IT Sales Training

Most companies have undergone a massive overhaul in digital operations in the last few years. With most orgs supporting large remote workforces, the need for tech infrastructure to support remote file management and storage, security, team collaboration, and more has increased.

Many were forced to patchwork solutions during the pandemic, putting bandages on systems that don’t talk to each other, require manual support, or use high amounts of bandwidth.

IT sellers are in the unique position to solve these problems. But buyers are frequently resistant to change, especially for solutions that require significant investments of time and money.

To be successful, IT sellers need to take a consultative approach to uncovering needs, demonstrating impact, and visualizing the potential results of their customers’ digital transformation. At RAIN Group, we’ve worked with IT product and services companies to design sales training that boosts sales and increases revenue.

IT sellers are in one of the most challenging sales roles in the world. Technology is constantly evolving, and your sellers have to know how your products and solutions fit into the wider picture of AI, edge computing, the cloud, 5G, and more. They have to know applicable tech specs and how they integrate with end-user systems. They have to be comfortable making proactive recommendations and speak the language of their non-tech buyers while selling into non-tech verticals.

This leaves a lot of room for missed opportunities.

At RAIN Group, we introduce your sellers to a proven, repeatable process for leading impactful conversations, uncovering needs, responding to objections, and pushing sales forward.

Quote

We've experienced significant behavior change since the trainings. Now, our team speaks the same language when we're approaching existing clients and trying to attract new ones. We have a specific plan, roles, and script. Deals that previously lingered for six months without movement are now moving up or out, allowing sellers to focus on other deals. RAIN Group understood our industry and situation. As a result, their solutions have created fantastic opportunities for expansion.

Lance Gibbs, Chairman, BP3 Global

Hitachi Solutions Generates More Than $40 Million in Revenue from Existing Accounts

Hitachi Solutions Canada provides global IT solutions through a portfolio of management consulting, implementation, and support services.

Hitachi engaged RAIN Group to help implement a strategic account management process, build strategic account management skills, and build sales skills among their team of consultants and leaders.

Through assessments, custom workshops, and a strategic account process, Hitachi saw exceptional results with their sales team.

// Industries

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Challenges Selling IT Services

Challenging Conversations

Growing Pipeline

Add Ons

Virtual Selling