The Rainmaker Blog – Building People, Leaders, Teams & Economic Moats (13)

Five Reasons Why Sales Wolves Hate Your Culture.

Jan 26, 2017

Is your sales culture worthy? Is your sales culture worthy of the love from the best-of-the-best sales professional, the Sales Wolf? Not so fast... Don't assume you have a Sales ...

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Sales Selection

What You Must Do When a Salesperson Is Terminated

Jan 19, 2017

Now is the time for reflection and pain. Somewhere or perhaps everywhere, you screwed up. You could ignore the circumstances and hope history does not repeat itself or your can ...

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Sales Management

Seven Sales Manager Habits That Sabotage Success

Jan 10, 2017

All problems start at the head. A strong sales manager will propel your sales team forward. A lousy sales manager will destroy sales potential. The sales manager sets the tone. ...

Scaling Up

It Takes More Than Training To Make a Challenger

Nov 22, 2016

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 ...

Sales Culture

Wells Fargo Just Set the Sales Profession Back 20 Years

Sep 20, 2016

"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 ...

Are Your Salespeople Working Hard or Hardly Working?

Aug 30, 2016

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 ...

Beware of The Sales Experience Trap

Aug 23, 2016

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 ...

Sales Management Sales Culture

Get Rid of Your Backup Plan

Aug 14, 2016

Hernán 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 ...

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Sales Management

Why 90% of Decision Makers Never Answer A Cold Call

Jul 8, 2016

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 ...

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