The Rainmaker Blog – Building People, Leaders, Teams & Economic Moats (22)

Don Draper's Four Rules of Selling

Sep 5, 2014

Mad Men's Don Draper is a "get its, get it". Thanks to Oren Klaff's brilliant book, Pitch Anything, I am now a fan. If you have yet to read Pitch Anything, I HIGHLY recommend you ...

Do You Really Want A High-Performing, Winning Sales Culture?

Aug 19, 2014

This question is directly aimed at you CEOs, Owners, Sales Managers trolling the internet trying to fix a sales culture that is broken… “Do you REALLY want a high-performing, ...

Artisans Are Never Needy

Aug 14, 2014

Neediness equals weakness Are your salespeople needy? Needy salespeople are losers. They need to sell their product / service / experience more than their Customer needs to buy ...

Sales Selection

Hire the Best Salespeople With Three Powerful Interview Questions

Jul 23, 2014

If you are serious about hiring the best salespeople possible, it is essential that you get your sales hiring process optimized to ensure only the best sales candidates are making ...

Sales Selection

Five Critical Strategies To Keep Your Crappy Sales Manager From Hiring Crappy Salespeople

Jul 1, 2014

We help companies hire the best salespeople possible - the kind your competitors wish they had... I am often asked, "What is the one thing companies should do to make sure they ...

Sales Performance

The Real Reason Why Winners Win and Losers Lose

May 20, 2014

They expect to... As a student of sales performance over the last 20 years, I have come to realize that some salespeople are predisposed to approach winning / losing a sale in a ...

Sales Selection

Lessons Odysseus And The "Halo Effect" Teach Us About Hiring Hotties

Apr 23, 2014

Attractive Sales Candidates Can Be Like The Sirens According to Greek mythology, The Sirens were mythical beings who lured sailors through sweetness of their song to dash their ...

Sales Selection

Is Your Sales Candidate a Hunter or an Order Taker?

Apr 18, 2014

Ever hire a salesperson who talked a big talk during the interview process - they said they were a hunter - they interviewed like they were a hunter, yet when the rubber hit the ...

Sales Management

What "Get It" Sales Managers Accomplish In Their First 30 Days

Apr 8, 2014

Congratulations! You are the new sales manager or the new VP of sales. What you do in your first 30 days shapes your reputation and your future. Average sales managers blindly ...

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