“the true worst-case is when we’re stuck responding to a request for proposal (RFP) that our competitor helped the prospect write!” — Mike Weinberg Copy Share Image
“When planning sales trips to see current customers, I dedicated time to call and visit with prospects” — Mike Weinberg Time Copy Share Image
“Even the best talent will have a hard time succeeding if their efforts are directed in the wrong direction.” — Mike Weinberg Hard time 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 Customer Copy Share Image
“we are in a much better position when it was our own proactive sales work that created the opportunity for us to… — 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 Time 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 Business Copy Share Image
“Most people employed in sales positions today have never truly had to “hunt” for new accounts or new business.” — Mike Weinberg Business 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 Business 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 Customer 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 Business Copy Share Image
“Emotional quotient (EQ) is a measure of your emotional and social intelligence. It involves your ability to manage yourself, your emotions, your… — Mike Weinberg Intelligence 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 Customer Copy Share Image
“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 Copy Share Image
“It’s the rare salesperson that has a written business plan, and even rarer to find one whose business plan is dictating what… — Mike Weinberg Business Copy Share Image
“What we are missing are sales mentors, those wise old vets who take young pups and newbies under their tutelage and impart… — Mike Weinberg Mentors 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
“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 Computers 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… — Mike Weinberg Business 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 Customer 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 Customer Copy Share Image
“I visited with every customer it made sense to see. I sought to discover what they liked and disliked about their current… — Mike Weinberg Business 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 Customer Copy Share Image
“Salespeople fail to develop new business because they are too patient and too slow to get into action. In company after company,… — Mike Weinberg Business Copy Share Image
“Lazy, complacent, excuse-making salespeople with a victim mentality lose. Period.” — Mike Weinberg Victim mentality Copy Share Image
“connect with these customers and prospective customers to determine if our solutions will meet their needs.” — Mike Weinberg Customer Copy Share Image
“Picking up the phone to call prospects tends to be a key delineator between legitimate new business salespeople and posers.” — Mike Weinberg Business Copy Share Image
“Can you name one really successful person who has a negative outlook on life?” — Mike Weinberg Life Copy Share Image
“Only salespeople that dedicate blocks of time on their calendar for prospecting activity consistently succeed at acquiring new business.” — Mike Weinberg Business Copy Share Image
“But when did it become acceptable to manage people who manage people and relationships via email?” — Mike Weinberg Management Copy Share Image
“decide which target prospects to pursue and build a book of business from scratch.” — Mike Weinberg Books Copy Share Image
“Let me address one more significant factor detracting from new business development success today: a severe shortage of sales mentors.” — Mike Weinberg Business Copy Share Image
“It’s New Sales where most people need the help, not managing existing relationships.” — Mike Weinberg Relationships Copy Share Image
