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// Industries

Software Sales Training for Tech Firms

Build a top-performing software sales team.

Getting through to buyers is no easy task. Especially in software sales, competition is stiff, sales cycles are lengthening, and price pressure is rampant. But one of the biggest hurdles of all? Getting beyond CIO/CTOs.

CMOs spend the biggest part of their budget on tech. CHROs want to retain and attract new talent. CFOs want predictable costs and to reduce OpEx. But software sellers have trouble understanding the needs and speaking the language of non-tech buyers, leaving opportunities and revenue on the table.

If you’re looking to enter new markets, generate high margins, grow revenue, and add value for customers, your sellers need to learn to speak your buyers’ language, leading with insights and identifying business drivers that specifically address the needs of non-tech verticals.

We can help. At RAIN Group, we’ve worked with software companies worldwide to drive sales results and maximize revenue.
brandon_hall_sales_performance_2022

with Google

Adobe
Agilysys
Dassault Systemes
Deltek
Oracle
Pega
SAP Ariba

Software Sales Challenges

Whether you’re selling a new, breakthrough software or trying to unseat established and well-known incumbents, the challenge for software sellers is the same: convincing buyers of the value.

In an industry rife with competition, your sellers must learn to speak around your services, focusing on high-impact messaging like security, AI, reducing data analysis costs, system failures, edge computing, and integrations/APIs to earn conversations and set you apart.

RAIN Group can give your sellers the training, processes, frameworks, and tools needed to have these conversations.
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Talent Management

Finding good talent is hard enough, but getting sellers up to speed, motivated, and selling to their full potential is even more challenging—especially in the face of one-off or haphazard training. Give your team a common language and process that sets them up for success from the start.
Transitioning a Services Model

Transitioning a Services Model

Switching to a new sales model requires different processes and a different value proposition, and it can be tough for sellers to shift from selling products to complex engagements more reminiscent of professional services.
Expanding Accounts

Expanding Accounts

Most of your customers aren’t taking advantage of your full solution set, and it’s for good reason: many of your sellers aren’t confident identifying needs, speaking about areas outside their areas of expertise, or even partnering with team members in other sales centers.
Differentiation

Differentiation

Whether you’re facing established rivals or venture-backed startups, competition in the tech space is fierce. Your sellers must be poised to set your company apart when engaging new prospects—and it’s frequently them, as the seller, that makes the biggest difference.

Software Sales Training

Consultative Selling

Many software sellers think they know best, but asking questions and uncovering needs goes a long way to building trust and making recommendations that resonate. Give your sellers the skills they need build connections and keep the conversation going.
Foundations of Consultative Selling
Foundations of Consultative Selling

Consultative Selling

Many software sellers think they know best, but asking questions and uncovering needs goes a long way to building trust and making recommendations that resonate. Give your sellers the skills they need build connections and keep the conversation going.
Sales Prospecting

Sales Prospecting

Earning new buyer conversations is tough, but trouble with prospecting frequently comes down to a lack of motivation, consistency, and strategy. Your sellers need to know which prospecting techniques work in software sales, and they need a proven, repeatable process to follow.

Strategic and Key Account Management

Expanding your existing accounts is one of the biggest opportunities for revenue growth. Help your account managers develop a process for reviewing accounts, identifying additional areas of opportunity, and strengthening relationships so clients stay loyal.
Strategic and Key Account Management
Strategic and Key Account Management

Strategic and Key Account Management

Expanding your existing accounts is one of the biggest opportunities for revenue growth. Help your account managers develop a process for reviewing accounts, identifying additional areas of opportunity, and strengthening relationships so clients stay loyal.
Sales Management

Sales Management

Even the best sellers stumble without the guidance of a strong manager and coach. Train your managers to maximize motivation, lead effective coaching conversations, and hold sellers accountable.

Learn more about our full suite of sales training programs to help your software sellers succeed.


Quote

After working with RAIN Group, our team transformed from selling features and benefits to building and selling value. Our sales team learned our value deeply and became excellent at helping buyers come to the same value conclusion. Along with the excellent training and intellectual property, RAIN Group is the kind of service business everyone wants to find, but rarely does. Their focus on us and our success, their willingness to learn our business deeply, their ability to tailor the learning delivery specifically for us, and their clear and straightforward communication and collaboration process made for an excellent experience.

Jim Walker, Senior Vice President of Global Revenue, Agilysys

Experience Success Like Our Clients

Agilysys Doubles Win Rate and Grows Sales Significantly Through Customized Software Sales Training

Agilysys is an industry leader in the hospitality software and solutions space serving casinos, resorts and hotels, foodservice, and more.

Leaders at Agilysys sought out RAIN Group to create a unified sales management and coaching system, establish a cohesive sales process, and give team members the skills and tools needed to drive sales.

RAIN Group’s research-based, customized, and highly-interactive approach resonated with Agilysis participants, setting the stage for a 3-year partnership.


Agilysys

Results:

  • Sales bookings increased 63%
  • Percent of pipeline closed every quarter rose from 12% to 25%
  • Sales cycle time improved by 20%
  • Sellers hitting quota grew to 65% from 30%

Unleash the Potential of Your Software Sales Team

Learn how we can help your team of software sales reps connect with buyers and expand key accounts.


Experience RAIN Group's Training in Action.

Contact Us

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+61 2 8004 2044 +61 2 8004 2044
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+1 416-992-3284 +1 416-992-3284

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