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

What Sales Management Must Learn From The U.S. Women's National Soccer Team

Aug 7, 2015

The key to winning is analytics. Jill Ellis is the coach of the U.S. World Cup championship team. A recent article from the June 22, 2015 Vice Sports article by Leander ...

Sales Performance

What Sales Management Must Learn From Superathletes

Jul 22, 2015

Superathletes use science and technology to gain a sustainable competitive edge. The field of sales is ripe with opportunity to emulate what superathletes have been using to gain ...

Sales Performance

You Can Afford To Pay New Salespeople A Lot More

Jul 15, 2015

The painful truth. The painful truth is you are burning through far more salespeople than you should be burning through. So are your competitors. It is destroying your brand. You, ...

Sales Performance

Are You Prepared For The Coming Hurricane In Sales?

May 26, 2015

"There are people who make things happen, there are people who watch things happen, and there are people who wonder what happened. To be successful, you need to be a person who ...

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 Performance Sales Selection

What Bad Sales Hiring Decisions Really Cost You

Jan 23, 2015

What gets measured gets improved. When I ask executives what they believe the cost of a bad sales are, most focus on turnover costs. The truth is the real costs of a bad sales ...

Sales Management Sales Performance

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 Performance

How The Best Salespeople Sabotage Their Own Potential

Dec 2, 2014

The best salespeople often sabotage their own potential. If you are like me, you play to win. It is hard-coded in your DNA. Losing is not something you take lightly. Do you use ...

Sales Performance

Are Your Salespeople Motivated Like Don Draper? (Part 3 of 5)

Nov 20, 2014

This is part 3 of a 5 part blog series on How to Know If You are Hiring A Don Draper Salesperson. My first 100 sales hires sucked Do you ever recall the past and remember things ...

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