Sales Wolf Blog

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?


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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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Are You A Competitor From Hell?

Posted by Chris Young - The Rainmaker

Jun 2, 2016 6:00:00 AM

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 use heavy sales tactics. Their service during and after the sale is exemplary. Clearly there is something in the water at the dealership.

We have had the same salesperson for our last two purchases from this dealership. Since our first purchase with him three years ago he has received a promotion to management. Yet he worked with us through the negotiation, ordering and delivery.

This salesperson clearly loves the vehicles he sells. 


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Topics: Sales Culture

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

Posted by Chris Young - The Rainmaker

May 25, 2016 5:00:00 PM

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 personality test to ensure the promoted sales manager actually possesses the capacity to do the job well. 


Whether your sales team crushes it or misses by a mile, it is your fault.


If you manage sales managers or are the CEO, YOU are the real reason why good salespeople do or do not make good sales managers. 


The inspiration for this piece is Dave Kahle's recent article, Why Good Sales People Often Turn Into Mediocre Sales Managers shared a sales manager problem that we have all experienced.

"When they become sales managers, they expect all of their sales people to be just as hard driving and achievement oriented as they were.  Unfortunately the reality is that most of their sales people don’t share the same degree of drive and perfectionism that they had.  If they did, they would have been promoted to sales manager.

That means that the sales manager often is frustrated with the performance and attitudes of his charges, and confused as to how to change them."


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Topics: Sales Management

What the Best Salespeople Have In Common With Carson Wentz

Posted by Chris Young - The Rainmaker

Apr 28, 2016 8:00:00 PM

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.

Congratulations to my fellow Bismarck, North Dakota native, Carson Wentz for being drafted to the Philadelphia Eagles!

Carson Wentz has the makings to be not just a fantastic quarterback, but also an epic role model.

As a precursor to reading my article, I highly-recommend checking out Carson Wentz's, "How We Play Football In North Dakota".  In it, he shared essential traits that I believe are essential to winning the game of sales.


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Topics: Sales Culture

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