Sales Thought Leadership Session. It’s old news that sales is changing. Buyers are more sophisticated, and the buying environment has changed dramatically. But what are sales winners doing differently to separate them from the pack? Join author and president of RAIN Group, Mike Schultz, to hear findings from their research on sales winners. RAIN Group studied 700+ business-to-business purchases from buyers with annual purchasing power of $3.1 billion, and will share: • What the winners of major sales do most differently than the second place finishers • What sellers can do to maximize loyalty and repeat business • Share examples of how specific sellers have applied these principles, including how they have surmounted the challenges of buying process that make collaboration increasingly difficult This session is applicable to all types of sellers.

1. WHAT%SALES%WINNERS%
DO#DIFFERENTLY#

2. MIKE#SCHULTZ#
PRESIDENT,%RAIN%Group%
Mike%Schultz%is%President%of%RAIN%Group,%a%sales%
performance%improvement%firm%with%offices%around%the%
globe.%%Author%of%several%books%including%the%Wall$Street$
Journal$bestseller%Rainmaking(Conversa/ons(&%
groundbreaking%Insight(Selling,$Mike%and%RAIN%Group%
have%worked%with%clients%such%as%BAE%Systems,%Johnson%
and%Johnson,%Lowes,%HP,%Ryder,%Boeringer%Ingelheim,%
Bayer,%Harvard%Business%School,%and%dozens%of%others%to%
unleash%sales%performance.%
%
Mike%is%a%frequently%quoted%expert%in%publicaPons%such%as%
Inc.,%Forbes,%&%Business%Week,%and%teaches%on%the%faculty%
at%the%graduate%school%of%business%at%Brandeis%University.%

3. STRONGLY%AGREE/%AGREE% DISAGREE%
92#
8#
%#
%#
BUYERS%WOULD%
BUY%MORE%IF%
THEY%KNEW%THE%
DIFFERENCE%WE%
COULD%MAKE%FOR%
THEM

4. Value% Sales%CommunicaPon%

5. CONVERSATIONS%

6. Buyers%&%
purchases%
studied%
Billion%in%products%
&%services%
Buyer%
conversaPons%
700+% $3.1% 300+%

7. Buyer%Seller%

8. VALUE%

9. WIN#
CONNECT#
CONVINCE# EFFECT#

10. PAIN# DIAGNOSIS#
OFFERINGS#
AS#A#
SOLUTION#
WIN#

11. AFFLICTIONS#
&#
ASPIRATIONS#
UNDERSTAND##
NEED#
OFFERINGS#
AS#A#
SOLUTION#
Ante#
PAIN# DIAGNOSIS#
OFFERINGS#
AS#A#
SOLUTION#
WIN#

12. TOP#10#ATTRIBUTES%SEPARATING%WINNERS%FROM%%
SECOND_PLACE%FINISHERS%
1#
2#
3#
4#
5#
6#
7#
8#
9#
10#
LISTENED%TO%ME%
UNDERSTOOD%MY%NEEDS%
CRAFTED%A%COMPELLING%SOLUTION%
CONNECTED%WITH%ME%PERSONALLY%

13. CONNECT%
PEOPLE% DOTS%

15. CONVINCE%
Max%Return%%
“Resonate”%
Min%Risk%
“SubstanPate”%
Best%Choice%
“DifferenPate”%

16. COLLABORATE#
CONNECT#
CONVINCE# VALUE# WIN#

17. 32%%
10x%EFFECTIVE#
3%%

18. 2.8x%MORE#LIKELY#to%say%WINNERS%collaborated%

19. 3x%MORE#
Educated%me%with%new%
idea%and%perspecPves%

20. COLLABORATE%

21. COLLABORATE#
VALUE# WIN#
CONNECT#
CONVINCE#

22. CONNECT#
COLLABORATE#
VALUE# WIN#CONVINCE#

23. Mike#Schultz#
RAIN#Group#
#
mschultz@raingroup.com#
IN/mikeschultz50#
TwiXer:#mike_schultz#