“Only salespeople that dedicate blocks of time on their calendar for prospecting activity consistently succeed at acquiring new business.” — Mike Weinberg Copy Share Image
“connect with these customers and prospective customers to determine if our solutions will meet their needs.” — 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
“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
“Tom Reilly, a fantastic sales trainer and author of the helpful book Value-Added Selling.” — 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
“Sales is about action, and analysis-paralysis is not a quality that tends to produce new business development success.” — 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
“Sales calls are ineffective because the salesperson often forgets the purpose of the meeting; namely, that we are there to find pain,… — Mike Weinberg 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 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
“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
“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
“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
“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
“Salespeople who are not proactively working a finite list of target accounts often find themselves in situations where they are late or… — 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
“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 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 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
“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 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 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 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
“Prisoners of hope describes salespeople who have, for the most part, stopped working the sales process and ceased pursuing new opportunities because… — Mike Weinberg 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 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 Copy Share Image
“When I hear salespeople talk about a “presentation,” I’ve learned to ask a series of questions: What type of discovery work have… — Mike Weinberg Copy Share Image
“Having spent the past decade leading and consulting sales teams, I’ve come to the painful conclusion that salespeople are ill-equipped to successfully… — 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
“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
“Even when they do attempt to probe, salespeople tend not to listen to the answers! Time and time again I’ve seen buyers… — 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
“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 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 Copy Share Image
“Top performers in sales don’t wait for anything or anyone. Clear marching orders, new sales materials, training? Leads, what’s a lead? Nope,… — 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
