Category Archives: Rainmaker Series- Becoming a Top Sales Professional

LinkedIn: 5 Tips On Researching Prospective Clients – Part 2

LinkedIn: 5 Tips On Researching Prospective Clients – Part 2 This week we continue our look at LinkedIn as a lead generation tool, with some tips on how to research prospects more effectively. There are different methods of researching prospective clients. Whatever method you choose when approaching prospects, always remember that you are striving to […]

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LinkedIn – The Rainmaker’s #1 Research Tool – Part 1

LinkedIn – The Rainmaker’s #1 Research Tool – Part 1 For the next 3 weeks, we will take a look at LinkedIn as a research tool, go over some tips on reaching out to prospects, and then offer strategies on effectively using LinkedIn to research prospective clients.   Research has shown that companies do use […]

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11 Rules of Great Sales Professionals: Rules 7, 8 and 9

Rules. What are rules? The dictionary gives the word ‘rules’ several meanings: • A prescribed guide for conduct or action • An authoritative statement of what to do or not to do • An official regulation, code of regulations or set practice As students of the sales profession for 25+ years, we are always being […]

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The Importance of Facilitating

Are you executing effectively after the sale? For most business-to-business sales pros today, the sales cycles are long.  After a sale is made, average salespeople are relieved that the opportunity finally came in.  Top performers, on the other hand, recognize that after the sale is made is when the work really begins. That is when the ‘Facilitating Mindset” […]

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11 Rules of Great Sales Professionals: Rules 5 and 6

11 Rules of Great Sales Professionals: Rules 5 and 6 Rules. What are rules? The dictionary gives the word ‘rules’ several meanings: • A prescribed guide for conduct or action • An authoritative statement of what to do or not to do • An official regulation, code of regulations or set practice As students of […]

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