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

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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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Sales Management

The Sales Management Lesson of Tom Brady

Feb 6, 2017

Mindset leadership is what separates winning sales teams from the rest. The mindset of any team reflects their collective talent and belief. Ever notice how some teams throw in ...

Sales Culture

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. ...

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