The Rainmaker Blog – Building People, Leaders, Teams & Economic Moats (19)

The Leadership Boom Is Making Sales Managers Stupid

Dec 17, 2014

Tim Sanders recently penned a piece titled, Is the Leadership Boom Making Us Bad Managers? Tim writes... "Over the last fifteen years, leadership programming has dominated ...

Sales Management

Keep Tabs On Your Top Performers

Dec 5, 2014

Are your top salespeople quietly unhappy? Do you have a star performer outside of sales considering a move where they will be loved more than they are currently? Tasha Eurich's ...

Sales Performance

How The Best Salespeople Sabotage Their Own Potential

Dec 2, 2014

The best salespeople often sabotage their own potential. If you are like me, you play to win. It is hard-coded in your DNA. Losing is not something you take lightly. Do you use ...

Sales Performance

Are Your Salespeople Motivated Like Don Draper? (Part 3 of 5)

Nov 20, 2014

This is part 3 of a 5 part blog series on How to Know If You are Hiring A Don Draper Salesperson. My first 100 sales hires sucked Do you ever recall the past and remember things ...

Sales Culture

Show me a good loser and I will show you a loser

Nov 13, 2014

Vince Lombardi said it best... "Show me a good loser and I will show you a loser." Losers are brilliant at losing. They take it in stride. They expect to lose. Keenan - A Sales ...

Sales Selection

Do Your Salespeople Behave Like Don Draper? (Part 2 of 5)

Nov 5, 2014

This is part 2 of a five part blog series on How to Know If You are Hiring A Don Draper Salesperson. Posers lose when they compete against real Don Draper salespeople. A couple of ...

Sales Selection

How to Know If You Are Hiring A Don Draper Salesperson

Oct 24, 2014

Love him or hate him, Don Draper can sell like few others. His character represents selling excellence - the embodiment of true freak-level selling ability. and while Don Draper ...

Sales Management

Steve Jobs and the Power of Focus

Oct 16, 2014

If I am to be the artisan that I intend to be, I must become focused. Not more focused, but FOCUSED. Steve Jobs considered Jony Ive to be his "spiritual partner at Apple." Ive was ...

Sales Selection

Why The Wolf Of Wall Street Is Dead Wrong About "Sell Me This Pen"

Oct 8, 2014

Martin Scorsese's 2013 black comedy, "The Wolf of Wall Street", featuring Leonardo DiCaprio as the infamous stock-broker and salesman, Jordan Belfort, contains a classic "Sell me ...

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