“They Have Awful Target Account Selection and a Lack of Focus” — Mike Weinberg Goals Copy Share Image
“Waiting is a key ingredient in the recipe for new business failure.” — Mike Weinberg Business Copy Share Image
“The best intentions, target account lists, and powerful sales weapons are useless if we never launch the attack.” — Mike Weinberg Best intentions Copy Share Image
“Tom Reilly, a fantastic sales trainer and author of the helpful book Value-Added Selling.” — Mike Weinberg Books Copy Share Image
“experience shows that the most successful new business salespeople tend to be the most active salespeople.” — Mike Weinberg Business sales Copy Share Image
“Sales is about action, and analysis-paralysis is not a quality that tends to produce new business development success.” — Mike Weinberg Business Copy Share Image
“I can confidently write that it’s rarely the person voted “most pleasant, selfless member of the team” who thrives at acquiring new… — Mike Weinberg Business Copy Share Image
“many in sales fail because they fall flat on their face when attempting to conduct the initial face-to-face meeting.” — Mike Weinberg Customer Copy Share Image
“You can bring tremendous value to your business, your customers, and yourself by becoming proficient at bringing in new business.” — Mike Weinberg Business Copy Share Image
“It’s New Sales where most people need the help, not managing existing relationships.” — Mike Weinberg Relationships Copy Share Image
“I strategically selected about thirty key prospects and went to work. Telephone. Mailings. Samples. More telephone. Meetings with engineers, designers, plant managers.” — Mike Weinberg Copy Share Image
“I regularly see good people who excel at many aspects of selling (relationship management, customer service, problem solving, or client retention) dramatically… — Mike Weinberg Business Copy Share Image
“new business success usually results from a combination of perseverance, creativity, and resilience while staying laser-focused on a well-chosen, finite list of… — Mike Weinberg Business Copy Share Image
“What we are missing are sales mentors, those wise old vets who take young pups and newbies under their tutelage and impart… — Mike Weinberg Mentors Copy Share Image
“Salespeople who don’t have a clear mental picture of the “path to a sale” or can’t articulate their sales process usually struggle… — Mike Weinberg Business Copy Share Image
“Sales is simple. Those who attempt to make it sound complicated are either confused themselves or trying to confuse others by creating… — Mike Weinberg Customer Copy Share Image
“Sales managers would willingly work with and mentor their people, and consider it part of their responsibility to coach their teams on… — Mike Weinberg Management Copy Share Image
“Technology and new media are a great supplement to, not a replacement for, our prospecting efforts. Let’s embrace the new without discarding… — Mike Weinberg Goals Copy Share Image
“Is there a greater sin in sales than boring your audience? We’ve all had the experience of being “presented to” by a… — Mike Weinberg Customer Copy Share Image
“I contend that proposing too early in the sales process (aka Premature Proposal Syndrome) produces a less-than-ideal proposal and puts the seller… — Mike Weinberg Customer Copy Share Image
“Salespeople are famous for lack of discipline and losing focus. They attempt to call on an account (once), but don’t get anywhere.… — Mike Weinberg Customer Copy Share Image
“I visited with every customer it made sense to see. I sought to discover what they liked and disliked about their current… — Mike Weinberg Business Copy Share Image
“We’ll identify and select strategic target accounts that give us the best chance of winning. Then we’ll invest heavily in building the… — Mike Weinberg Customer Copy Share Image
“The client trusts you. I appreciate the value in maintaining a high level of customer satisfaction. But it’s my job to point… — Mike Weinberg Customer satisfaction Copy Share Image
“There’s a lot of talk about “niceness” today. People are evaluated on how nicely they play with others and what they contribute… — Mike Weinberg Business Copy Share Image
“The successful individual sales producer wins by being as selfish as possible with her time. The more often the salesperson stays away… — Mike Weinberg Customer Copy Share Image
“Let me address one more significant factor detracting from new business development success today: a severe shortage of sales mentors.” — Mike Weinberg Business Copy Share Image
“But when did it become acceptable to manage people who manage people and relationships via email?” — Mike Weinberg Management Copy Share Image
“decide which target prospects to pursue and build a book of business from scratch.” — Mike Weinberg Books Copy Share Image
“Picking up the phone to call prospects tends to be a key delineator between legitimate new business salespeople and posers.” — Mike Weinberg Business Copy Share Image
“Most people employed in sales positions today have never truly had to “hunt” for new accounts or new business.” — Mike Weinberg Business Copy Share Image
“connect with these customers and prospective customers to determine if our solutions will meet their needs.” — Mike Weinberg Customer Copy Share Image
“Lazy, complacent, excuse-making salespeople with a victim mentality lose. Period.” — Mike Weinberg Victim mentality Copy Share Image
“Only salespeople that dedicate blocks of time on their calendar for prospecting activity consistently succeed at acquiring new business.” — Mike Weinberg Business Copy Share Image
“Can you name one really successful person who has a negative outlook on life?” — Mike Weinberg Life Copy Share Image
