“Salespeople do not operate in a vacuum; there are often cultural and environmental issues beyond their control that severely hamper the opportunity… — Mike Weinberg Business Copy Share Image
“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 First step 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 Goals Copy Share Image
“Salespeople who don’t have a clear mental picture of the “path to a sale” or can’t articulate their sales process usually struggle… — Mike Weinberg Business Copy Share Image
“Sales is simple. Those who attempt to make it sound complicated are either confused themselves or trying to confuse others by creating… — Mike Weinberg Customer Copy Share Image
“Sales managers would willingly work with and mentor their people, and consider it part of their responsibility to coach their teams on… — Mike Weinberg Management Copy Share Image
“When our story is right, it puts us in the proper mindset to prospect for new business. The entire dynamic of the… — Mike Weinberg Business Copy Share Image
“Another important component of likability and connecting with a prospect has to do with communication style. We are all different. Some of… — Mike Weinberg Bottom line Copy Share Image
“Prisoners of hope describes salespeople who have, for the most part, stopped working the sales process and ceased pursuing new opportunities because… — Mike Weinberg Customer Copy Share Image
“How did you think you handled yourself? What would you do differently next time? Did you catch their reaction and the painful… — 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
“There are too many salespeople who are more proficient at entering tasks into Salesforce.com than they are at executing the basics, like… — Mike Weinberg Customer Copy Share Image
“The pitiful effort comes from salespeople who actually make their calls, but are so nervous and uncomfortable that they’re completely ineffective. Lack… — Mike Weinberg Confidence Copy Share Image
“Salespeople fail to attract new customers because beyond being self-focused, they’re long-winded and their message is often confusing. Many salespeople don’t invest… — Mike Weinberg Customer Copy Share Image
“Many people in sales have never been forced to find new business. Taking care of existing customers has consistently been a reliable… — Mike Weinberg Business Copy Share Image
“Tell me about your last conversation with the account,” my manager would say. Then he would run through the drill: “Who are… — Mike Weinberg Communication Copy Share Image
“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 Customer Copy Share Image
“When prisoners of hope are confronted about their lack of activity and overly optimistic projections, they usually respond in a nonchalant manner.… — Mike Weinberg Hope 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.… — Mike Weinberg Copy Share Image
“People and companies have needs. Those of us with sales responsibility represent businesses with potential solutions to those needs. Sometimes those people… — Mike Weinberg Business Copy Share Image
