The Rainmaker Blog – Building People, Leaders, Teams & Economic Moats (11)

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Why most salespeople cannot sell value.

Sep 12, 2017

Long story short. Most salespeople cannot sell value because they lack key "sales personality" elements that drive them to understand and sell value. If salespeople lack the ...

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Sales Selection

Your Assistant Is No Longer Welcome Here.

Jul 26, 2017

It's a well-known fact: a good assistant is worth their weight in gold. The value of a good assistant is maximized when they complete the tasks they are most-qualified to handle. ...

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Sales Performance

What You Must Learn From Your Adapted High Performers

Jun 6, 2017

Sales efficiency is the objective. When you have maximized sales with minimal friction and cost, you will have achieved sales efficiency. Sales efficiency is diminished when: ...

The key to building mental toughness in sales is talent

Sales Performance

The Key To Building A Mentally Tough Sales Team

May 18, 2017

Mental Toughness requires... The best sales talent coupled with solid Mindset habits. We call the best salespeople, "Sales Wolves". "Sales Wolves" have the Talent AND Mindset ...

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Sales Culture

Your Sales Team Has a Failure Problem

Apr 20, 2017

"Success has many fathers, while failure is an orphan." - Count Galeazzo Ciano (1903-1944), The Ciano Diaries, 1939-1943, Vol. 2. Long story short. Everyone loves winning but few ...

Sales Selection

The Best Salespeople are Born AND Made

Apr 13, 2017

The short answer is, "Both." The best salespeople are born AND made. I have been in sales for 40 years. I have sold door-to-door as well as complex, long sales cycle solutions. ...

Sales Performance

Conversations, Combat and Happy Talk

Mar 21, 2017

Sales Wolves embrace conflict. Ever heard a salesperson get into a combative discussion with a prospect? Frightening, right? If you are frightened by this thought, please go here. ...

Sales Selection

The Painful Truth About Your Sales Recruiting

Mar 14, 2017

You do not have enough resources committed to sales recruiting. The painful truth is you do not have enough resources committed to sales recruitment. The painful truth is your ...

The Alternative Facts of Bad Sales Hiring

Feb 9, 2017

Unless you have been under a rock the past few weeks, you have heard the phrase, “Alternative Facts.” Kellyanne Conway, Counselor to the President, coined this phrase when she ...

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