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 a founding member of the […]
Building Materials
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 returned to the field after […]
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 ways worked well, leading to […]
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 well-respected Building Industry veteran, I […]
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 organizations participated. For the next […]
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 will provide insight on what […]