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How To Get Your Calls Returned By Becoming an Industry Expert
The key to getting your calls returned is to be viewed as an industry expert. This article discusses the specific strategies you can use to become well known and respected in your field.
Secrets of Top New Business Developers
What exactly do the top rainmakers do that makes them so successful? Learn what separates the top business developers from the rest.
Becoming a Rainmaker
The most effective approach to improving marketing skills is one that results in a fundamental shift in a person's perception of himself, others and the whole marketing process. Marketing is not simply a "numbers game." A person in any field of endeavor can learn to view marketing as an opportunity to do something positive for others, for their company and ultimately for themselves.

Making Revenue Rain in the New Year
Three tips for customer acquisition and retention that will create a downpour of revenue.

YOU CAN LEAD A HORSE TO WATER BUT YOU CANT MAKE HIM SELL OR CAN YOU
By Mike Schultz and John Doerr Recently, we presented to a group of firm leaders across a range of service areas on how to sell professional services. During the Q & A session, one leader of an engineering firm asked, “This is all great stuff, but how do you get them (my engineers) to sell? I mean, I have tried everything, but they still would rather do just about anything but sell.” Well, short of walking around with a large stick and a menacing attitude, we suggest you will inspire more of the professionals in your firm to sell by helping them get into the right frame of mind to become a rainmaker. It is not just a question of telling them to go out and sell; you need to take care of the following six areas to get the activity you want.

THE RAINMAKER - HUNTER – FARMER SALES ROLE
Discover your sales role: Are you a Rainmaker, a Hunter or a Farmer, perhaps you are all three. Discover how you can increase your sales by becoming a Rainmaker, a Hunter and a Farmer
RAIN SELLING HOW RAINMAKERS LEAD SALES CONVERSATIONS
By Mike Schultz and John Doerr Sales Conversations for Services To advance in their careers and become Rainmakers (those people at services companies that bring in the new clients and revenue), professionals such as accountants, lawyers, management consultants, and technology consultants eventually need to excel at selling professional services. Rarely, however, are these poor souls given a primer on rainmaking, especially when it comes to leading sales conversations and sales meetings. As a result, they often just 'wing it' and learn by doing, making many avoidable mistakes and losing opportunities to win new clients.

Weather Any Economic Climate
Do you hear the word recession and immediately begin to panic? Perhaps you start to move slower and slower when it comes to making purchases, hiring staff and investing in sales and marketing activities. You know that by being tight-fisted with your resources you are only compounding the issue, but how do you stop? Follow these three simple strategies and weather any upcoming economic climate: 1) Get real on who your Top Level Target is 2) Fortify your Existing Client Relationships 3) Balance your Marketing Pie Smart businesses know that the economy ebbs and flows at all times. They prepare themselves for any weather condition by following the three strategies above. Are you prepared?

Other rainmaker Related Articles

Do You Want To Become A Rainmaker
During my 35 year career, I have had the privilege of being referred to as a "Rainmaker" in several news articles and stories during interviews with some of my clients. I take that as a very kind compliment. Some may ask, what is a "Rainmaker?" The American Indian tradition would say that the Rainmaker used magical powers to bring rain to nourish crops to feed the people of the tribe. Today, the most common and simplistic definition I can offer would be this: A "Rainmaker" is a person who brings the most revenue into a company or organization and the revenue or money is the rain. Today's "Rainmaker" makes things happen, generates the most new customers, new business and takes the art of the doing business to new levels.

THE RAINMAKER - HUNTER – FARMER SALES ROLE
Discover your sales role: Are you a Rainmaker, a Hunter or a Farmer, perhaps you are all three. Discover how you can increase your sales by becoming a Rainmaker, a Hunter and a Farmer
YOU CAN LEAD A HORSE TO WATER BUT YOU CANT MAKE HIM SELL OR CAN YOU
By Mike Schultz and John Doerr Recently, we presented to a group of firm leaders across a range of service areas on how to sell professional services. During the Q & A session, one leader of an engineering firm asked, “This is all great stuff, but how do you get them (my engineers) to sell? I mean, I have tried everything, but they still would rather do just about anything but sell.” Well, short of walking around with a large stick and a menacing attitude, we suggest you will inspire more of the professionals in your firm to sell by helping them get into the right frame of mind to become a rainmaker. It is not just a question of telling them to go out and sell; you need to take care of the following six areas to get the activity you want.

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