The Rainmaker Blog – Building People, Leaders, Teams & Economic Moats (17)

Are You Making Your Salespeople Fat and Happy?

May 21, 2015

Everyone has a price where they become fat and happy. I fondly recall when my wife and I first worked after college. Twenty years ago, in our last year of full-time school, we ...

Sales Selection

Smart Companies Never Ever Lay Off Salespeople

May 13, 2015

Never hire the kind of salespeople who may need to be laid off in the future. You know what scares the hell out of me? Mediocrity. I have seen way too many good companies half ass ...

Sales Selection

The Best Sales Candidates Already Have Jobs

May 11, 2015

Recently, I heard a frustrated CEO proclaim on a conference call, "We need to focus on laid off salespeople from the following companies..." He proceeded to name several of the ...

Sales Management

8 Signs Your Sales Culture Has A Candor Problem

Apr 27, 2015

Lack of candor destroys sales potential. The lack of candor in sales teams scares the hell out of me because I see so frequently and the costs are profound. I cannot count the ...

Sales Selection

The 8 Critical Skills That Make Don Draper Don Draper

Apr 14, 2015

Sales personality is everything. After assessing thousands of salespeople and comparing their assessment results with their sales performance I have hard evidence that sales ...

Sales Selection

Why Don Draper Does Not Need A Resume'

Apr 10, 2015

Supply and demand. Few true Don Drapers exist. Do you have an eye for the very best? Like you, I appreciate artisan quality- especially damn good bourbon, scotch, and fine ...

Sales Strategy

The Death of Social Selling Porn Cannot Come Soon Enough

Apr 1, 2015

I passionately hate Social Selling Porn. You know porn when you see it. Social Selling Porn is dishonest. It is not artisan. It is desperate marketing. "Social Selling Porn" comes ...

Sales Selection

The Real Reason Most Salespeople Hate Cold Calling

Mar 26, 2015

All of the training and incentive in the world will not change a salesperson who is not wired to cold call. Have you ever noticed that some salespeople will cold call while most ...

Sales Selection

Why You Must Fire The Sales Rep Who Lost The Big Sale

Mar 19, 2015

Your job is to win every single sale. Losers say, "You can't win them all." Winners say, "I want to win them all. What can I improve so that we improve our win rate?" If you are a ...

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