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

Stop Selling To Never-Gonna-Get-Its

Jan 8, 2015

Stop the sales madness. I have been in sales for over 25 years. If I could go back in time, I would do some things differently. I would hire the alpha sales wolves, challenge my ...

Sales Management

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 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 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 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 Management

What "Get It" Sales Managers Accomplish In Their First 30 Days

Apr 8, 2014

Congratulations! You are the new sales manager or the new VP of sales. What you do in your first 30 days shapes your reputation and your future. Average sales managers blindly ...

THE RAINMAKER

Stop Selling To Never-Gonna-Get-Its

The Leadership Boom Is Making Sales Managers Stupid

Keep Tabs On Your Top Performers

Steve Jobs and the Power of Focus

Stop Being A Pinocchio Sales Leader

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

What "Get It" Sales Managers Accomplish In Their First 30 Days