“Whether we are rookies or grizzled veterans, let’s put down our guards, check our pride at the door, and try not to… — Mike Weinberg First step Copy Share Image
“Salespeople do not operate in a vacuum; there are often cultural and environmental issues beyond their control that severely hamper the opportunity… — Mike Weinberg Business Copy Share Image
“Emotional quotient (EQ) is a measure of your emotional and social intelligence. It involves your ability to manage yourself, your emotions, your… — Mike Weinberg Intelligence Copy Share Image
“It’s the rare salesperson that has a written business plan, and even rarer to find one whose business plan is dictating what… — Mike Weinberg Business Copy Share Image
“We can always scale our way back down the ladder, but it’s very dangerous going over the head of people who believe… — Mike Weinberg Copy Share Image
“Sales calls are ineffective because the salesperson often forgets the purpose of the meeting; namely, that we are there to find pain,… — Mike Weinberg Customer Copy Share Image
“Top-performing salespeople tend to be productively selfish with their time. They have no trouble abruptly ending a conversation with a time-wasting associate.… — Mike Weinberg Computers Copy Share Image
“I encourage you to try the “so what” test. Listen to another salesperson on the phone attempting to earn an appointment with… — Mike Weinberg Copy Share Image
“When prisoners of hope are confronted about their lack of activity and overly optimistic projections, they usually respond in a nonchalant manner.… — Mike Weinberg Hope Copy Share Image
“Tell me about your last conversation with the account,” my manager would say. Then he would run through the drill: “Who are… — Mike Weinberg Communication Copy Share Image
“I’ve seen some horrific disconnects on sales calls. Rapid-fire, fast-talking, passion-driven salespeople calling on reserved, data-seeking technical buyers. Ouch! Sometimes salespeople fail… — Mike Weinberg Customer Copy Share Image
“People and companies have needs. Those of us with sales responsibility represent businesses with potential solutions to those needs. Sometimes those people… — Mike Weinberg Business Copy Share Image
“When we’re late to the party, we’re stuck reacting to, rather than leading, our prospects. Their initial opinions may be already formed.… — Mike Weinberg Copy Share Image
“Prisoners of hope describes salespeople who have, for the most part, stopped working the sales process and ceased pursuing new opportunities because… — Mike Weinberg Customer Copy Share Image
“The pitiful effort comes from salespeople who actually make their calls, but are so nervous and uncomfortable that they’re completely ineffective. Lack… — Mike Weinberg Confidence Copy Share Image
“Nothing was more valuable than “windshield time” with my manager riding shotgun in my car. He would alternate between preaching sales theory… — Mike Weinberg Copy Share Image
“How did you think you handled yourself? What would you do differently next time? Did you catch their reaction and the painful… — Mike Weinberg Copy Share Image
“There are too many salespeople who are more proficient at entering tasks into Salesforce.com than they are at executing the basics, like… — Mike Weinberg Customer Copy Share Image
“Many people in sales have never been forced to find new business. Taking care of existing customers has consistently been a reliable… — Mike Weinberg Business Copy Share Image
“Salespeople fail to attract new customers because beyond being self-focused, they’re long-winded and their message is often confusing. Many salespeople don’t invest… — Mike Weinberg Customer Copy Share Image
