Mike Weinberg

“don’t ask enough good questions.”

— Mike Weinberg

“Sales is simple.”

— Mike Weinberg

“They Are “Prisoners of Hope”

— Mike Weinberg

“They Are Not Likable, Don’t Adapt Their Style, or Have Low EQ”

— Mike Weinberg

“presenting is not the same thing as selling.”

— Mike Weinberg

“They Can’t Conduct an Effective Sales Call”

— Mike Weinberg

“They Don’t Use and Protect Their Calendar”

— Mike Weinberg

“Waiting is a key ingredient in the recipe for new business failure.”

— Mike Weinberg

“Undeterred, I set out to conquer the world.”

— Mike Weinberg

“people buy from people they like and trust. Part of our job is to ensure we are likable and trustworthy.”

— 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

“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

“Tom Reilly, a fantastic sales trainer and author of the helpful book Value-Added Selling.”

— Mike Weinberg

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

— Mike Weinberg

“The best intentions, target account lists, and powerful sales weapons are useless if we never launch the attack.”

— Mike Weinberg

“Let me address one more significant factor detracting from new business development success today: a severe shortage of sales mentors.”

— 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

“I regularly see good people who excel at many aspects of selling (relationship management, customer service, problem solving, or client retention) dramatically…

— 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

“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

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

— Mike Weinberg

“Whether we are rookies or grizzled veterans, let’s put down our guards, check our pride at the door, and try not to…

— Mike Weinberg

“Salespeople do not operate in a vacuum; there are often cultural and environmental issues beyond their control that severely hamper the opportunity…

— 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

“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

“The successful individual sales producer wins by being as selfish as possible with her time. The more often the salesperson stays away…

— 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

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

— Mike Weinberg

“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

“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

“there is dire shortage of those who can create new opportunities through their own proactive sales effort. Many veteran salespeople are victims…

— 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

“Can you name one really successful person who has a negative outlook on life?”

— Mike Weinberg

“connect with these customers and prospective customers to determine if our solutions will meet their needs.”

— Mike Weinberg

“Most people employed in sales positions today have never truly had to “hunt” for new accounts or new business.”

— 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

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

— Mike Weinberg

“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

“Many people in sales have never been forced to find new business. Taking care of existing customers has consistently been a reliable…

— Mike Weinberg