Monday, September 20, 2021

Mike Schultz

Co-President of RAIN Group, Mike Schultz is world-renowned as a consultant and sales expert. He is co-author of multiple books, including Wall Street Journal bestseller Rainmaking Conversations: How to Influence, Persuade, and Sell in Any Situation (Wiley, 2011) and Insight Selling: Surprising Research on What Sales Winners Do Differently (Wiley, 2014), and was named the Top Sales Thought Leader globally in 2011 by Top Sales Awards.

Mike and the team at RAIN Group have worked with organizations such as HP, Monitor Group, Harvard Business School, Oracle, Fidelity Investments, Ryder, Quintiles, Bayer, Navigant Consulting, Bank of America, Mellon Bank, Lowe’s, 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 personally sold tens of millions of dollars in products and services to companies across industries and of various sizes.

News outlets such as Business Week, The Globe and Mail, Inc. Magazine, and MSNBC, and hundreds of others have featured Mike’s original articles and white papers, and frequently quote him as an expert. Mike’s most recent research includes Rainmaking Conversations, Lead Generation Benchmark Report, What Sales Winners Do Differently, and Benchmark Report on High Performance in Strategic Account Management.

Along with his books, Mike has written hundreds of articles, case studies, research reports, and other publications in the areas of selling and marketing.

Mike is a graduate of Brandeis University in Waltham, MA with a B.A. in American Studies, and holds an MBA from the F.W. Olin Graduate School of Business at Babson College. Mike also enjoys fly fishing and golf, and actively studies and teaches the traditional martial arts of Seirenkai Karate and Jujitsu, holding the ranks of third degree black belt and Sensei. He lives on a lake west of Boston.

Insight Selling

Insight Selling

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.

Not only do sales winners sell differently, they sell radically differently, than the second-place finishers.

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