Account Management and Sales Development Training

Rainmaker Coaching can help make ‘Rainmakers’ for your organisation with a full suite of Account Management and Sales Programmes.

Sales 101

This 3-day course will equip you with the key fundamental skills necessary for a successful career in sales. Designed to support delegates new to the sales profession and agnostic to all industries.

  • Lead generation, qualification and questioning skills
  • Features, advantages and benefit selling. Understanding what motivates the customer to buy
  • Selling the value of a meeting or product demonstration
  • Booking a meeting
  • Navigating objections, handling resistance, closing for next steps and client commitment
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Sales Distinction course

2-day course designed to support delegates who have some degree of experience in managing customer relationships. It will develop basic sales 101 skills to allow you to increase sales conversions

  • Differentiate your approach to client engagements by creating new insights and perspective
  • Control and lead the meeting with structure and confidence
  • Using advanced questioning techniques to build credibility and challenge customer perspective
  • Create a ‘win plan’ with customer buy in
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Telephone Prospecting course

This 2-day course has a “Live” element where delegates call prospects to qualify and engage with gatekeepers and decision makers with support from an expert sales practitioner. This course blends cold calling with the use of social media platforms to generate leads and win business.

  • Establish a positive attitude to lead generation
  • Understanding how to manage your sales pipeline via lead generation
  • How to understand how to qualify leads and customer opportunities
  • Create a compelling reason for customers to engage and build business rapport
  • Uncover customer needs via dynamic questioning skills
  • Apply techniques to achieve call objectives and gain “next step” commitment
  • How to blend social media with live calls to increase pipeline
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Account Management course

We guide delegates to understand where they should focus their time in an evolving customer market environment to ensure maximum reward for their account management time

  • Understanding the elements that create trust and balance with clients
  • Understand the potential value in an account
  • Ensuring how to identify and map stakeholders allowing a “land and expand” strategy
  • Develop a Strategy on A Page account plan
  • Construct a 30/60/90 day action plan to manage client commitment
  • How to conduct a regular business review
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Negotiation Skills course

This 2-day course covers this vital part of the sales process demonstrating how to create high value solutions to protect margin and profit whilst building trusted long-term relationships with customers.

  • Building “options” to all negotiations
  • Identifying what elements other than cost can be used to trade off and achieve value
  • Use advanced questions to monetise the value in your trading variables outside price
  • Defend price and avoid margin erosion
  • Use ROI in negotiations to drive mutual agreement
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Impactful Presenting course

75% of individuals suffer from fear of public speaking so whether delegates need to deliver robust persuasive and confident pitches or need to remove the reliance on PowerPoint this 2-day course provides structure and techniques to produce compelling and engaging presentations.

  • How to harmonise verbal and non-verbal communication to maximum effect
  • Capture your audience and engage them throughout
  • Includes handling questions, objections and interruptions
  • Instant feedback via trainer replaying video of delegate presentations
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