Mike Weinberg
Author Archives: Mike Weinberg
October 8, 2020
Straight Talk About Self-Accountability and the Primary Job of Salespeople
A client executive recently asked for some language to help new salespeople grasp the importance of pipeline self-accountability and accountability to sales management. After seeing the exec’s appreciation for what I suggested, I had the thought that this simple, straight forward advice might be helpful to you, as well. So, whether you’re a sales leader or […]
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September 11, 2020
Blown Away by These Responses!
Happy Friday and I hope this has been a great week for you. We’ve been blown away by the response to our new course, YOUR SALES STORY! It’s a thrill getting this type of feedback from sellers and sales leaders who have already gone through the modules and are experiencing the benefits from sharpening their most […]
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September 9, 2020
Nothing Will Increase Your Confidence or Sales Effectiveness Faster
Nothing will increase your sales effectiveness faster than sharpening YOUR SALES STORY. The “Sales Story” is my single favorite sales topic, the basis of the most popular chapters in my bestselling books, and the single most requested topic when I speak to sales teams, because… When YOUR SALES STORY is great, everything in sales becomes easier!Your confidence […]
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September 3, 2020
Compelling Messaging = Confidence
Sales is hard, and as someone who’s sold many different products and services in a variety of industries, I can tell you first-hand that it is even harder when you lack confidence because your messaging is weak. Confidence is a very significant component of sales success, and when you are not confident in your messaging (YOUR […]
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August 24, 2020
Your Sales Story Is Always Critical but Even More So Right Now
Your messaging, what I often refer to as the “Sales Story,” is your single most important sales weapon because pieces of your story end up in all your other weapons – prospecting call outlines, voicemails, emails, social media profiles and messages, discovery meetings, presentations, and proposals. YOUR SALES STORY is always critical to your sales success and […]
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August 13, 2020
Our Prospecting Messaging Should Be Like an Appetizer at a Fine Restaurant
Salespeople struggle with prospecting for many reasons – a bad attitude, lack of confidence, poor calendar management, accepting the first “no,”, listening to fools preaching that the phone is dead, giving up too soon, etc. While those shortcomings certainly reduce a seller’s effectiveness, there is an even more deadly sales sin that destroys our chances […]
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July 30, 2020
Opting Out is Not an Option; We Need to Do Our Jobs
The resumption of professional sports has put some extra wind in my sails and also brings a few lessons for salespeople and sales leaders.Not sure if you feel this way, but for me it’s a relief tuning into ESPN and NOT seeing yet one more week of Regional Cornhole Championships! I’m still perplexed that network […]
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July 21, 2020
You Are Building Relationships with Prospects Who Have Yet to Respond
“No one answers their phone anymore.”“I leave a voicemail but don’t get called back.”“I’ve messaged the contact on LinkedIn and sent an email but am not getting replies.”There’s a section of Chapter 11 in my latest book, Sales Truth, titled Earn the Callback with Perseverance,” and it contains some of my least popular advice. I […]
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July 16, 2020
When Your Prospect Says No to Your Request for a Meeting
The reality is that no matter how well you do early on in your proactive call to a prospective client, very likely, the response to your first request for a meeting is going to be “No.” This, my sales friends, is where we separate true sales hunters absolutely committed to securing early stage meetings from those sellers […]
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July 3, 2020
Independence Day Mid-Year Message: Get Your Mind & Heart Prepared
I’m more than ready to shut it down for the long holiday weekend here in the US and I imagine that you are, tooWrapping up the most bizarre first-half of a year in our careers and pausing to reflect, refresh, and hopefully recharge this weekend, I’m sharing a few strong thoughts in this video for […]
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