Name of Organization/Company: RAIN Group, Boston, MA USA
Category: Learning or Training Professional of the Year
John Doerr is a world-renowned sales training expert and author of several books, including WSJ Best-seller Rainmaking Conversations (Wiley, 2011), and Insight Selling (Wiley, 2014).
Possessing 25-plus years of sales training experience, John has worked with national and international organizations such as Johnson & Johnson, London Business School, Egon Zehnder, and hundreds of others to unleash sales performance.
Through in-house workshops and public presentations around the world, John has trained thousands of sales leaders and sales professionals to help them master the complex sale.
The sales training industry is a competitive space. That's why it's crucial to have the best intellectual property in order to remain at the forefront.
To accomplish this, the RAIN Group Center for Sales Research studies buying and selling relentlessly. John assists in the early stages by reviewing questionnaires. Following the studies, the team of analysts creates proprietary benchmark reports and incorporates research findings into programs that help sellers succeed.
While John has reached great success in his career, he continues to push the envelope to deliver transformational outcomes for RAIN Group’s clients.
Named a Top Sales Thought Leader globally by Top Sales World, John has conducted numerous workshops for reputable companies. While RAIN Group aims to achieve a 4.60 facilitator rating (on a 5-point scale), John continues to exceed expectations and maintains a 4.72 and has received several perfect 5.0s.
As president of RAIN Group, John has grown the firm into a global leader and received multiple accolades for his contributions to the sales industry since July 2017. This year marks the sixth consecutive year that John’s company was named to Selling Power’s Top 20 Sales Training Companies list. The firm was also recognized in the Training Industry’s Top Sales Training Companies program (third consecutive year).
In 2018, superior client results, many of which were led by John, earned RAIN Group a Silver Stevie Award for Sales Training Practice of the Year and a Bronze Stevie Award for Sales Training Program of the Year.
“John’s coaching of my team has inspired the success of our firm in less than a year. His Bold & Fearless concept and Convincing Story process has empowered us to move beyond our boundaries as individuals and as a firm,” said Jenny Meyer, Senior Vice President Business Development, Pilko.
Unlike other companies, training is not John’s focus. Behavior change is. Consulting and training are the vehicles.
One of the biggest challenges in the sales training industry today is making training stick. In the last few years, John and RAIN Group have invested heavily in product development, research, and learning tools. John often coaches training participants after workshops to ensure the training sticks and transfers on the job. He has also developed custom tools, messaging, and case studies to make training relevant and easy to apply.
“We saw an opportunity to develop behavior that would take our business to the next level. John’s training was exactly what our team needed to close the gaps. The program focused on the critical skills and knowledge that we needed to grow our accounts. Not only have we witnessed real behavior change with our strategic account managers, but the results to date have been impressive,” said Don Turano, VP of Sales, FLIR Systems.
John is a veteran at creating and delivering customized sales training programs that are based on desired outcomes. His clients are achieving impressive results. Recent results include:
The number of deals closed year-over-year improved by 15.2% (cStor)
The gross profit margin on sales won improved by 12.2% (cStor)
Reduced average days to close by 10.4% (cStor)
John has published bestselling books such as Insight Selling and Rainmaking Conversations and produced white papers that have been downloaded by thousands of sellers and sales leaders around the world. His books, white papers, and some sample videos are included below in the links.