The RAINMAKER MINUTE Blog

Podcast Interview with Tim Riesterer – Part 2

Rainmaker Minute Fans… For the next two weeks we are featuring a podcast interview with Tim Riesterer, Chief Strategy and Marketing Officer of Corporate Visions. Tim is responsible for leading the strategic direction of the company in thought leadership, positioning and product development. Tim is also co-author of the book “The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale” which anchors our discussion. This book is powerful. It provides an engaging discussion and framework on how to have value conversations with a customer. I am an avid reader of everything […]

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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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Observing Sales Calls – “The Moment of Truth”

Observing Sales Calls – “The Moment of Truth” For both the Sales Manager and Salesperson, an observed sales call can be stressful. However, with the correct approach, this “moment of truth” can be a beneficial learning experience for both parties, and strengthen the relationship between the manager and salesperson in […]

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Turning the “No Interest” Customer into “The Process Continues Sale”

Turning the “No Interest” Customer into “The Process Continues Sale” Like pulling a rabbit from a top hat, converting “no-interest” customers into clients may seem like a magic trick that creates something out of nothing. I recommend gently coaxing the rabbit (or client), rather than using a hard tug on […]

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