Category Archives: Rainmaker Series- Becoming a Top Sales Professional

Persistence, Persistence, Persistence

 To find new customers, you need this crucial trait… We have mentioned before that there’s a very popular misconception that the very best salespeople are “simply born that way.” One of the reasons so many people think that’s the case is the perception many of us have about the very best salespeople: that they’re hard-charging, […]

Read more ...

The Insatiable Will To Win

 Have you set a big, hairy audacious goal? Your beliefs, how you think and then how you act drive performance. It is obvious that one trait will not make you successful. Yet in sales, having an ACHIEVEMENT orientation and bias is essential. Let’s take a look at two of the most important elements of the […]

Read more ...

Why You Need To Be A Learner

 Just listening isn’t enough – you should be a student of questioning.     In sales, mindsets are important, as they reflect how top producers THINK – how they approach their work with customers….how they “see” things.  Our next book, The 12 Mindsets of a Rainmaker, explores the different mindsets of top producers.  In this […]

Read more ...

How To Stage The Best Sales Call Ever

How To Stage The Best Sales Call Ever You have worked for months to get in the door… You finally have your first appointment with the targeted executive… Now what? Do you just research the company further and wish for the best? Or do you stack the call in YOUR favor by establishing a strong […]

Read more ...

Why Social Networking Can be Such a Great Tool for Salespeople… and How Most of Them are Misusing it

  RAINMAKER SERIES:Becoming a top sales professional – a Rainmaker – is a goal many sales professionals have. Rainmakers know that being at the top of their game builds business, impacts relationships, and generates superior customer loyalty and referral. The series that follow will explore the characteristics and behaviors that top sales professionals embrace. We […]

Read more ...