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

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.

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 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 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 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 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 ...

THE RAINMAKER

Is Your Need To Be Liked Killing Your Sales Team?

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

Why Sales Welfare Pisses Off Your Best Salespeople

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

Should Your Problem Child Salesperson Work For Your Competitor?

Don Draper's Four Rules of Selling