The RAINMAKER MINUTE Blog

The Ingredients of a High-Performance Sales Culture – COMPENSATION and CELEBRATION

The Ingredients of a High-Performance Sales Culture COMPENSATION and CELEBRATION As we have shared previously, we are doing a series of posts of what we have observed superior sales organizations do to shape a High-Performance Sales Culture. Each post will feature one ingredient, followed by a few questions to challenge your thinking. The sixth ingredient of a High-Performance Sales Culture is Compensation and Celebration. “Properly designed, a sales compensation plan can serve as a powerful medium of organizational communication, enabling a company to improve on its investment in a most important resource: its sales talent.”  – John K. Moynahan In sales, compensation, […]

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How to Increase Your Sales Velocity by Slowing Down

Guest Blogger: Matt Buchanan Note from Carlos Quintero: From time to time, we are approached by other professionals who wish to contribute to the Rainmaker Minute blog.  Matt Buchanan, co-founder of Service Direct, shared this message which is engaging and thought-provoking.   It focuses on how to accelerate growth by being […]

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The Ingredients of a High-Performance Sales Culture – SALES PROCESS

The Ingredients of a High-Performance Sales Culture SALES PROCESS As we have shared previously, we are doing a series of posts of what we have observed superior sales organizations do to shape a High-Performance Sales Culture. Each post will feature one ingredient, followed by a few questions to challenge your […]

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The Ingredients of a High-Performance Sales Culture – GROWTH PLAYBOOKS

The Ingredients of a High-Performance Sales Culture GROWTH PLAYBOOKS As we have shared previously, we are doing a series of posts of what we have observed superior sales organizations do to shape a High-Performance Sales Culture. Each post will feature one ingredient, followed by a few questions to challenge your […]

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The Ingredients of a High-Performance Sales Culture – PEOPLE

The Ingredients of a High-Performance Sales Culture PEOPLE As we have shared previously, we are doing a series of posts of what we have observed superior sales organizations do to shape a High-Performance Sales Culture. Each post will feature one ingredient, followed by a few questions to challenge your thinking. […]

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The Ingredients of a High-Performance Sales Culture – SALES LEADERSHIP

The Ingredients of a High-Performance Sales Culture SALES LEADERSHIP As we have shared previously, we are doing a series of posts of what we have observed superior sales organizations do to shape a High-Performance Sales Culture. Each post will feature one ingredient, followed by a few questions to challenge your […]

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Conversation with Pat Ferretti – How Committed Are You To Sales Enablement?

Conversation with Pat Ferretti – How Committed Are You To Sales Enablement? With this month’s edition of the Rainmaker Minute, we continue our deep dive into the key ingredients in building a High-Performing Sales Culture.  We recently connected with Pat Ferretti, a Sales Operations and Sales Enablement thought leader and […]

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The Ingredients of a High-Performance Sales Culture – CUSTOMER EXPERIENCE

The Ingredients of a High-Performance Sales Culture CUSTOMER EXPERIENCE As we have shared previously, we are doing a series of posts of what we have observed superior sales organizations do to shape a High-Performance Sales Culture. Each post will feature one ingredient, followed by a few questions to challenge your […]

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Why a High-Performance Sales Culture?

Why a High-Performance Sales Culture? We shared last month the beginning of this Sales Culture series, and before we get started, here are reasons you should focus on developing a High-Performance culture with your sales teams: A strong Sales Culture unites Culture sets expectations Culture is the foundation for accountability and […]

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Conversation with Christopher Perego – Regional Sales, BASF

Conversation with Christopher Perego – Regional Sales, BASF This month we reached out to Christopher Perego, a 20-year veteran of BASF, for his take on how Marketing and Sales work together, and his insights into the power of Sales Culture. His experience is rich in Sales and Marketing, having just […]

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The Power of a High-Performance Sales Culture

For the last 15 years, our focus has been helping clients build a commitment to “Sales Excellence” as part of our sales transformation work. In the process of working closely with Sales Organizations, we have seen many instances where doing business in new ways worked well, leading to lasting change. […]

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Conversation with Jon Dartt – VP Sales, Delta Faucet

Conversation with Jon Dartt – VP Sales, Delta Faucet In our continuing quest to learn how Sales Leaders are shaping their sales cultures, I had the opportunity to interview Jon Dartt who has been VP of Sales at Delta Faucet since 2011. And what a powerful discussion it was! A […]

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Challenges We Face Study – Getting Everyone in the Company to Support the Customer Experience

The Rainmaker Minute:  Challenges We Face Study – Challenge #5 – Getting Everyone in the Company to support the Customer Experience.   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 […]

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