Category Archives: Rainmaker Series- Becoming a Top Sales Professional

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” […]

Read more ...

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 […]

Read more ...

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 […]

Read more ...

Building Material Sales People are Social Media Experts

Building Material Sales People are Social Media Experts Most building material companies make social media too complicated. The result is that they either don’t participate in social media or if they do, they don’t do it well. The reason they don’t do it well is because they approach social media like a marketing program when […]

Read more ...

Podcast Interview With Mike Weinberg

Podcast Interview With Mike Weinberg I had the privilege recently to interview Mike Weinberg for one of our podcasts. Mike is a fellow business advisor who is a passionate student of the world of sales. This podcast focuses on his insights on Sales Management today, and the critical role this position plays in driving growth. […]

Read more ...