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Mike Schultz

Goodreads Author

Website

https://www.raingroup.com

Twitter

Mike_Schultz

Genre

Business, Self Help, Nonfiction

Member Since

September 2019

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Mike Schultz is a world-renowned speaker, researcher, and sales expert. He is author of several books, including WSJ Best-seller Rainmaking Conversations (Wiley, 2011).

As President of RAIN Group, Mike has grown the firm into a global leader, named a Top 20 Sales Training Company by Selling Power and Training Industry. In 2020, superior client results earned RAIN Group a Brandon Hall Award for Best Unique or Innovative Sales Training Program and four Gold Stevie Awards for Sales Training Practice of the Year, Sales Training Program of the Year, Sales Training Professional of the Year, and Business Development Achievement of the Year.  

Mike and the team at RAIN Group have worked with national and international organizations such as Toyota, C ...more

250 posts
Mike Schultz's Blog

Sales Plays: The Path to Diversification and Growth

A sales team strategizes before implementing a new sales play.

If you’re like most CSOs I talk to, too much of your revenue is coming from too few places. Revenue concentration risk (depending too heavily on a small set of customers, products, or markets) is a serious issue.

Gartner’s Chief Sales Officer Quarterly (3Q25) highlights just how vulnerable many organizations are when a disproportionate share of growth comes from few sources. What looks like fo

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Mike Schultz’s books

Average rating: 3.77 · 351 ratings · 35 reviews · 6 distinct works • Similar authors

	Professional Services Marketing: How the Best Firms Build Premier Brands, Thriving Lead Generation Engines, and Cultures of Business Development Success by Mike Schultz (Goodreads Author), John Doerr 3.82 avg rating — 177 ratings — published 2009 — 21 editions	Error rating book. Refresh and try again. Rate this book Clear rating 1 of 5 stars 2 of 5 stars 3 of 5 stars 4 of 5 stars 5 of 5 stars
	Insight Selling: Surprising Research on What Sales Winners Do Differently by Mike Schultz (Goodreads Author), John Doerr 3.76 avg rating — 157 ratings — published 2014 — 5 editions	Error rating book. Refresh and try again. Rate this book Clear rating 1 of 5 stars 2 of 5 stars 3 of 5 stars 4 of 5 stars 5 of 5 stars
	Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely by Mike Schultz (Goodreads Author), Andy Springer (Goodreads Author), Dave Shaby (Goodreads Author) 3.84 avg rating — 80 ratings — published 2020 — 3 editions	Error rating book. Refresh and try again. Rate this book Clear rating 1 of 5 stars 2 of 5 stars 3 of 5 stars 4 of 5 stars 5 of 5 stars
	By Mike Schultz Professional Services Marketing: How the Best Firms Build Premier Brands, Thriving Lead Generation E (2nd Edition) 0.00 avg rating — 0 ratings	Error rating book. Refresh and try again. Rate this book Clear rating 1 of 5 stars 2 of 5 stars 3 of 5 stars 4 of 5 stars 5 of 5 stars
	Insight Selling: Surprising Research on What Sales Winners Do Differently by Mike Schultz (2014-05-05) 0.00 avg rating — 0 ratings — 3 editions	Error rating book. Refresh and try again. Rate this book Clear rating 1 of 5 stars 2 of 5 stars 3 of 5 stars 4 of 5 stars 5 of 5 stars

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Mike’s Recent Updates

Mike Schultz wrote a new blog post Win Rates: The Overlooked Lever for Profitable Growth and Sales Efficiency Gartner’s 2026 CSO Outlook highlights a central challenge for sales leaders: balancing growth and cost. Too often, the focus falls on cutting expens Read more of this blog post »
Jan 23, 2026 03:44PM · like

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Quotes by Mike Schultz (?)

“Sales winners educate with new ideas and perspectives almost three times more often than second-place finishers. Of 42 factors studied, the greatest difference between winners and second-place finishers was their propensity to educate.”
― Mike Schultz, Insight Selling: Surprising Research on What Sales Winners Do Differently

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“referrals are still the most common source of new business in the professional services arena. And we don't expect that to change anytime soon.”
― Mike Schultz, Professional Services Marketing: How the Best Firms Build Premier Brands, Thriving Lead Generation Engines, and Cultures of Business Development Success

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“Buyers have no need for sellers who don’t drive value: The”
― Mike Schultz, Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely

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