Category Archives: Rainmaker Series- Becoming a Top Sales Professional

The Power of WHY – From a Customer’s Perspective

You’ve probably heard it suggested that, when it comes to buying,  we’re all walking around listening to the same radio station, WIIFM, which stands for “What’s In It For ME?” As a sales person, though, the most important question you will ever be asked is… “Why should I do business with YOU?” The key word […]

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How Do YOU Create Change?

 Salespeople are change agents. What are you doing to drive change with your customers? One characteristic that distinguishes a top-performing salesperson is their mindset toward change. That is, the very best don’t just adapt to change, as important as that may be, but they help create change in positive ways. They continually ask themselves: How […]

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The Impact And Outcome Are Up to YOU

Are you making a difference to your customers? FACT: With few exceptions, the best sales people are the ones who ask the best questions. But not just any question. The questions with the most impact are CONSEQUENCE questions. What do we mean by ‘consequence’ questions? The dictionary defines ‘consequence’ as “a result, effect or outcome that […]

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Let’s Stop Calling Them “Soft” Skills

Seth Godin is one of the most prolific marketing writers today. His books, his insights and his perspectives have always impressed us in their clarity and message. This blog post communicates a point of view on “soft” skills and how critical they are for an organization. We like to call them the “hard” skills, not […]

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Sales Excellence with Toby Stansell

As many of you know, I invite colleagues and other sales pros to contribute to the Rainmaker Minute.  This month we have invited Toby Stansell to share with us some of his favorite quotes and axioms resulting from a highly successful business career.  Toby is President of AcumenIT, one of the largest IT solutions providers in the Southeast. Toby’s career […]

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