The Rainmaker Blog – Building People, Leaders, Teams & Economic Moats (10)

Do your salespeople believe?

Aug 28, 2018

Believers sell value. Your salespeople either believe in selling value or they do not. There is no "in-between". Non-believers possess and model a mindset focused on "saving" ...

Stop hiring salespeople who cannot sell.

Sales Management

Avoid repeating sales hiring sins of the past.

Jul 31, 2018

Hope is not a strategy. Hope without meaningful action is insanity. “The definition of insanity is doing the same thing over and over again, but expecting different results.” - ...

The coming economic recession is an opportunity for prepared sales teams

Sales Strategy

Is your sales team prepared for the coming recession?

Jul 19, 2018

Long story short. A strong economic storm is brewing. The second longest economic expansion in US history is about to end.

Memo to CEO - You don't have the influence you should have.

Jun 28, 2018

Dear Ship Captain... As CEO or VP of Sales of your company, who possibly could have more influence than you in shaping the future of your company? One or more of these folks: HR. ...

F1 Race Cars - Nothing is sacred to improve sales performance

Mindset

Five powerful mindsets that drive sales

May 14, 2018

What gets in our way. It is no wonder we struggle. We get in our own way. Our mindsets, our mental models, our past experiences, our habits, our perspective, our biases and our ...

Sales Culture

Why we don't use ghostwriters.

May 1, 2018

Long story short. It's not right to pay someone else to develop content and then represent it as original. Longer story. I have often marveled at how some consultants seem to be ...

Team of salespeople running across the finish line

Sales Strategy

How to Achieve Peak Performance Mindset in Sales

Mar 10, 2018

"Winning is not a sometime thing; it's an all the time thing. You don't win once in a while; you don't do things right once in a while; you do them right all of the time. Winning ...

Sales Culture

5 Signs your Sales Culture is a Dumpster Fire

Mar 9, 2018

Merriam Webster formally added "dumpster fire" to their online dictionary this week.

Apple Store - Manhattan - April 10 2015 NYC.jpg

Sales Strategy

Be like Apple.

Mar 1, 2018

Full disclosure. I am an Appleholic. I love, love, LOVE EVERYTHING Apple. Apple's products and ecosystem are simple, elegant, intuitive and productivity magnifiers. And in case ...

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