used an industry directory to identify additional prospects

“Many people in sales are struggling as inbound demand for their services has declined, and those without a reliable process to develop new business…

— Mike Weinberg

“Sales is simple.”

— Mike Weinberg

“Waiting is a key ingredient in the recipe for new business failure.”

— Mike Weinberg

“I encourage you to try the “so what” test. Listen to another salesperson on the phone attempting to earn an appointment with a tough…

— Mike Weinberg

“people buy from people they like and trust. Part of our job is to ensure we are likable and trustworthy.”

— Mike Weinberg

“There’s a lot of talk about “niceness” today. People are evaluated on how nicely they play with others and what they contribute to the…

— Mike Weinberg

“presenting is not the same thing as selling.”

— Mike Weinberg

“many in sales fail because they fall flat on their face when attempting to conduct the initial face-to-face meeting.”

— Mike Weinberg

“experience shows that the most successful new business salespeople tend to be the most active salespeople.”

— Mike Weinberg

“They Can’t Conduct an Effective Sales Call”

— Mike Weinberg

“When we’re late to the party, we’re stuck reacting to, rather than leading, our prospects. Their initial opinions may be already formed. They’ve probably…

— Mike Weinberg

“They Are “Prisoners of Hope”

— Mike Weinberg

“Can you name one really successful person who has a negative outlook on life?”

— Mike Weinberg

“Most people employed in sales positions today have never truly had to “hunt” for new accounts or new business.”

— Mike Weinberg

“we are in a much better position when it was our own proactive sales work that created the opportunity for us to submit a…

— Mike Weinberg