The RAINMAKER MINUTE Blog

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 ownership – and therefore, it is where SALES LEADERS must place significant attention. Culture drives a WINNING Mindset. And finally, as with most sports teams, Culture focuses on PEOPLE, ACTIONS and BEHAVIORS that drive RESULTS! Culture differentiates – it is the ULTIMATE COMPETITIVE ADVANTAGE. Culture is the hardest thing for competitors […]

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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

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 Building Materials organizations, we have seen many instances where doing business in new […]

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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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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 […]

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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 […]

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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 […]

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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 […]

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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 […]

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Digging Deep – The Power of the Right Questions

Digging Deep – The Power of the Right Questions Many salespeople invest significant time and energy refining how well they can persuade their customers in order to make a sale.  In fact, it isn’t force or charisma that convinces customers to buy – it is helping the customer be internally […]

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Value Drivers: Behind the Wheel of Your Sale

Value Drivers: Behind the wheel of your sale – It is painfully obvious to sales professionals when their pitch is engaging the customer, and when it is falling flat.  To create meaningful conversation around your products and services, be aware of your customer’s “value drivers.” Value drivers are what the […]

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Beyond “Great Job!” Effective Encouragement

Beyond “Great Job!” – Effective Encouragement In a well-known publication on success and leadership, the author asserts that leaders should, “begin with praise and honest appreciation…Praise the slightest improvement and praise every improvement. Be hearty in your approbation and lavish in your praise…,” and “use encouragement.” If this sounds a […]

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