Resonate, Differentiate, and Substantiate: What Top Salespeople Do Differently

Career Development — Tue., Nov. 29, 2022

Recent research from RAIN Group revealed that top-performing salespeople are more likely to understand customers' need for value and communicate it strongly. These top performers were identified by meeting challenging annual sales goals, having a win rate higher than 50%, and achieving premium pricing.

The research showed that top performers were more likely to make value-based cases to buyers that resonated strongly, differentiated their offerings, and inspired confidence in their results. They were also more likely to focus on their own agenda and lead highly effective presentations, thus seizing more sales opportunities.

The research was based on a survey of 1,004 salespeople, 380 of whom were sellers and 624 of whom were sales managers.

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