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 ...

Happy Holidays!

The holidays are upon us and as each of you take a break to enjoy your friends and families, we thought the article below, written by our marketing advisor, was most appropriate. Mike Wien is a world class athlete, speaker, and marketing strategist. His focus on being very specific in your efforts speaks volumes to […]

Read more ...

The Importance of Insightful Questions

  Everyone has heard how important it is to ask questions in an initial sales call. Not only can the answers provide insight and direction, but the act of questioning allows the customer to talk freely. Remember, no one likes to be sold, but everyone likes to buy.Here are ten questions we think are very […]

Read more ...

What Is The REAL Worth Of Your Product?

 The new meaning of value is not just dollars and cents… Value – Seems like an overused word in sales. Value is in the eye of the beholder, people say, and for most salespeople, articulating value can be challenging.  Value is something that most salespeople spend a lot of time talking about, but that few […]

Read more ...

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 ...