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

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Why 90% of Decision Makers Never Answer A Cold Call

Jul 8, 2016

In short. 90% of decision makers will never answer a cold call because the salesperson attempting to sell to them cannot sell and / or the decision-maker lacks the capacity to ...

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Sales Management

On Target Personas and Never Gonna Get Its

Jun 30, 2016

In God we trust. Everyone else bring data. There was a time I believed that all I needed to be successful in sales was to offer the best product / service solution backed with ...

Sales Management

How To Multiply Sales Without Adding A Single Salesperson

Jun 28, 2016

"What percentage of time should a salesperson be selling?" Oh how many times I have heard this question. A salesperson's job is to sell. I can't believe I am actually saying these ...

Sales Management

The Real Reason Why Good Salespeople Often Turn Into Mediocre Sales Managers

May 25, 2016

Sales managers fail because of you. Let's assume you did everything right. You didn't guess in the promotion of a good salesperson to sales manager. You used a valid multi-science ...

Sales Management

No More Half Measures

Jan 27, 2016

I binge-watched the hell out of Breaking Bad. I stayed up way too late when I shouldn't have. Now I am sometimes find myself muttering, "Yo, yo, yo." It's my colleague Joe's ...

Sales Management

Your Company Has a Prospecting Problem

Jan 14, 2016

How many of your salespeople are really order-takers? Recently a Client requested sales personality assessment codes to assess sales candidates. In our conversation they shared ...

Sales Management

Do You Have Your Sales Team's Back?

Dec 9, 2015

Dear CEO... Sales management incompetence destroys your sales team's confidence in you. And you must have their confidence. Your reputation is directly reflected through the ...

Sales Management

8 Signs Your Sales Culture Has A Candor Problem

Apr 27, 2015

Lack of candor destroys sales potential. The lack of candor in sales teams scares the hell out of me because I see so frequently and the costs are profound. I cannot count the ...

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 ...

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