THE RAINMAKER
Every great organizational change starts with a mindset shift. Start your journey with thought-provoking articles on People, Leadership, Teams, and Moats.
Dec 2, 2014
The best salespeople often sabotage their own potential. If you are like me, you play to win. It is hard-coded in your DNA. Losing is not something you take lightly. Do you use ...
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Are Your Salespeople Motivated Like Don Draper? (Part 3 of 5)
Nov 20, 2014
This is part 3 of a 5 part blog series on How to Know If You are Hiring A Don Draper Salesperson. My first 100 sales hires sucked Do you ever recall the past and remember things ...
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Show me a good loser and I will show you a loser
Nov 13, 2014
Vince Lombardi said it best... "Show me a good loser and I will show you a loser." Losers are brilliant at losing. They take it in stride. They expect to lose. Keenan - A Sales ...
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Do Your Salespeople Behave Like Don Draper? (Part 2 of 5)
Nov 5, 2014
This is part 2 of a five part blog series on How to Know If You are Hiring A Don Draper Salesperson. Posers lose when they compete against real Don Draper salespeople. A couple of ...
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How to Know If You Are Hiring A Don Draper Salesperson
Oct 24, 2014
Love him or hate him, Don Draper can sell like few others. His character represents selling excellence - the embodiment of true freak-level selling ability. and while Don Draper ...
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Steve Jobs and the Power of Focus
Oct 16, 2014
If I am to be the artisan that I intend to be, I must become focused. Not more focused, but FOCUSED. Steve Jobs considered Jony Ive to be his "spiritual partner at Apple." Ive was ...
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Why The Wolf Of Wall Street Is Dead Wrong About "Sell Me This Pen"
Oct 8, 2014
Martin Scorsese's 2013 black comedy, "The Wolf of Wall Street", featuring Leonardo DiCaprio as the infamous stock-broker and salesman, Jordan Belfort, contains a classic "Sell me ...
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Stop Being A Pinocchio Sales Leader
Oct 2, 2014
Are you a "Pinocchio Sales Leader", wasting time, energy, and resources due to your belief that every salesperson has potential? Unfortunately, it is not uncommon to observe ...
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Should Your Problem Child Salesperson Work For Your Competitor?
Sep 26, 2014
Many companies hold on to their "problem child" salespeople for far, far too long. And I have heard many a "problem child" salesperson directly threaten or imply, "If I am not ...
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