“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
“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
“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
“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 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
