Dave Wilens - Growing Rainmakers: A Guide to Building a Great Sales Team That Thrives in the Modern Marketplace

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Copyright 2019 by Dave Wilens

All rights reserved.

Printed in the United States of America.

No part of this publication may be reproduced or distributed in any form or by any means without the prior permission of the publisher. Requests for permission should be directed to , or mailed to Permissions, Indie Books International, 2424 Vista Way, Suite 316, Oceanside, CA 92054.

The views and opinions in this book are those of the author at the time of writing this book, and do not reflect the opinions of Indie Books International or its editors.

This is a work of fiction, an approach the author is using to impart business lessons. Names, characters, businesses, places, events, and incidents are either the products of the authors imagination or used in a fictitious manner (with the exception of cited books and articles). Any other resemblance to actual persons, living or dead, or actual events is purely coincidental.

Neither the publisher nor the author is engaged in rendering legal, tax or other professional services through this book. The information is for business education purposes only. If expert assistance is required, the services of appropriate professionals should be sought. The publisher and the author shall have neither liability nor responsibility to any person or entity with respect to any loss or damage caused directly or indirectly by the information in this publication.

ISBN-10: 1-947480-50-2

ISBN-13: 978-1-947480-50-6

Library of Congress Control Number: 2019934188

Designed by Joni McPherson, mcphersongraphics.com

Author cover photo by Amanda Wilens

INDIE BOOKS INTERNATIONAL, LLC

2424 VISTA WAY, SUITE 316

OCEANSIDE, CA 92054

www.indiebooksintl.com

Rainmakers

Definition: People who generate significant income for a business or organization by attracting clients or customers.

Praise For Growing Rainmakers

Coachs methodology helps you engage with emotional honesty and enthusiasm to any client or prospect and this makes your life relationships and business richer for it. Having applied his guidance in the past in a continental sales leadership role, I know it works personally. Seeing his influence on my new companys sales people demonstrated that you can invest to sharpen presentation skills to grow rainmakers.

MICHAEL A. CHUBB, GENERAL MANAGER,
THE SASKATOON COLOSTRUM COMPANY

To build a great sales team you first need to be a great sales manager/coach. This book shows us what a sales manager needs to do in an engaging story format. Great read for anyone in the C-suite who wants to understand how to build an outstanding sales team. It starts with one person, the sales manager. Give him/her this book!

JEFFREY GRUBBS, COO/CFO, BICKMORE RISK SERVICES

A quick, easy and thought-provoking read that provides a concise and usable roadmap to turning sales people into successful rainmakers. On a personal note, while I was reading it I gained a much better appreciation for why the CEO shouldnt be the sales manager.

ALLAN HENRIQUES, CHAIRMAN OF THE BOARD,
SMART INVESTOR

Your efforts to pay it forward by sharing your insights are indeed admirable. Theres an awful lot of well-established truth in the words that youve committed to paper. I simply hope that, with the accelerating shifts in our culture (and away from how business used to be done), there are enough people to take the time to read, digest and ultimately benefit from the truths that youve been willing to share.

PAUL LELIAKOV, PAST PRESIDENT, THE MONEY STORE COMMERCIAL LENDING DIVISION

hen I first dipped my toe into the world of sales, I admittedly had no idea what a rainmaker was. Aside from the obvious Native American origins of the word, which describe a member of a tribe who dances in the fields to magically summon the clouds to bring rain for the crops, all I could glean from the context is that a rainmaker was a really good salesperson who was naturally gifted at closing sales.

Growing up in a family where I could do anything I put my mind to, the idea of being this sort of rainmaker didnt sit well with me. I realized at a young age that if I wanted to be a great trumpet player, I only needed to practice long, hard, and smart enough, and I would inevitably reach my goal. I was not a naturally-gifted musical prodigy, and therefore had to follow an organized and structured practice regimen on a daily basis to get where I wanted to go. I was not a naturally-gifted rainmaker in the business world, either, but I was determined to get as close as possible.

When I first started business development coaching sessions in his Coffee with Coach program, Dave Wilens set the record straight: a rainmaker is a good salesperson, but a good salesperson is not necessarily a rainmaker. To that end, a good salesperson simply makes sales, but a rainmaker establishes a deep, meaningful relationship with their clients and prospects, allowing them to access revenue streams and make sales as if by magic. But, the good news is this: there is a method to the magic, and that method is carefully and thoughtfully laid out in the following pages.

I encourage you to take the Growing Rainmakers method to heart and apply Daves step-by-step tactics to every aspect of your business. What makes this book useful is that the strategies and takeaways are timeless and actionable and can be incorporated into your everyday routine. Whether you are of the millennial, Gen X/Y, or boomer generation, and whether you are a salesperson, sales manager, business owner, executive or the like, you will find that Dave lays the concepts out in a relatable story featuring all sorts of characters we all come across in our everyday business life. If youre like me, this book will prove to be your invaluable guide to becoming a rainmaker by developing vital, lasting relationships with your clients.

Rachel Freeman of Smart Investor

September 2018

Roseville, California

veryone knows that no one gets paid until a sale is made. If sales arent being made, the company will inevitably fold.

Just as human bodies rely on the heart to keep blood circulating throughout the body, companies rely on sales to keep revenue circulating throughout the business.

A friend and mentor of mine, Jack Daly, says:

There are three sins a company makes with the position of sales management:

The CEO is the sales manager.

Leadership promotes the best salesperson (the rainmaker) to be the sales manager.

They require the new rainmaker sales manager to also carry a book of business.

I have seen all three of these scenarios multiple times in a variety of industries and it has caused many failures.

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