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

What Sales Wolves Deliver

Apr 4, 2019

The quality of your sales talent is one of few elements to profoundly impact the long-term success of your business. Yet, few organizations have the recruiting structure in place ...

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Sales Selection

Is the ideal sales team comprised of all Sales Wolves?

Feb 26, 2019

I spend a great deal of time writing about Sales Wolves. What defines a Sales Wolf. How many organizations lack them or once they have them, fail to nurture and retain their ...

Sales Selection

Sales Wolves Do Not Always Interview Well

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 ...

Order-taker salespeople must master listening as a skill

Scaling Up

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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Sales Selection

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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Sales Selection

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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Sales Selection

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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Sales Performance

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: ...

The key to building mental toughness in sales is talent

Sales Performance

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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