Expert To Rainmaker
Fifty years ago, sales skills courses were invented to teach discharged GIs to sell vacuum cleaners, automobiles, and aluminum siding. These simple products addressed easily anticipated, unsophisticated customer needs. Top-Ten-Tips courses taught hopeful hucksters to smile, shake hands, and talk benefits, not features. Salespeople learned to do what ever it takes to close the sale… they would rarely have to face their customer again.
In today's world, managing a global account or running a high-tech client meeting is not the same as selling vacuum cleaners. Products are more complicated. Clients are sophisticated, with complex, ever changing needs. They want reliable solutions, not products. They seek trusted technology partners, not sales pitching hucksters. In this environment, undifferentiated sales pitches fall on deaf ears. Traditional sales closes leave clients feeling manipulated.
From Expert to Rainmaker is a practice-intensive skills program designed specifically for smart, hi-tech sales "experts" who sell complex products and services to sophisticated clients. It focuses on developing the skills, mindsets, and strategies needed to be successful selling "hi-tech". The program is founded on 20 years of research into the attitudes, knowledge, and practices of the most successful high-tech and professional service salespeople in North America, Latin America, Europe, Japan, and Asia.
Intended Audience
- Account Reps
- Pre-sales Support People
- Application Engineers
- Solutions Architects
- Customer Service Representatives
- Sales Managers
- Anyone who comes in contact with internal or external clients
Download PDF