RAIN Group

Most SKOs fail to drive behavior change. Only 1 in 5 organizations with highly effective SKOs report very strong seller behavior impact. That means you could have high attendance, great energy, even strong ratings, and still walk away without changing how your team sells. In new research from RAIN Group and Alchemist Learning and Development, we uncovered: ▪️ The 5 core drivers of high-impact SKOs ▪️ 3 post-event amplifiers that keep momentum going ▪️ Where most companies are falling short Get the full report + SKO Planning Checklist. https://hubs.li/Q03Q16B_0

Retain your margins, confidence, and deals throughout sales negotiations. In this article, we share a framework for navigating negotiations without losing your leverage: https://hubs.li/Q03PYh6f0

Opportunities are out there. But they won’t fall into your lap. Buyers are investing more strategically. They’re open to switching providers. And they want to hear from sellers early in the process. But here’s the catch—you have to show up with value. Bring new insights. Share fresh ideas. Be the one who sparks the conversation. Do this well, and you won't just hit your number. You’ll surpass it. And don’t forget your current accounts. If you want to grow them, you need to create new conversations proactively. Waiting around isn’t a strategy. Leading with value is. #B2BSales #SalesStrategy #AccountGrowth #ValueSelling #SalesConversations

It's that time. Organizations are planning and setting enablement goals for 2026. In this era of constant change, sales leaders are under pressure to build a culture of growth, resilience, and adaptation on their teams. For sales enablement to truly thrive, it must embrace continuous learning and development. In this article, we share how organizations can use everboarding to equip sellers with structured learning journeys that build mastery over time. https://hubs.li/Q03LKX_M0

Sales kickoffs (SKOs) are a missed opportunity for many sales organizations. Even with an enormous investment, most SKOs fall flat when it comes to driving real sales performance. SKOs can and should be a launchpad for behavior change and seller motivation. In this live event tomorrow, Andy Springer ✪ shares insights into our latest research on SKOs, and how organizations can apply them to create critical enablement touchpoints. Register here: https://hubs.li/Q03NzTJD0

Top-performing sales teams have one thing in common. They don’t wing it. They follow a clear, consistent playbook. When reps know what good looks like, they sell more. When managers coach to a shared process, they coach more effectively. When onboarding is smoother, everyone ramps faster. That’s the power of a well-built sales playbook. It brings structure, clarity, and repeatability to every part of the sales engine. In this guide, you’ll learn: • What to include in a high-impact playbook • How to build one around your actual sales process • Strategies for rollout, coaching, and ongoing optimization You’ll also get a template and checklist to make implementation easier. Access the free resource here: https://hubs.li/Q03M7jbQ0

The later you connect with buyers in their buying journey, the less likely they are to want to hear from you. In fact, 71% want to hear from sellers at the earliest stage when they're looking for ideas and possibilities to drive results. They'll do their own research, but it's up to you to proactively identify opportunities and capture their attention. In this article, John Doerr shares best practices for sales prospecting, including 6 proven offers you can use when connecting with prospects! https://hubs.li/Q03P20440

Most sellers ask too many questions—and not enough of the right ones. You’ve probably seen it: Reps jumping into discovery with a long list of scripted questions, but leaving without any real insight or connection. The best sellers ask incisive questions that uncover buyer needs, spark new thinking, and actually move the sale forward. We just pulled together 50 of the most powerful sales questions you can ask in your conversations. Inside the guide: ✔ 3 questions that instantly uncover critical buyer information ✔ 7 rapport-building questions that go beyond small talk ✔ The least talked about category of sales questions—yet one of the most effective ✔ A proven way to uncover the full set of buyer needs Great questions don’t just open doors. They close deals. https://hubs.li/Q03M7pF60

AI for sales isn't just a buzzword. It’s helping sellers actually apply what they’ve learned—and enabling leaders to drive measurable performance improvements. In this free ebook, we explore: - How AI coaching drives ongoing development - Use cases tied to real revenue outcomes - The keys to unlocking adoption across your team If you're using (or considering) AI to elevate sales coaching, this guide will help you get more from your investment. Download here: https://hubs.li/Q03NsJsL0 #SalesLeadership #AIinSales #SalesTraining #SalesCoaching #Enablement

Coaching at scale doesn’t mean compromising quality. Andy Springer ✪ walks through how generative AI can deliver high-impact, personalized sales coaching without waiting for the next pipeline review. Learn more in his new article on Forbes: https://hubs.li/Q03Nx0Y70