The Rainmaker Blog – Building People, Leaders, Teams & Economic Moats (16)

Target_personas_without_business_acumen_are_never_gonna_get_its.jpg

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 ...

The_Status_Quo_Can_Never_Be_Good_Enough_For_Your_Sales_Team.jpg

Is Your Sales Team Evolving or Dying?

Jun 23, 2016

If you are not evolving, you are dying. Dear CEO / VP of Sales / Sales Manager... Your salespeople do what you do. You are either evolving or dying; one or the other. Be the ...

I Do Not Choose To Be A Common Man

Jun 14, 2016

Bill Bonnstetter was uncommon. The world recently lost an uncommon man, Bill Bonnstetter. I only wish I could find the words to adequately describe Bill's impact on my life and ...

Hire_the_best_salespeople_who_are_competitors_from_hell.jpg

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 ...

Sales Management

The Real Reason Why Good Salespeople Often Turn Into Mediocre Sales Managers

May 25, 2016

Sales managers fail because of you. Let's assume you did everything right. You didn't guess in the promotion of a good salesperson to sales manager. You used a valid multi-science ...

Sales Culture

What the Best Salespeople Have In Common With Carson Wentz

Apr 29, 2016

Today is a proud day for my fellow North Dakotan's and North Dakota State University Alumni (Go Bison!). Carson Wentz just became the number two 2016 NFL draft pick. ...

Sales Strategy

The Fourth Challenge With Challenger Selling

Apr 20, 2016

If you have not read The Challenger Sale, you need to. If you have yet to read Challenger Sale by Matthew Dixon and Brent Adamson, I highly-recommend you put this powerful sales ...

Sales Selection

Which Is More Important in Sales - Talent or Tenacity?

Mar 24, 2016

Bob was my third and worst hire ever. In 2000 I was responsible for building the sales team for an online learning start-up. Bob was my third hire. He was a referral from a ...

THE RAINMAKER