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

Is Your New Sales Wolf Destined To Leave You?

Nov 12, 2021

Too much of a good thing may eventually work against you. Think about the sales wolf who left you before you could clone them. You poured your heart into them. This sales wolf ...

Sales Selection

What Sales Wolves Deliver

Apr 4, 2019

The quality of your sales talent is one of few elements to profoundly impact the long-term success of your business. Yet, few organizations have the recruiting structure in place ...

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Sales Selection

Is the ideal sales team comprised of all Sales Wolves?

Feb 26, 2019

I spend a great deal of time writing about Sales Wolves. What defines a Sales Wolf. How many organizations lack them or once they have them, fail to nurture and retain their ...

Sales Selection

Sales Wolves Do Not Always Interview Well

Feb 6, 2019

When a person is purchasing a sports car, they do not go to the dealership and randomly test drive every single car on the lot until one feels right. They do not test drive a ...

Sales Strategy Sales Selection

Run Away From Sales People With These Traits

Nov 28, 2018

Few decisions impact a business model more than the quality of sales talent hired to represent a company. It happens all the time. Sales hiring managers predicting strong sales ...

Many salespeople are not sales wolves - they are imposters

Sales Strategy Sales Selection

Why Your Top Salespeople Aren’t

Nov 20, 2018

...what?

Sales Strategy Sales Selection

Why Your Job Interviews Bring in Crappy Sales People

Nov 14, 2018

Most sales job interviews are meaningless.

Sales Selection

Do your salespeople believe?

Aug 28, 2018

Believers sell value. Your salespeople either believe in selling value or they do not. There is no "in-between". Non-believers possess and model a mindset focused on "saving" ...

Memo to CEO - You don't have the influence you should have.

Jun 28, 2018

Dear Ship Captain... As CEO or VP of Sales of your company, who possibly could have more influence than you in shaping the future of your company? One or more of these folks: HR. ...

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