewer than 2% expecting the changes to be temporary. of sellers say developing relationships virtually with buyers is challenging. From job aids and tools to videos, online lessons, quizzes, and coaching, we make sure skills are learned and applied. Take the first step to learn how our Virtual Selling training can help you transition to and win in a virtual environment. of buyers say virtual sellers are skilled in making a strong ROI case. It’s surprising just how challenging sellers find the new sales landscape. Organizations share a proven roadmap that includes the most effective prospecting strategies that … During the program, and at the end of the initiative, we measure progress towards skill development, goals, and business results. Common Virtual Selling Mistakes #7: Leaving on alerts Dings, buzzes, appointment reminders, and Slack notifications are annoying. COVID has greatly affected the buying and selling process. We continue to add to this research, update our findings, and incorporate it in our Virtual Selling suite of training programs. Bite-sized, mobile friendly, micro-learning builds critical knowledge before each VILT session, introducing key concepts and models. That's not as easy as it used to be, given that people are now working, buying, and selling virtually, and many organic opportunities to … This program is delivered via highly interactive VILT sessions designed to maximize practice, skill building, and application. Collaborate with and involve the buyer in the conversation. The global pandemic has accelerated the change from selling in-person to remote selling. Get into your buyer’s brain, understand the factors that have the greatest influence on purchase decisions, and see how you stack up. In our research, we uncovered the factors that have the greatest influence on buyer purchase decisions, and also asked buyers to rate how sellers stack up. A recent Korn Ferry survey of global sales organizations revealed that virtual selling is here to stay, with fewer than 2% expecting the changes to be temporary. The RAIN Group Center for Sales Research has kept its finger on the pulse of what’s happening in the world of sales as we transition to virtual selling. In this report, we share the results of our study on virtual selling, including buyers' perceptions of sellers and areas where sellers need improvement. Top 20 Sales Training Company delivering results through in-person and virtual sales training, coaching & reinforcement. Since beginning our research in Q2 2020, we’ve surveyed 528 sellers and buyers on their virtual buying and selling experiences. Virtual selling is now the new norm. RAIN Group Releases Ultimate Virtual Selling Toolkit. Complete virtual selling curriculum covering all stages of the sales process and sales management. If your sales reps aren’t prepared with skills and techniques suited for the virtual sales environment, you risk losing the attention and engagement that’s so critical to winning complex deals. But it's nothing new. Our Virtual Selling Imperatives program not only helps your team successfully transition to virtual selling, but also covers exactly what they need to do to influence and impress buyers online. You need to address these challenges head-on as you transition to virtual selling. They distract buyers and they distract you. "RAIN Group provided an exceptional and leading-edge virtual learning experience for our national sales channel. Last May, the RAIN Group Center for Sales Research conducted a global study of 528 buyers and sellers to better understand experiences with virtual selling on both sides of the proverbial table. In our Virtual Selling Skills & Challenges report, we share the results of our survey, including: This research is also the foundation for our latest book, Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely, available on Amazon. Common Virtual Selling Mistakes #2: Poor lighting and positioning Backlight makes faces hard to see and overhead lights create glare and unflattering shadows. https://hubs.ly/H0sQvHP0 via eMarketer #virtualselling #selling Virtual selling is here to stay. Even when face-to-face meetings come back, most sales will continue to be done virtually. RAIN Group has been named a Top 20 Sales Training Company by Selling Power and Training Industry and has won multiple awards for exceptional training programs and results. of sellers say changing buyers' points of view about what's possible is challenging. We were struggling with a geographically dispersed sales team that was time poor and had found that self-directed e-learning did not give us the same benefits as pre-set, collaborative learning sessions that the channel was used to in traditional classroom training. Five Steps to Help Your Team Master Virtual Selling COVID has greatly affected the buying and selling process. At the same time, sellers report great challenges as they transition to virtual selling. Accelerate your results with our 90-day Execution Assurance coaching—the key to ensuring sellers are held accountable, change happens, and training generates maximum ROI. Virtualrain's Distributor members sell over one billion dollars annually in green industry products including fertilizers, chemicals, irrigation, drainage, landscape lighting, water gardening, holiday decor, seed, sod, hand tools, geotextiles, and more. “Virtual Selling more than fulfills my high expectations. "RAIN Group provided an exceptional and leading-edge virtual learning experience for our national sales channel. There are major differences between face-to-face and virtual selling, and your sales team needs a different set of skills and a new sales approach to succeed in a virtual environment. Between VILT sessions, application coaching focuses on applying new learning from modules immediately. 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