THE RAINMAKER

Every great organizational change starts with a mindset shift. Start your journey with thought-provoking articles on People, Leadership, Teams, and Moats.

Action Defeats Victim Thinking
No better high and (sometimes) no worse low. The sales profession is a mental "grind" filled with rejection, setback and disappointment. Winning is the ultimate mindset recovery - ...
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When Salespeople Lose Their Mojo
Have you ever seen a star pitcher or quarterback just lose their IT factor in the middle of the season? Their mojo is gone. They can’t score a touchdown or strike out a guy for ...
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2018 Sales Are Baked In
The final quarter of 2018 begins in a few days. For all intents and purposes, 2018 sales performance is baked in. There is little you are going to be able to do right now to level ...
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Be like Apple.
Full disclosure. I am an Appleholic. I love, love, LOVE EVERYTHING Apple. Apple's products and ecosystem are simple, elegant, intuitive and productivity magnifiers. And in case ...
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Do Your Salespeople Sense Care?
You are a working sales manager. Your salespeople see you in the trenches right by their side. You hustle and grind with them. You are flexible and perhaps even benevolent. You ...
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Beware of The Sales Experience Trap
Show me two salespeople... Show me two salespeople with seemingly the same required two years of sales experience on paper and it is very likely that one will be far more ...
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Is Your Sales Team Evolving or Dying?
If you are not evolving, you are dying. Dear CEO / VP of Sales / Sales Manager... Your salespeople do what you do. You are either evolving or dying; one or the other. Be the ...
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I Do Not Choose To Be A Common Man
Bill Bonnstetter was uncommon. The world recently lost an uncommon man, Bill Bonnstetter. I only wish I could find the words to adequately describe Bill's impact on my life and ...
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No More Half Measures
I binge-watched the hell out of Breaking Bad. I stayed up way too late when I shouldn't have. Now I am sometimes find myself muttering, "Yo, yo, yo." It's my colleague Joe's ...
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Just Do Right
These are the three most powerful words I have ever heard in leadership. I remember the first time I saw Dr. Maya Angelou on Oprah many years ago. Her soulful words hooked my ...
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Artisans Are Never Needy
Neediness equals weakness Are your salespeople needy? Needy salespeople are losers. They need to sell their product / service / experience more than their Customer needs to buy ...
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The Mindset Habits of Sales Wolves
A salesperson's mindset is a powerful drag or boost on sales performance. Long ago I came to realize the power of a salesperson's mindset. It either works for them or against ...
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Are Entrepreneurs Fit for Leadership?
In a recent post on YoungEntreprenuer.com, Andrea Huspeni shares the results of a study by Eckerd College that found 14 variables that measure one’s “entrepreneurial mindset”. An ...
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5 Signs Your Sales Team Probably Sucks
Most sales teams have some level of what I call “sales dysfunction”. I have yet to meet a sales team that did not have some potential for improvement. The sales dysfunctions we ...
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The Haunting of a Low Job Fit Employee
Recently, I saw first hand another example of a low job fit employee team member in a role they were not "wired" to do nor enjoy. This team member is a ten year veteran. His job ...
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