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

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 Sales Strategy

How to Turn Around a Sales Team

Dec 19, 2018

Is your mindset one that is reactive or proactive? For most CEOs and sales leaders, turning around a sales team is a reactive, futile effort that occurs ONLY when the sales team ...

Sales Management Sales Culture Sales Strategy

Building a Sales Team From Scratch

Dec 5, 2018

You only have one chance to do this the right way. Building your sales team will define the short- and long-term success of your business. You only get one shot. When your company ...

Sales Strategy Sales Selection

Run Away From Sales People With These Traits

Nov 28, 2018

Few decisions impact a business model more than the quality of sales talent hired to represent a company. It happens all the time. Sales hiring managers predicting strong sales ...

Many salespeople are not sales wolves - they are imposters

Sales Strategy Sales Selection

Why Your Top Salespeople Aren’t

Nov 20, 2018

...what?

Sales Strategy Sales Selection

Why Your Job Interviews Bring in Crappy Sales People

Nov 14, 2018

Most sales job interviews are meaningless.

Complacency starts with the CEO and destroys sales performance and shareholder value

Mindset

Why Your CEO’s Mindset Kills Sales

Nov 6, 2018

“Nothing happens in business until something gets sold.” - Thomas J. Watson, IBM Chairman and CEO, Called “The World’s Greatest Salesman” All of our business successes hinge on ...

Mindset

When Salespeople Lose Their Mojo

Oct 24, 2018

Have you ever seen a star pitcher or quarterback just lose their IT factor in the middle of the season? Their mojo is gone. They can’t score a touchdown or strike out a guy for ...

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