The Rainmaker Blog – Building People, Leaders, Teams & Economic Moats (21)

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 ...

Sales Management

Stop Being A Pinocchio Sales Leader

Oct 2, 2014

Are you a "Pinocchio Sales Leader", wasting time, energy, and resources due to your belief that every salesperson has potential? Unfortunately, it is not uncommon to observe ...

Sales Culture

Should Your Problem Child Salesperson Work For Your Competitor?

Sep 26, 2014

Many companies hold on to their "problem child" salespeople for far, far too long. And I have heard many a "problem child" salesperson directly threaten or imply, "If I am not ...

Sales Management

The Worst Thing You Can Do to a High Performing Account Manager

Sep 9, 2014

The worst thing you can do to a high-performing account manager is promote them. Have you ever promoted a rock star account manager to outside sales only to see them crash and ...

Sales Culture

Don Draper's Four Rules of Selling

Sep 5, 2014

Mad Men's Don Draper is a "get its, get it". Thanks to Oren Klaff's brilliant book, Pitch Anything, I am now a fan. If you have yet to read Pitch Anything, I HIGHLY recommend you ...

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