Michael Weinberg
Author Archives: Michael Weinberg
January 13, 2020
Powerful Perspectives on Planning, Procurement & Productivity
Along with the fun and energy of jumping headlong into Sales Kickoff Season, last week was wonderful because I finally knew what day it was! Since Christmas week I had been living in a state of confusion never quite sure what day it was, and it did feel good to get back to work full-time. I […]
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December 28, 2019
Weinberg’s Top 20 Sales Tips to Crush 2020
I’m tired of hearing sales predictions for the new year and frankly don’t really care what supposed “experts” think is going to happen. So instead of prognosticating, it seemed way more valuable to simply offer 20 Tips to help you absolutely blow away your competition and your goals in 2020. I suggest printing this list and reading it […]
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December 20, 2019
A Personal Note, a Challenge, and a Great Year-End Offer
Sales Friends,How is there less than a week till Christmas and only two till New Year’s?It’s a favorite, crazy, and certainly unique time of year. Somehow we manage to combine sprinting and shopping, partying and planning, worshipping and wasting, and recapping and reflecting all within these short few weeks!I feel like I’m already doing all […]
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December 16, 2019
These 3 Critical Sales Beliefs Drive Prospecting Success
I love helping individual salespeople and sales teams become more proficient at prospecting almost as much as I love to laugh at the nonsense being preached by the “prospecting is dead” crowd.And while most of the jokers peddling their quick fixes and supposed replacements for traditional prospecting have been quieted, there are still plenty out […]
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December 9, 2019
The Powerful Impact of Being Surrounded by Positive and Productive People
I was so impacted by POSITIVE and PRODUCTIVE people this week that it seemed more valuable to share these stories with you than to write a post focusing on sales or sales leadership best practices.From my super-positive client sales team, to the internet sales manager to the restauranteur in San Antonio, from my rockstar daughter overcoming two […]
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November 26, 2019
A Powerful Experience and Special Opportunity for Sales Leaders
This past Tuesday and Wednesday were quite possibly the two most satisfying days since I launched the current version of my firm nine years ago. Not sure I’ve ever had more fun doing what I do!I love leading private sessions for individual companies, but there was something truly magical that took place having executives and […]
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November 22, 2019
Just Because the Prospect/Customer Requests a Proposal…
I received a text message earlier this week from a senior executive that further reinforced what I’ve been reminding sellers lately:You don’t win deals by scoring “obedience points,” and just because your prospect or customer requests pricing or a proposal, that doesn’t mean that it’s the right time or in your best interest to provide […]
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November 11, 2019
Observations About Email, Passion, Pride and Pizza from an Italian Vacation – Part I
I could fill an entire book with the takeaways from the two weeks my wife and I spent in Italy, but I’ll spare you and restrain myself to just two posts. It was truly an incredible time and I left with so many life, leadership, and sales lessons.Observation #1: You and Your Business Will Not […]
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October 28, 2019
Positive Affirmation Can Be More Valuable Than Advice – A Powerful Lesson from the World Series
Sometimes when we’re struggling or in a slump, encouraging words from a teammate or coach can have more impact than we realize – and certainly be more valuable than “advice.”I was away the past few weeks, and with my beloved Cardinals having been swept out of the playoffs by the Nationals, didn’t have much reason […]
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October 21, 2019
Don’t Rest, Relax or Get Weary Now; We’re Dead Smack in the Middle of Selling Season
I am posting this to encourage you to keep going. Don’t tire or grow weary. We are exactly halfway through the Fall Selling Season.Stay focused. Keep pushing. Sell now. Rest later.This is THE time to not only ensure you finish this year strong, but also to plant seeds and create new opportunities filling your pipeline […]
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