Mike Weinberg

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

— 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…

— 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…

— 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.…

— 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…

— Mike Weinberg

“I visited with every customer it made sense to see. I sought to discover what they liked and disliked about their current…

— Mike Weinberg

“I put together a sales plan to go out and attack the market.”

— Mike Weinberg

“Salespeople who are not proactively working a finite list of target accounts often find themselves in situations where they are late or…

— Mike Weinberg

“Emotional quotient (EQ) is a measure of your emotional and social intelligence. It involves your ability to manage yourself, your emotions, your…

— Mike Weinberg

“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

“Sales is about action, and analysis-paralysis is not a quality that tends to produce new business development success.”

— Mike Weinberg

“We can always scale our way back down the ladder, but it’s very dangerous going over the head of people who believe…

— Mike Weinberg

“Stop talking about yourself and your company and begin leading with the issues, pains, problems, opportunities, and results that are important to…

— Mike Weinberg

“Sales managers would willingly work with and mentor their people, and consider it part of their responsibility to coach their teams on…

— Mike Weinberg

“don’t ask enough good questions.”

— Mike Weinberg