“Waiting is a key ingredient in the recipe for new business failure.” — Mike Weinberg 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 Copy Share Image
“Sales is about action, and analysis-paralysis is not a quality that tends to produce new business development success.” — Mike Weinberg Copy Share Image
“Stop talking about yourself and your company and begin leading with the issues, pains, problems, opportunities, and results that are important to… — Mike Weinberg Copy Share Image
“decide which target prospects to pursue and build a book of business from scratch.” — Mike Weinberg 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 Copy Share Image
“Most people employed in sales positions today have never truly had to “hunt” for new accounts or new business.” — 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 Copy Share Image
“It was 1993. I had a midsize company car, a legal pad, some manila folders, and a calling card for pay phones.… — Mike Weinberg Copy Share Image
“Many people in sales are struggling as inbound demand for their services has declined, and those without a reliable process to develop… — Mike Weinberg Copy Share Image
“I learned what business issues and hot-button topics would earn an initial meeting with prospects and dedicated blocks of time to proactively… — Mike Weinberg 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 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 Copy Share Image
“When our story is right, it puts us in the proper mindset to prospect for new business. The entire dynamic of the… — Mike Weinberg 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 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 Copy Share Image
“there is dire shortage of those who can create new opportunities through their own proactive sales effort. Many veteran salespeople are victims… — Mike Weinberg 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 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 Copy Share Image
“No one is modeling what a proper new business sales effort looks like or investing the time to show these newbies the… — Mike Weinberg Copy Share Image
“People who have a difficult time saying “no” or delegating work to others tend to push new business development efforts to the… — Mike Weinberg 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 Copy Share Image
“Only salespeople that dedicate blocks of time on their calendar for prospecting activity consistently succeed at acquiring new business.” — Mike Weinberg 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 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 Copy Share Image
“My practice keeps me engaged with salespeople in a wide variety of businesses and I’m increasingly concerned by a disturbing trend: It… — Mike Weinberg Copy Share Image
“Many salespeople fail to develop new business because they’re wandering aimlessly. Too often, they’re not locked in on a strategically selected, focused… — Mike Weinberg Copy Share Image
“Salespeople fail to develop new business because they are too patient and too slow to get into action. In company after company,… — Mike Weinberg 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 Copy Share Image
“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 Copy Share Image
“Waiting is a key ingredient in the recipe for new business failure.” — Mike Weinberg 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 a tough… — Mike Weinberg Copy Share Image
“people buy from people they like and trust. Part of our job is to ensure we are likable and trustworthy.” — Mike Weinberg 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 to the… — Mike Weinberg 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 Copy Share Image
“experience shows that the most successful new business salespeople tend to be the most active salespeople.” — Mike Weinberg 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. They’ve probably… — Mike Weinberg Copy Share Image
