Category Archives: Rainmaker Series- Becoming a Top Sales Professional

10 Influential College Football Head Coaches

One of the fellow professionals I admire is Wayne Hauenstein, who is a consummate training professional. He just shared a fun read blog on Coaching, by focusing on the styles and traits of superior football coaches. I believe you will enjoy this read and the links to the various coaching styles he has defined. We […]

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Top Characteristics Of High Performing Business To Business Salespeople

Top Business to Business Salespeople: Are Competent Problem Solvers They use creative questioning to provoke critical thinking. They listen intently to customer responses, confirm their needs and help the customer visualize the potential impact and value their solution will have on the organization. Continuously Focus on the Customer Highly successful sales people recognize that the […]

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11 Rules of Great Sales Professionals: Rules 10 and 11

Rules. What are rules? The dictionary gives the word ‘rules’ several meanings: • A prescribed guide for conduct or action • An authoritative statement of what to do or not to do • An official regulation, code of regulations or set practice As students of the sales profession for 25+ years, we are always being […]

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Linkedin: Unique Ways of Reaching Out To Prospects – Part 3

Linkedin: Unique Ways of Reaching Out To Prospects – Part 3 In this week’s post, we offer some ideas for reaching out to prospective clients in a personal and engaging manner. When reaching out to new leads, don’t just focus on your particular niche – look beyond. Try to approach people who are working outside […]

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LinkedIn: 5 Tips On Researching Prospective Clients – Part 2

LinkedIn: 5 Tips On Researching Prospective Clients – Part 2 This week we continue our look at LinkedIn as a lead generation tool, with some tips on how to research prospects more effectively. There are different methods of researching prospective clients. Whatever method you choose when approaching prospects, always remember that you are striving to […]

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