The Rainmaker Blog – Building People, Leaders, Teams & Economic Moats (6)

Confident business saleswoman modeling personal accountability

Action Defeats Victim Thinking

Apr 9, 2020

No better high and (sometimes) no worse low. The sales profession is a mental "grind" filled with rejection, setback and disappointment. Winning is the ultimate mindset recovery - ...

Mindset

Black Swan Events Require Bold Action

Apr 7, 2020

Welcome to your Black Swan Event. According to Investopedia: A black swan is an unpredictable event that is beyond what is normally expected of a situation and has potentially ...

Scaling Up

The Fifth Essential Competency Every Sales Wolf Must Master

May 9, 2019

Time and Priority Management. Time and Priority Management is the fifth essential competency every Sales Wolf must master. After grad school and a stint as a commodity trader, I ...

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 ...

animal-animal-portrait-animal-world-682361

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 ...

THE RAINMAKER