Blancco Technology Group Selects RAIN Group as Sales Training Provider

Successful sales kickoff keynote transpires into multi-year subscription-based sales training for global sales force in North America, EMEA, and APAC

BOSTON — August 19, 2024 — RAIN Group, a global sales training company delivering results through in-person and virtual sales training, coaching, and reinforcement, announced today that Blancco Technology Group, the industry standard in data erasure and mobile lifecycle solutions, selected the firm as its sales training provider.

Blancco initially enlisted the sales training company to deliver a sales kickoff (SKO) keynote at its three virtual events in North America, EMEA, and APAC, which were successfully executed.

“Attendee feedback from the SKO keynote was overwhelmingly positive. Everyone wanted more time in the session. They wanted more, more, more. We knew this was just the beginning of our partnership,” said Bree Liscinsky, global director of sales enablement at Blancco.

Blancco signed a two-year partnership with RAIN Group to leverage Total Access, a subscription-based sales training solution that gives sales teams access to its entire suite of training modules, videos, tools and assets, Train the Trainer and Train the Coach, learning journeys, and implementation support across sales skill, productivity, management, and coaching areas.

Total Access includes 12 prebuilt curricula, but RAIN Group’s modular design allows sales teams to quickly build custom curricula to fit their unique learning needs. Each module entails prework, practice, application coaching, and reinforcement to ensure training sticks and behaviors change.

“We’re a global organization and didn’t want one strict methodology. Our buyers are very different by segment, company size, and region. We needed a framework that our reps could easily understand and that built strong, long-lasting relationships,” continued Liscinsky.

During the onboarding process, RAIN Group trained and certified two facilitators on Blancco’s enablement team.

“They set our facilitators up for success from the onset. Not only did the Train the Trainer cover delivery best practices, but it also included facilitator walkthroughs for every module and learning program. They went above and beyond to prepare us to deliver all the content in various delivery modalities,” said Liscinsky.

Another benefit of Total Access is the ability to transfer RAIN Group’s digital learning assets to the client’s learning management system (LMS).

“The transfer process was simple. We’re rebuilding everything in our LMS (Highspot) and releasing the new learning university to our sales teams in phases,” shared Liscinsky.

In the first phase, Blancco released “RAIN Selling: Foundations of Consultative Selling” for sellers and “Coaching for Action and Accountability” for sales managers. The programs were launched live and in-person in three markets over three days at Blancco’s internal H2 Sales Kickoff event. Following the event, sales reps participated in application coaching sessions.

Liscinsky added, “The managers’ application coaching sessions reinforced the ‘Coaching for Action and Accountability’ learning and gave managers the time and space to work through coaching challenges together. The feedback has been positive; managers feel equipped to move to implement coaching strategies with their downline.”

Named the Best Security Solution in the Cyber Security Awards, Blancco has successfully embedded consultative selling in its way of working.

There were notable lifts in pre-training to post-training confidence scores, including:

• 52.9% increase in sellers agreeing they are confident in developing a thorough needs discovery plan to position, convey, and confirm needs with buyers.
• 129% increase in sellers agreeing they are confident in developing and conveying the impact of a solution with potential buyers through a powerful ROI case.

Now, each sales representative comes to the deal desk with a completed buyer blueprint, a staple of how they present and position their deal. The conversation planner is also one of the most downloaded pieces of content.

As Blancco adds courses to its learning university, it continues to tap RAIN Group for its sales kickoffs.

“RAIN Group has been an incredible partner. Total Access has been a huge cost savings and value add. We have access to this massive content library and can deliver it on our schedule. When we have an event, we aren’t spending thousands of dollars to bring in a speaker,” said Liscinsky.

In addition, Blancco recently changed its go-to-market approach and consultative selling skills have been instrumental for sales reps in this transition.

“We know we have a high-value solution. We also know the appreciation and relief global enterprises experience once they become customers. RAIN helped us translate that knowledge into powerful messaging that was easier to communicate,” said Liscinsky.

“RAIN’s consultative selling methodology equipped them to build rapport with buyers, understand their afflictions and aspirations, and build the rapport needed to present a value case that negated any price discussion,” she continued. “They are truly building long-term relationships and providing value.”

In most learning programs, participants learn the material and then forget it.

Liscinsky added, “With RAIN Group’s format, the application coaching sessions and touchpoints are so consistent that it has truly become a way of working. We went all in on Total Access and are very happy. We’ve been able to import the content into our LMS and run with it. We can deliver new and interesting content at our different events without having to create it and leverage our enablement team to deliver the content. RAIN Group has been a great partner, and we appreciate that we can always tap their expertise before launching a new program.”

To learn more about Total Access, visit https://www.rainsalestraining.com/solutions/total-access.

About RAIN Group

Founded in 2002, RAIN Group is a Top 20 Sales Training Company that delivers award-winning results through training, coaching, and reinforcement. The firm has helped hundreds of thousands of salespeople, managers, and professionals in over 90 countries significantly increase their sales results. Headquartered in the greater Boston area, office locations include Bogotá, Geneva, Johannesburg, London, Mexico City, Mumbai, Santiago, São Paulo, Seoul, Sydney, and Toronto. Learn more at https://www.rainsalestraining.com