THE RAINMAKER
Every great organizational change starts with a mindset shift. Start your journey with thought-provoking articles on People, Leadership, Teams, and Moats.
Feb 6, 2019
When a person is purchasing a sports car, they do not go to the dealership and randomly test drive every single car on the lot until one feels right. They do not test drive a ...
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Listening - The ESSENTIAL selling skill for order-takers.
Oct 5, 2017
Long story short. If you are like me, you are never satisfied with the status quo. And chances are you do not do well with "happy talk". "Happy talk" is what well-meaning sales ...
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Private Equity's Huge Sales Miss
Sep 21, 2017
Long story short. Private Equity (PE) Firms are failing to optimize their sales teams from the very beginning of ownership. It seems that PE Firms fail to grasp that the Net ...
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Why most salespeople cannot sell value.
Sep 12, 2017
Long story short. Most salespeople cannot sell value because they lack key "sales personality" elements that drive them to understand and sell value. If salespeople lack the ...
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Your Assistant Is No Longer Welcome Here.
Jul 26, 2017
It's a well-known fact: a good assistant is worth their weight in gold. The value of a good assistant is maximized when they complete the tasks they are most-qualified to handle. ...
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What You Must Learn From Your Adapted High Performers
Jun 6, 2017
Sales efficiency is the objective. When you have maximized sales with minimal friction and cost, you will have achieved sales efficiency. Sales efficiency is diminished when: ...
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The Key To Building A Mentally Tough Sales Team
May 18, 2017
Mental Toughness requires... The best sales talent coupled with solid Mindset habits. We call the best salespeople, "Sales Wolves". "Sales Wolves" have the Talent AND Mindset ...
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Your Sales Team Has a Failure Problem
Apr 20, 2017
"Success has many fathers, while failure is an orphan." - Count Galeazzo Ciano (1903-1944), The Ciano Diaries, 1939-1943, Vol. 2. Long story short. Everyone loves winning but few ...
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The Best Salespeople are Born AND Made
Apr 13, 2017
The short answer is, "Both." The best salespeople are born AND made. I have been in sales for 40 years. I have sold door-to-door as well as complex, long sales cycle solutions. ...
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