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Mike Schultz is president of RAIN Group and bestselling author of Rainmaking Conversations and Insight Selling. He helps companies around the world unleash the sales potential of their teams through sales training and consulting services. He also is director of the RAIN Group Center for sales research. You can follow Mike’s writing and research on the RAIN Selling Blog.

Mike Schultz

Here are three strategies that will help you get what you need—and what you want.

Negotiate to Get What You Need

Sales training failure doesn’t have to be inevitable. Mike Schultz offers five strategies to help your sales training to have an impact and make a difference.

5 Strategies to Make Your Sales Training a Smashing Success

May 2013 - TD Magazine

Sales Winners Sell Differently

March 2013 - TD Magazine

Seven Keys for Sales Training With Maximum Impact

Whether it’s ILT, simulations, e-learning, or mobile, it’s best to use multiple modalities and mix live and online to enhance learning and ensure that it sticks.

7 Sales Training Delivery Methods and Modalities

The future seller must possess the business acumen and the context to conversations where they provide decision support for buyers.

How Sales Is Changing

When you stop, collaborate, and listen, you’re in a much better position to solve your buyers’ problems.

Stop, Collaborate, and Listen: What Vanilla Ice Can Teach You About Sales

If you want to be more productive in the time you have, sprint into the zone.

TIME Sprinting to Boost Sales Productivity and Get More Done

As you develop sales training, you must define where you want to go and which metrics you need to move the needle.

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