The RAINMAKER MINUTE Blog

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 thinking. The 2nd ingredient of a High-Performance Sales Culture is Sales Leadership. “Sales Leadership is not a spectator sport; you have to participate, you have to be personally involved in it. It’s not about sitting in the office or sticking to a process, or presiding over your salespeople. It’s all about active […]

Read More

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 […]

Read More

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 […]

Read More

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 […]

Read More

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 […]

Read More

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. […]

Read More

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 […]

Read More

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 […]

Read More

Challenges We Face Study – Developing High-Quality Sales Leaders

The Rainmaker Minute:  Challenges We Face Study – Challenge #4 – Developing High-Quality Sales Leaders.   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 […]

Read More

Challenges We Face Study – Recruiting Quality People (Salespeople, Support, and Other Areas)

The Rainmaker Minute:  Challenges We Face Study – Challenge #3 – Recruiting Quality People (Salespeople, Support, and Other Areas). 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 […]

Read More

Challenges We Face Study – Transitioning Salespeople To Being Business Advisors vs. Product Sellers

The Rainmaker Minute:  Challenges We Face Study – Challenge #2 – Transitioning Salespeople To Being Business Advisors vs. Product Sellers. 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 […]

Read More

Challenges We Face Study – Selling Value vs Price

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 […]

Read More

What to do BEFORE Calling on an Architect or a Builder

What to do BEFORE Calling on an Architect or a Builder Imagine it is your first call to a potential architect or a builder and the first question you ask is: “Mr. Smith, please tell me about your business.” What message does that communicate? You won’t believe how many salespeople […]

Read More