“When planning sales trips to see current customers, I dedicated time to call and visit with prospects” — 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
“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
“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
“Even the best talent will have a hard time succeeding if their efforts are directed in the wrong direction.” — 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
“We must take back control of our calendars, stop allowing others to put work on our desks, and selfishly guard our selling… — 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
“Only salespeople that dedicate blocks of time on their calendar for prospecting activity consistently succeed at acquiring new business.” — Mike Weinberg Copy Share Image
“The client trusts you. I appreciate the value in maintaining a high level of customer satisfaction. But it’s my job to point… — Mike Weinberg 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
“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
