"Virtual Selling more than fulfills my high expectations. It is research-based, sound, practical, and nuanced. Another example of why the team at RAIN Group are the leading thinkers in the world of sales strategy and training." —Charles H. Green, Author, The Trusted AdvisorFrom bestselling authors of Rainmaking Conversations and Insight Selling.Do you want to connect with buyers and win more sales in the new world of virtu...

Conversations make or break everything in sales. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales. Rainmaking Conversations provides a proven system for leading masterful conversations that fill the pipeline, secure new deals, and maximize the potential of your account.Rainmaking Conversations offers a research-based, field-tested, and practical selling approach that will help you master the art of the sale...

A proven approach to revenue-generating marketing and client developmentProfessional Services Marketing is a fully field-tested and research-based approach to marketing and client development for professional services firms. The book, now in its Second Edition, covers five key areas that are critical for firms that want to grow and become more profitable: creating a marketing and growth strategy; establishing a brand and reputation; implementing a...

What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place?Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results.

A high-octane memoir of unflappable determination from an X-Games and Paralympics champion.When "Monster" Mike Schultz won snowboarding gold in Pyeongchang, South Korea, it was the culmination of a decade of reinvention, in every sense of the word. Ten years earlier he'd lain bleeding on the side of a mountain after a devastating snowmobile accident. Now he stood tall on the Paralympic podium, supported by a prosthetic knee and foot of his own creation.Dr...

When their five-year-old son fought for his life, business leaders Erica and Mike Schultz learned a new way to live, work, and succeed—discovering how to achieve extreme productivity with heart and purpose.Ari Schultz was an extraordinary baby, beginning life in a pitched battle against heart disease. The same year, his parents launched their business, and they had to keep it going strong, even while living full-time at the hospital for months on end. For the next ...

Ari Schultz was an extraordinary baby, beginning life in a pitched battle against heart disease. The same year, his parents launched their business, and they had to keep it going strong. For the next five years, Erica and Mike Schultz learned how to balance the demands of their jobs, commuting to the hospital, and spending time with their growing family—along the way, noting the tricks and techniques that allowed them to get work done, even while living in the cardiac ICU and later through...

“Virtual Selling more than fulfills my high expectations. It is research-based, sound, practical, and nuanced. Another example of why the team at RAIN Group are the leading thinkers in the world of sales strategy and training.” —Charles H. Green, Author, The Trusted AdvisorFrom bestselling authors of Rainmaking Conversations and Insight Selling.You can’t sell the same way you did pre-2020. If you do, you won’t achieve the same results. You need to adapt. Pivot. And change...

Conversations make or break everything in sales. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales. Rainmaking Conversations provides a proven system for leading masterful conversations that fill the pipeline, secure new deals, and maximize the potential of your account.Rainmaking Conversations offers a research-based, field-tested, and practical selling approach that will help you master the art of the sale...

Professional Services Marketing is a fully field-tested and research-based approach to marketing and client development for professional services firms. Based on insight from firms that succeed and the science of how clients buy, it's the perfect book for consultants, attorneys, accountants, engineers, and other professional service providers. The book covers five key areas that are critical for firms that want to grow their revenues and themselves-creating a marketing and growth strategy;...

Personal problems? World problems? Healing issues? Creativity challenges? They can all be resolved with a fun new method called “remembering.” The Remembering Process reveals a breakthrough creativity technique that anyone can use to easily create, produce, innovate, solve, resolve . . . and more! Beyond any New Age or self-help teaching, this process taps into the future as not only possible, but accessible in this very moment. This leading-edge book is a mind-stretching exploration of ho...

We all desire success--but we don't all understand what success actually is. Success isn't a place you arrive at after working hard. That's a goal. Success is found in the character you maintain while you pursue your goals. It's about who we are and how we project our persona at work, at home, at school, and everywhere else. And all it takes to find success and fulfillment are simple shifts in the way we think.In this wisdom-packed book, Dean Del Sesto offers readers 77 brief refle...