New Sales Training Course: Selling to Senior Executives

BOSTON – April 9, 2024 – RAIN Group, a global sales training company delivering results through in-person and virtual sales training, coaching, and reinforcement, announced today the launch of its newest sales training program, Selling to Senior Executives.

In the course, sellers are introduced to the nuances of executive-level sales and learn how to adjust their sales approach, capture attention, build trust, and win.

“Not only is it more challenging to reach the C-suite, but executive buyers operate on a different scale, driving change at an organizational level. To succeed at higher levels, sellers must understand how the approach to selling differs and then take steps to adjust accordingly. In this program, sellers learn how to shift their mindset, identify and present solutions that align with strategic objectives, and navigate complex selling situations with senior buyers,” shared Erica Schultz, CMO at RAIN Group.

Learning modules in Selling to Senior Executives include:

• Principles of Selling to Senior Executives
• What Senior Executives Care About
• Gaining Access to Senior Executives
• Developing Executive Presence
• Preparing for Sales Meetings with Senior Executives
• Interaction Insight: Driving Buyer Insights and Points of View
• Inspiring Buyer Action: New Reality and Buyer Change Blueprint
• Leading an Executive-Level Sales Meeting

The program builds upon foundational selling skills and introduces a core framework around nine key principles where sellers must engage with executive buyers differently than other buyers. The content is methodology-agnostic and can be used to complement any existing sales education program.

In Top-Performing Seller research from the RAIN Group Center for Sales Research, analysts found that top-performing sellers are 91% more likely to excel at developing enterprise-level relationships, 88% more likely to excel at inspiring buyers to reach out to them for advice and ideas, and 1.4x more likely to inspire confidence and succeed with executive-level buyers.

The Selling to Senior Executives modules will also be included in Total Access, subscription-based sales training that gives users access to RAIN Group’s entire suite of training modules, videos, tools and assets, and more.

Learn more here. >> 

About RAIN Group

Founded in 2002, RAIN Group is a Top Sales Training Company that delivers award-winning results through training, coaching, and reinforcement. The firm has helped hundreds of thousands of salespeople, managers, and professionals in more than 75 countries significantly increase their sales results. Headquartered in the greater Boston area, office locations include Bogotá, Geneva, Johannesburg, London, Mexico City, Mumbai, Santiago, São Paulo, Seoul, Sydney, and Toronto. To learn more about the sales training programs RAIN Group offers, visit this page or follow us on LinkedIn.