Issue 86 - 04 | The Most Important Sales Conversations You’ll Ever Have

By Mike Schultz & John E. Doerr
Published Sept. 7, 2011 10:00 a.m.
“This manifesto is for every sales person who is committed to becoming a rainmaker no matter what the product or service. Rainmakers are the sales elite, typically outperforming average sales people by 300 to 500%—often by a lot more. Success as a rainmaker depends on your ability to lead masterful sales conversations from ‘hello’ to ‘let’s go,’ but the first sales conversation, the most important sales conversation, happens before you talk to actual prospects. The most important sales conversation you have… is the one you have with yourself.”

About Mike Schultz & John E. Doerr | President of RAIN Group, Mike Schultz is world-renowned as a consultant and expert in sales performance improvement and co-author of the books Professional Services Marketing (Wiley, 2009) and Rainmaking Conversations: How to Influence, Persuade, and Sell in Any Situation (Wiley, 2011). As Co-President of RAIN Group, John Doerr draws upon an extensive career in business leadership which has included senior executive management, business development and marketing, and product and service development. Also co-author of the books Professional Services Marketing and Rainmaking Conversations, John provides executive and business development coaching for sales professionals, sales leaders, and business executives.

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