About Mike
Who is Mike Schultz?
Mike Schultz is the President of RAIN Group, a global sales training organization with a worldwide presence. He is a recognized expert in sales, sales leadership, and sales research, and has significantly contributed to the understanding of effective sales strategies and practice. Schultz has authored multiple books, including two Wall Street Journal best-sellers: Rainmaking Conversations (Wiley, 2011) and Insight Selling (Wiley, 2014).
Under his leadership, RAIN Group has grown into a prominent entity in the sales training industry, frequently acknowledged as a top firm by publications such as Selling Power and Training Industry. His work and the firm's initiatives focus on enabling organizations to enhance their sales performance and foster a culture of sales excellence.
What is Mike Schultz known for?
Mike Schultz is best known for his extensive contributions to the field of sales, particularly through his roles as an author, speaker, and President of RAIN Group. His Wall Street Journal best-selling books, Rainmaking Conversations and Insight Selling, have provided practical frameworks and insights for sales professionals and leaders alike. These works, alongside Professional Services Marketing (Wiley, 2009), co-authored by Schultz, underpin his reputation as a thought leader in modern sales methodologies.
A key aspect of his work involves directing the RAIN Group Center for Sales Research, where he leads studies into buying and selling behaviors. This research informs the strategies and training programs developed by RAIN Group, helping companies understand and implement practices that lead to superior sales performance. Schultz's expertise extends to uncovering what top-performing sales managers do differently, emphasizing the importance of coaching rhythms and roles.
He is also recognized for his work in organizational development, assisting global firms in unleashing their sales potential. His insights are not limited to direct sales techniques but also encompass how to build a unified organizational culture where every employee acts as a brand champion, effectively communicating the company's value and differentiation.
What is Mike Schultz's background and experience?
Mike Schultz began his journey in the sales and marketing domain, eventually co-founding RAIN Group, where he now serves as President and Strategic Advisor. His leadership has been instrumental in scaling RAIN Group into a global sales training powerhouse with offices in major cities such as Boston, Bogotá, Geneva, London, Mumbai, Sydney, and Toronto. The firm's impressive client roster includes organizations like Toyota, Citibank, Canon, Bright Horizons, BDO, and Hitachi, among many others.
Schultz's career highlights include guiding RAIN Group to achieve significant industry recognition, including awards for best unique and innovative sales training programs and sales training practice of the year. Through his directorship of the RAIN Group Center for Sales Research, he has overseen numerous studies that delve into the intricacies of sales and buying, producing white papers and research widely utilized across the industry. This blend of leadership, research, and practical application has solidified his standing as a leading voice in sales.
What topics does Mike Schultz speak and write about?
Mike Schultz speaks and writes extensively on a variety of topics central to sales, leadership, and organizational effectiveness. His core areas of focus include cutting-edge sales training methodologies, leadership development for sales managers, and the application of research insights to improve sales performance. He explores how organizations can develop robust sales pipelines, enhance sales skills, and implement strategic account management best practices.
Beyond just selling, Schultz addresses organizational development, emphasizing how companies can empower their entire workforce to become brand champions. He provides guidance on defining key messages, communicating value propositions effectively, and differentiating a company in competitive markets. His writings and presentations often cover topics such as increasing sales productivity, understanding buyer behavior, and building a consistent and compelling brand narrative across all employee interactions.
His expertise has been shared at major events such as HubSpot INBOUND and the Strategic Account Management Association (SAMA) conferences, reaching a broad audience of sales professionals and business leaders. He is also a consistent contributor to the RAIN Group Sales Blog, offering ongoing insights into sales skills and growth strategies.
How does Mike Schultz contribute to the Best Practice Institute?
Mike Schultz is a valued presenter for the Best Practice Institute (BPI), contributing his extensive knowledge through webinars that align with BPI's mission to share best practices in business. He has presented on crucial topics such as "Speaking in One Voice: Keys to Building Your Workforce Into an Army of Brand Champions." This webinar, for example, focused on strategies for empowering employees to effectively articulate a company's value, differentiation, and unique offerings, thereby transforming them into consistent and compelling brand advocates.
Through his presentations, Schultz provides BPI's audience with actionable insights on how to foster organizational alignment, enhance communication, and ultimately drive better business outcomes by leveraging the collective voice of a united workforce. His contributions help BPI members and attendees learn practical methods for employee engagement, leadership development, and strategic planning within their organizations.