Rainmakers, Closers, and Other Sales Myths

No other field is as simultaneously important and misunderstood as sales. Managers and salespeople search for success in sales myths that do not improve sales performance. Rainmaker, Closers & Other Sales Myths provides a clear-cut path to successful selling by debunking mythology and replacing the myths with a proven sales system of strategy, structure and people. Like war, a winning sales strategy is coordinated and waged at four levels: shareholders (sovereigns); CEOs and presidents (generals); sales management (officers); and salespeople (soldiers). Strategy defines the system and solution, yet without a sound structure managed by the right people all strategies will fall short. This book provides the tools sales leaders need to set a strategy for success, construct structure that supports it, and build a winning sales team that possess the natural abilities to learn the skills to succeed.

No other field is as simultaneously important and misunderstood as sales. Managers and salespeople search for success in sales myths that do not improve sales performance. Rainmaker, Closers & Other Sales Myths provides a clear-cut path to successful selling by debunking mythology and replacing the myths with a proven sales system of strategy, structure and people. Like war, a winning sales strategy is coordinated and waged at four levels: shareholders (sovereigns); CEOs and presidents (generals); sales management (officers); and salespeople (soldiers). Strategy defines the system and solution, yet without a sound structure managed by the right people all strategies will fall short. This book provides the tools sales leaders need to set a strategy for success, construct structure that supports it, and build a winning sales team that possess the natural abilities to learn the skills to succeed.