Rainmakers never waste a sales call: They always precall plan. It is typical for a Rainmaker to spend three hours planning for a fifteen-minute sales call. Planning and practicing for two days to two weeks for a single sales call is not uncommon.’ It’s important to always fish where the fish are. Even a bad fishing line will catch something in a teeming pond. Bigger, more successful companies that actively want your product are better than smaller, failing ones that don’t.
