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Sales Lead Management Radio

Sep 2011

September 8 Show: Mike Schultz, Rain Group - Why Sales Training Fails

September 5, 2011

President of RAIN Group, Mike Schultz is world-renowned as a consultant and expert in sales performance improvement, and co-author of the books Professional Services Marketing sales performance expert mike schultz(Wiley, 2009) and Wall Street Journal bestseller Rainmaking Conversations: How to Influence, Persuade, and Sell in Any Situation (Wiley, 2011).

Mike has worked with organizations such as Monitor Group, American Management Association, Instron, Ameresco, Pegasystems, Fidelity Investments, Ryder, Quintiles, Roche, Navigant Consulting, Bank of America, Mellon Bank, IDC Research, and dozens of others to improve sales performance and develop rainmakers.

As a sales leader himself, Mike oversaw a sales force at a leading business-to-business company, engineering growth in his division by 800% in a four year period while increasing margins significantly. Mike has also sold millions of dollars of products and services to companies across industries and of various sizes.

Mike is Publisher of, the world's largest publication (90,000 subscribers) and membership site for insight, advice, and tools for selling and marketing professional services, and he is on the faculty in the marketing division at Babson College. was borne out of Wellesley Hills Group, Mike’s first entrepreneurial venture, which enjoyed rapid growth and was listed in Inc. Magazine’s list of fastest growing companies in the country.