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

Are Your Salespeople Working Hard or Hardly Working?

Aug 30, 2016

Blind faith is not a strategy. Do you know, I mean really know just how hard a particular salesperson is working? Or does making quota serve as a proxy that your salespeople are ...

Beware of The Sales Experience Trap

Aug 23, 2016

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 ...

Sales Management Sales Culture

Get Rid of Your Backup Plan

Aug 14, 2016

Hernán Cortés began his impossible conquest by burning the boats. For more than 600 years conquerors had unsuccessfuly attempted to colonize the Yucatan Peninsula. What seemingly ...

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Sales Management

Why 90% of Decision Makers Never Answer A Cold Call

Jul 8, 2016

In short. 90% of decision makers will never answer a cold call because the salesperson attempting to sell to them cannot sell and / or the decision-maker lacks the capacity to ...

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Sales Management

On Target Personas and Never Gonna Get Its

Jun 30, 2016

In God we trust. Everyone else bring data. There was a time I believed that all I needed to be successful in sales was to offer the best product / service solution backed with ...

Sales Management

Sales Culture

Are You A Competitor From Hell?

Jun 2, 2016

I recently invested in a new vehicle. It was our fifth from the same dealership in 15 years. They do business the way I would if I ran a dealership. They are very fair and do not ...

THE RAINMAKER

Are Your Salespeople Working Hard or Hardly Working?

Beware of The Sales Experience Trap

Get Rid of Your Backup Plan

Why 90% of Decision Makers Never Answer A Cold Call

On Target Personas and Never Gonna Get Its

How To Multiply Sales Without Adding A Single Salesperson

Is Your Sales Team Evolving or Dying?

I Do Not Choose To Be A Common Man

Are You A Competitor From Hell?