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

The Fifth Essential Competency Every Sales Wolf Must Master

May 9, 2019

Time and Priority Management. Time and Priority Management is the fifth essential competency every Sales Wolf must master. After grad school and a stint as a commodity trader, I ...

Sales Culture Scaling Up

Why sales coaching is ineffective and what to do about it

Apr 10, 2019

Depending on the length of your sales career to date (as well as your title), you have probably either initiated or solicited sales coaching. Most typically, sales coaching occurs ...

Order-taker salespeople must master listening as a skill

Scaling Up

Listening - The ESSENTIAL selling skill for order-takers.

Oct 5, 2017

Long story short. If you are like me, you are never satisfied with the status quo. And chances are you do not do well with "happy talk". "Happy talk" is what well-meaning sales ...

Scaling Up

It Takes More Than Training To Make a Challenger

Nov 22, 2016

A recent post written by a self-described "writer and content marketer" caught my attention. In the post, the author shared their Three Step Guide to Becoming a Challenger ...

Scaling Up

All The Sales Training In The World Can't Fix Stupid

Feb 22, 2015

A few years ago, the great philosopher (comedian) Ron White shared an interesting perspective about improving people. He said: "If your eyes go bad, you can have lasik surgery and ...

Scaling Up

Are You Creating an Avoidance Culture?

Apr 26, 2013

THE RAINMAKER

The Fifth Essential Competency Every Sales Wolf Must Master

Why sales coaching is ineffective and what to do about it

Listening - The ESSENTIAL selling skill for order-takers.

It Takes More Than Training To Make a Challenger

All The Sales Training In The World Can't Fix Stupid

Are You Creating an Avoidance Culture?