The Rainmaker Minute: Challenges We Face Study – Challenge #1 Selling Value vs Price. Earlier this year, Mark Mitchell, who co-authored our book RAINMAKER, and I conducted a study to learn what Building Materials Sales Forces are being challenged with this year. 146 organizations participated. For the next few blogs, I will provide insight on what we […]
Sales Managers – Why you’re NOT creating value for your company by being a Super Closer.
Sales Managers – Why you’re NOT creating value for your company by being a Super Closer. Allow me to explain. We work with large building industry manufacturing companies. When we explore how time is invested when managers travel with their teams, it’s almost always the case that managers travel with a sales person because an […]
What is Coaching?
What is Coaching? Most of us have experienced coaching in one form or another, usually in sports. The coach is the one who trains us in technique, skill and strategy in an effort to elevate our level of performance. The goal is to achieve certain desired outcomes such as winning more games. In this arena, […]
Business Acumen – The Bridge Connecting Sales Pros and their Customers.
Business Acumen – The Bridge Connecting Sales Pros and their Customers. How important is Business Acumen? I recently read an article by Brian Hill that nicely describes what Business Acumen is. He says…. “General business acumen involves the ability to effectively communicate with all functional areas in the organization. Individuals with acumen are always looking […]
Your Team’s MINDSET!
When is the last time you took an inventory of your and your team’s Mindset? Let me tell you why I ask: I am reading John C. Maxwell’s The Complete 101 Collection, What Every Leader Needs to Know. The book starts out by stressing the importance of attitude, which for me I think of as […]
Inside Out Coaching – Audio Blog #23
Inside Out Coaching It’s almost ironic that one of the very best tools in the sales manager’s repertoire is something we’ve all seen in experience, but few of us ever put to practice in our working lives: inside out coaching. If you are thinking that you don’t know what inside out coaching means, then you’re […]