Are you taking the opportunity to reconnect?

If your firm is like most, you’ve been using CRM software for years now. Name after name, title after title, data point upon data point, you’ve likely stockpiled a huge amount of prospecting information through various lead generation activities. You’ve created countless records and guided each one through your sales pipeline.

What do you do with those records once you can no longer push them forward? Again, if your firm is like most, you probably leave them languishing in your database, perhaps with a sad “lost – chose competitor” or “dead – no budget” tag attached. But these are more than just dead data...

Are your rainmakers armed to succeed?

In our last post about building a rainmaking sales culture, we discussed the three areas of organizationally-controlled influences you need to address in order to create the best sales environment in which your sales team can thrive and succeed:

Organizational Influences:

   1. Expectations and Feedback

   2. Tools and Resources

   3. Consequences and Incentives

In this post we will discuss how to make certain you have the best rainmakers and potential rainmakers working in that culture. We’ll look at the three factors that are a part of who is on your team, who can sell, and, just as importantly, who will sell. These 3 factors are...

Are there holes in your organization's sales culture?

There's a hole in the bucket, dear Liza, dear Liza. A hole in the bucket, dear Liza, a hole. 
- Harry Belafonte

Here at RAIN Group, our advice to organizations looking to create a culture of sustained, serious selling: Make sure the bucket doesn't have any holes or it won't hold water.

Time and again we see organizations doing a certain percent of what they need to do to help their teams achieve more sales success and increase sales performance (our favorite, “Can you come in and give a 90-minute speech that will charge up the team for the next 12 months?”), but rarely do they put forth 100% effort. If you're only doing 70% of what you need to do to increase sales performance, you don't get 70% results; you get much less. Like patching a leak in the bottom of a boat, if you don't patch it 100%, it still takes on water.

So if your charge is to create a team of rainmakers, those people responsible for selling who are bringing in three, five, or seven times more revenue than everyone else, make sure you...