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

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A Productive Rant About Leadership and Organizational Development

Sep 16, 2021

I have a healthy respect for the ideas of Simon Sinek (and other leadership gurus like him). A clearly well-spoken and self-described optimist, Sinek without question is ...

Sales Management Sales Culture

When salespeople fail to live up to the culture code

Apr 24, 2019

How would you define your company culture? Your sales culture? Often, a company’s culture consists of a carefully-contrived paragraph of corporate speak that does not actually say ...

Sales Performance Sales Strategy

Types of Sales Wolves: The Hunter Sales Wolf and the Farmer Sales Wolf

Apr 16, 2019

The level of quality within your sales talent is one of the only factors that can dramatically alter the success of your organization. Use a hiring scorecard and strategic ...

Sales Culture Scaling Up

Why sales coaching is ineffective and what to do about it

Apr 10, 2019

Depending on the length of your sales career to date (as well as your title), you have probably either initiated or solicited sales coaching. Most typically, sales coaching occurs ...

Sales Selection

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 ...

Private Equity Firms are losing money because they fail to centralize sales hiring and personality tests.jpg

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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