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

Why You Must Fire The Sales Rep Who Lost The Big Sale

Mar 19, 2015

Your job is to win every single sale. Losers say, "You can't win them all." Winners say, "I want to win them all. What can I improve so that we improve our win rate?" If you are a ...

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 Selection

[Video] Desiring A Thing Cannot Make You Have It

Jan 6, 2015

I recently saw the movie, The Gambler. In an early scene, Mark Wahlberg's character (Jim Bennett) shares his perspective regarding talent and desire with his university class ...

Sales Selection

Ten Powerful Ways To Dramatically Improve Sales Hiring in 2015

Jan 2, 2015

We are deep into 2015. You have several months left to make 2015 great. What will you do with it? Unless you change what you are doing right now - you will be lucky to continue ...

Sales Selection

Do Your Salespeople Behave Like Don Draper? (Part 2 of 5)

Nov 5, 2014

This is part 2 of a five part blog series on How to Know If You are Hiring A Don Draper Salesperson. Posers lose when they compete against real Don Draper salespeople. A couple of ...

Sales Selection

How to Know If You Are Hiring A Don Draper Salesperson

Oct 24, 2014

Love him or hate him, Don Draper can sell like few others. His character represents selling excellence - the embodiment of true freak-level selling ability. and while Don Draper ...

Sales Selection

Why The Wolf Of Wall Street Is Dead Wrong About "Sell Me This Pen"

Oct 8, 2014

Martin Scorsese's 2013 black comedy, "The Wolf of Wall Street", featuring Leonardo DiCaprio as the infamous stock-broker and salesman, Jordan Belfort, contains a classic "Sell me ...

Sales Selection

Hire the Best Salespeople With Three Powerful Interview Questions

Jul 23, 2014

If you are serious about hiring the best salespeople possible, it is essential that you get your sales hiring process optimized to ensure only the best sales candidates are making ...

Sales Selection

Five Critical Strategies To Keep Your Crappy Sales Manager From Hiring Crappy Salespeople

Jul 1, 2014

We help companies hire the best salespeople possible - the kind your competitors wish they had... I am often asked, "What is the one thing companies should do to make sure they ...

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