Category Archives: Rainmaker Series- Becoming a Top Sales Professional

LinkedIn – The Rainmaker’s #1 Research Tool – Part 1

LinkedIn – The Rainmaker’s #1 Research Tool – Part 1 For the next 3 weeks, we will take a look at LinkedIn as a research tool, go over some tips on reaching out to prospects, and then offer strategies on effectively using LinkedIn to research prospective clients.   Research has shown that companies do use […]

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11 Rules of Great Sales Professionals: Rules 7, 8 and 9

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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The Importance of Facilitating

Are you executing effectively after the sale? For most business-to-business sales pros today, the sales cycles are long.  After a sale is made, average salespeople are relieved that the opportunity finally came in.  Top performers, on the other hand, recognize that after the sale is made is when the work really begins. That is when the ‘Facilitating Mindset” […]

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Podcast Interview With Tim Rethlake

Podcast Interview With Tim Rethlake This month, we had the pleasure of speaking with Tim Rethlake, Vice President of Hearth and Home Technologies, the world’s leading producer and installer of hearth and fireplace products. Hearth and Home Technologies is a part of HNI, a highly successful Fortune 500 company. We invited Tim to share his […]

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11 Rules of Great Sales Professionals: Rules 5 and 6

11 Rules of Great Sales Professionals: Rules 5 and 6 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 […]

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