Sales Wolf Blog

It Takes More Than Training To Make a Challenger

Posted by Chris Young - The Rainmaker

Nov 22, 2016 12:00:00 PM

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 Salesperson.

The three steps:

  • Step One: Identify Your Opportunity.
  • Step Two: Identify the Strongest Solutions.
  • Step Three: Incorporate Your "Lesson" Into Your Messaging.

The advice is good except for one exceptionally dangerous assumption.

 

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Topics: Sales Training

Wells Fargo Just Set the Sales Profession Back 20 Years

Posted by Chris Young - The Rainmaker

Sep 20, 2016 12:00:00 PM

"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 called myself a salesman. If someone asked me what I did, I used the task to describe what I did.

It really wasn't cool to be a salesman back then. In fact, the mental imagery I had in my head regarding the sales profession at the time was of a pushy, arrogant, scheming used car salesman.

Movies like Glengarry Glenn Ross (1992), Used Cars (1980) and Boiler Room (2000) embodied the general mindset about sales at the time. 

 

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Topics: Sales Culture

Are Your Salespeople Working Hard or Hardly Working?

Posted by Chris Young - The Rainmaker

Aug 30, 2016 6:00:00 AM

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 putting in their time? 

That is blind faith.

Many in sales management operate on blind faith. In fact, it seems that many believe reviewing activity levels as a sign of distrust and disrespect.

This mindset speaks volumes about the sales manager, the salesperson and the culture of the sales team.

 

 

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Beware of The Sales Experience Trap

Posted by Chris Young - The Rainmaker

Aug 23, 2016 12:00:00 PM

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 qualified than the other.

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Get Rid of Your Backup Plan

Posted by Chris Young - The Rainmaker

Aug 14, 2016 9:00:00 AM

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 made the difference was mindset.

In 1519 Cortés took away the only backup plan he and some 600 Spaniards and 16 or so horses had. He ordered the boats to be burned.

Burn your boats.

Get rid of your backup plan. 

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Topics: Sales Management, Sales Culture

Why 90% of Decision Makers Never Answer A Cold Call

Posted by Chris Young - The Rainmaker

Jul 8, 2016 1:00:00 PM

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 appreciate the value being sold.

 

Beware snake oil solutions to improving sales.

Recently I saw the seemingly frightening Social Selling Labs statistic that recently caught my attention.

"90% of decision makers never answer a cold call."

Social Selling Labs is obviously selling their Social Selling Training. If you buy their social selling training, your emails and cold calls will yield fruit, right?

Perhaps

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Topics: Sales Management

On Target Personas and Never Gonna Get Its

Posted by Chris Young - The Rainmaker

Jun 30, 2016 6:00:00 PM

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 solid evidence. 

I believed that if I simply shared the evidence, smart people would invest in the best solution. 

I could not have been more wrong.

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Topics: Sales Management

How To Multiply Sales Without Adding A Single Salesperson

Posted by Chris Young - The Rainmaker

Jun 28, 2016 7:00:00 AM

"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 words.

This statement seems like common sense yet when I look under the hood of a typical sales team, I often find salespeople doing everything but selling.  

 

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Topics: Sales Management

Is Your Sales Team Evolving or Dying?

Posted by Chris Young - The Rainmaker

Jun 23, 2016 9:00:00 AM

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 competitor from hell by continuously-improving sales hiring, sales training, sales process, sales culture and sales coaching.

Whether you are the CEO, VP of Sales, or a Sales Manager, you have the power to dramatically influence your sales team. In fact, your sales team mirrors your mindset.

 

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I Do Not Choose To Be A Common Man

Posted by Chris Young - The Rainmaker

Jun 14, 2016 2:30:00 PM

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 those we are privileged to serve.

At Bill's celebration of life, a powerful excerpt from Thomas Paine's "Common Sense" (1776) was shared. 

As the words flowed through me, I realized that so few of us reach our own potential. We fail because of our mindset, the way we think.

I invite you to read Thomas Paine's powerful exceprt and reflect.

I challenge you to be greater than you are currently.   

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