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

Smart companies use a science-based sales personality test to hire only the best salespeople

Most companies don’t understand us, until they need us

Nov 2, 2017

From the outside looking in. I recently woke up in the middle of the night with the title of this article in my mind. When I began working with The Rainmaker Group, my biggest ...

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Sales Selection

Your Sales Team's Mindset: Your Most Valuable Asset

Oct 26, 2017

Your most valuable asset is not your equipment, nor your real estate, nor your trademarks nor your intellectual property. Your most valuable asset is the mindset of your sales ...

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Sales Selection

Private Equity's Huge Sales Miss

Sep 21, 2017

Long story short. Private Equity (PE) Firms are failing to optimize their sales teams from the very beginning of ownership. It seems that PE Firms fail to grasp that the Net ...

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Sales Selection

Why most salespeople cannot sell value.

Sep 12, 2017

Long story short. Most salespeople cannot sell value because they lack key "sales personality" elements that drive them to understand and sell value. If salespeople lack the ...

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Sales Selection

Your Assistant Is No Longer Welcome Here.

Jul 26, 2017

It's a well-known fact: a good assistant is worth their weight in gold. The value of a good assistant is maximized when they complete the tasks they are most-qualified to handle. ...

Sales Selection

The Best Salespeople are Born AND Made

Apr 13, 2017

The short answer is, "Both." The best salespeople are born AND made. I have been in sales for 40 years. I have sold door-to-door as well as complex, long sales cycle solutions. ...

Sales Selection

The Painful Truth About Your Sales Recruiting

Mar 14, 2017

You do not have enough resources committed to sales recruiting. The painful truth is you do not have enough resources committed to sales recruitment. The painful truth is your ...

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Sales Selection

What You Must Do When a Salesperson Is Terminated

Jan 19, 2017

Now is the time for reflection and pain. Somewhere or perhaps everywhere, you screwed up. You could ignore the circumstances and hope history does not repeat itself or your can ...

Sales Selection

Which Is More Important in Sales - Talent or Tenacity?

Mar 24, 2016

Bob was my third and worst hire ever. In 2000 I was responsible for building the sales team for an online learning start-up. Bob was my third hire. He was a referral from a ...

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