The Rainmaker Blog – Building People, Leaders, Teams & Economic Moats (14)

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Seven Sales Manager Habits That Sabotage Success

Jan 10, 2017

All problems start at the head. A strong sales manager will propel your sales team forward. A lousy sales manager will destroy sales potential. The sales manager sets the tone. ...

Scaling Up

It Takes More Than Training To Make a Challenger

Nov 22, 2016

A recent post written by a self-described "writer and content marketer" caught my attention. In the post, the author shared their Three Step Guide to Becoming a Challenger ...

Sales Culture

Wells Fargo Just Set the Sales Profession Back 20 Years

Sep 20, 2016

"I would do anything for love, but I won't do that..." As a young entrepreneur I loved to hustle. I delivered newspapers, babysat, mowed lawns and painted houses. I never, ever ...

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

How To Multiply Sales Without Adding A Single Salesperson

Jun 28, 2016

"What percentage of time should a salesperson be selling?" Oh how many times I have heard this question. A salesperson's job is to sell. I can't believe I am actually saying these ...

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