The Rainmaker Blog – Building People, Leaders, Teams & Economic Moats (18)

Is Your Need To Be Liked Killing Your Sales Team?

Mar 10, 2015

What do you care about most? Which comes first, the brand and culture of your company or your people? Do not think about it. Just answer the question. There can only be one focus.

Scaling Up

All The Sales Training In The World Can't Fix Stupid

Feb 22, 2015

A few years ago, the great philosopher (comedian) Ron White shared an interesting perspective about improving people. He said: "If your eyes go bad, you can have lasik surgery and ...

Sales Performance Sales Culture

What You Must Do With A Lead Who Isn't A Good Fit

Jan 30, 2015

You immediately walk away. There must be a pony in here somewhere. A lead is either a brilliant fit or it is horse shit. There is no gray area when it comes to what is a quality ...

Sales Performance Sales Selection

What Bad Sales Hiring Decisions Really Cost You

Jan 23, 2015

What gets measured gets improved. When I ask executives what they believe the cost of a bad sales are, most focus on turnover costs. The truth is the real costs of a bad sales ...

Just Do Right

Jan 18, 2015

These are the three most powerful words I have ever heard in leadership. I remember the first time I saw Dr. Maya Angelou on Oprah many years ago. Her soulful words hooked my ...

Sales Culture

Why Sales Welfare Pisses Off Your Best Salespeople

Jan 16, 2015

Top performers hate your sales welfare program "Sales welfare" is the transfer of wealth from top sales performers to your low performers. Practically every company has what I ...

Sales Management Sales Performance

Stop Selling To Never-Gonna-Get-Its

Jan 8, 2015

Stop the sales madness. I have been in sales for over 25 years. If I could go back in time, I would do some things differently. I would hire the alpha sales wolves, challenge my ...

Sales Selection

[Video] Desiring A Thing Cannot Make You Have It

Jan 6, 2015

I recently saw the movie, The Gambler. In an early scene, Mark Wahlberg's character (Jim Bennett) shares his perspective regarding talent and desire with his university class ...

Sales Selection

Ten Powerful Ways To Dramatically Improve Sales Hiring in 2015

Jan 2, 2015

We are deep into 2015. You have several months left to make 2015 great. What will you do with it? Unless you change what you are doing right now - you will be lucky to continue ...

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