Mike Weinberg, Author at Mike Weinberg

Salespeople and Sales Leaders: Good Sales Management is Not Micromanagement

General, Leadership & Management / Mike Weinberg

It’s fashionable today for salespeople, particularly underperforming salespeople, to complain that they’re being micromanaged. In fact, many underperformers become master manipulators as a defense mechanism. As soon as managers get anywhere near sniffing around their activity level, these struggling sellers play the micromanager card. In my upcoming book, Sales Management. Simplified – The Straight Truth About Getting Exceptional Results from Your […]

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Bad Things Happen When You Turn Discovery Sales Calls into Presentations

General, Presentations & Proposals, Sales Calls, Sales Process, Select / Mike Weinberg

Readers, be warned. I am angry and frustrated from seeing way too many initial/discovery sales calls/meetings that are supposed to be dialogues turned into presentations. Point to all the insight selling data you want. Quote the (great book) The Challenger Sale all day long. Yes, we need to bring value to sales calls and be prepared

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Two Days with Sales Improvement All-Star Anthony Iannarino in Action

General / Mike Weinberg

What a great week! We’re having unseasonably pleasant weather for STL in July, and what fun the MLB Home Run Derby and All-Star game were. Speaking of all-stars, I recently had the privilege of spending a few days at a mutual client with Anthony Iannarino, one of the biggest all-stars in the sales improvement business. I

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7 Real Sales Issues I’m Tackling with Real Companies Right Now

General, Leadership & Management, Sales Process, Select / Mike Weinberg

Since returning from vacation, it’s been a whirlwind… kicking off a handful of new consulting clients, wrapping up a longer-term engagement, and leading New Sales. Simplified. workshops in several cities across North America. In my last post I promised to share the real-world sales issues I’m seeing and tackling in various companies. While these clients

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Back from Vacation, Rethinking Email, and Tackling Real-World Sales Issues

General, Productivity, Time blocking / Mike Weinberg

I returned from our family vacation and my annual e-sabbatical to a packed calendar, a long to-do list, and some intense client meetings. Like many of you have experienced, after a few days back to work, I began to wonder how long the benefits and battery recharging from vacation would last! For those who regularly

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So Prospecting Ain’t Dead Yet and This Old Phone Still Works

General, Prospecting, Social Selling / Mike Weinberg

I’m not gloating, but it is certainly a relief to see the social selling charlatans backpedaling a bit as their magic potion isn’t the be-all and end-all they promised. Amazing isn’t it? Everything has not changed. The sun still rises in the east, the Cardinals are in first place in the NL Central, and top-producers

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What if You Prepared Better and Practiced More before Big Customer Meetings?

Presentations & Proposals, Professionalism / Mike Weinberg

Professionals practice; amateurs wing it. When it comes to sales, which are you? Look at how many swings pro golfers make on the practice range compared to the number they take in a tournament. Or how about the number of swings or ground balls a major league ballplayer takes before every game? I have no clue

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Creating High-Performance Sales Teams and Details on My New Book Live Monday on BizLocker Radio

Audio, Culture, Leadership & Management / Mike Weinberg

Every executive and every sales leader craves a high-performance sales team. For that matter, every legit A-player salesperson wants to be part of a winning sales team. What’s unfortunate is how rare it is to find the type of sales leadership and a truly healthy sales culture that promotes and sustains long-term high-performance. My friend, sales guru

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We Can Find Your New Business Development Sales Problem Right Here

General, Getting In, Prospecting, Sales Process, Sales Weapons, Targeting / Mike Weinberg

Sales is simple and so is developing new business. Your business may be complicated but selling is not. I get concerned when a struggling salesperson or sales leader starts a conversation by explaining how complex it is to sell his services/product/solution. Typically those who tell us how complicated selling is are either confused themselves or using

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Where this 10-Year Sales Management Book Writing Journey Began and Ended

General, Leadership & Management / Mike Weinberg

Ten years ago, I was approaching the Ballas Road exit off of westbound Highway 40/64 (pictured) in suburban St. Louis when I reached the point of utter exasperation. After having tons of success and fun as both a top individual producing salesperson and as a consultant and coach to sales teams, to say that I was

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Mike Weinberg