The Rainmaker Blog – Building People, Leaders, Teams & Economic Moats

The Death of Social Selling Porn Cannot Come Soon Enough

Apr 1, 2015

I passionately hate Social Selling Porn. You know porn when you see it. Social Selling Porn is dishonest. It is not artisan. It is desperate marketing. "Social Selling Porn" comes ...

Sales Selection

The Real Reason Most Salespeople Hate Cold Calling

Mar 26, 2015

All of the training and incentive in the world will not change a salesperson who is not wired to cold call. Have you ever noticed that some salespeople will cold call while most ...

Sales Selection

Why You Must Fire The Sales Rep Who Lost The Big Sale

Mar 19, 2015

Your job is to win every single sale. Losers say, "You can't win them all." Winners say, "I want to win them all. What can I improve so that we improve our win rate?" If you are a ...

Sales Culture

Is Your Need To Be Liked Killing Your Sales Team?

Mar 10, 2015

What do you care about most? Which comes first, the brand and culture of your company or your people? Do not think about it. Just answer the question. There can only be one focus.

Scaling Up

All The Sales Training In The World Can't Fix Stupid

Feb 22, 2015

A few years ago, the great philosopher (comedian) Ron White shared an interesting perspective about improving people. He said: "If your eyes go bad, you can have lasik surgery and ...

Sales Performance Sales Culture

What You Must Do With A Lead Who Isn't A Good Fit

Jan 30, 2015

You immediately walk away. There must be a pony in here somewhere. A lead is either a brilliant fit or it is horse shit. There is no gray area when it comes to what is a quality ...

Sales Performance Sales Selection

What Bad Sales Hiring Decisions Really Cost You

Jan 23, 2015

What gets measured gets improved. When I ask executives what they believe the cost of a bad sales are, most focus on turnover costs. The truth is the real costs of a bad sales ...

Just Do Right

Jan 18, 2015

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 ...

Sales Culture

Why Sales Welfare Pisses Off Your Best Salespeople

Jan 16, 2015

Top performers hate your sales welfare program "Sales welfare" is the transfer of wealth from top sales performers to your low performers. Practically every company has what I ...

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