On Accelerate! Now: Episode 69 with Mike Schultz. How To Increase Win Rates & Beat Your Sales Goals In 2016.

In this episode, Mike Schultz, Co-President of Rain Group and best-selling author of Insight Selling, shares the findings of an extensive research project the Rain Group conducted into what top performing sales organizations do differently from the rest. Asking questions about what companies should be doing to drive their sales organizations to be stronger, Mike reveals what they learned from …

The Myth Of The Closer

Are You Selling “Things” or “Solutions”? Perhaps this is just a sign of the times, but I’m seeing more managers who attribute a shortfall in their sales numbers to a shortage of sales people who know how to ask for an order. In other words, they feel they don’t have enough “closers.” Unfortunately, these managers are mistakenly identifying their real …