Mike Weinberg, Author at Mike Weinberg

Are You Moving the Needle on High Payoff Activity or Drowning in Details & Admin?

Leadership & Management, Time blocking, Uncategorized / Mike Weinberg

As I work with senior executives, sales leaders and salespeople, I’ve observed a trait that is common among top-performers in all three roles: The very best executives, managers and individual contributors are Selfishly Productive. I started incorporating the description Selfishly Productive into team sessions I was leading a few months back and noticed what an impact that phrase had […]

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Why I Hate Most Webinars and Demos

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

Hate is a strong word, so strong that many of us won’t let our young children use it. But it has its appropriate place in our lexicon. There are things I hate and I’m sure you have your own list, too. I hate cancer. I hate the herb rosemary. And I hate the word “presentation”

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Southwest is Still the Sales Airline

Leadership & Management, Sales Process, Time blocking / Mike Weinberg

I posted this one year ago and it’s a true as ever. Since the publication of New Sales. Simplified., I’ve constantly been in the air. I am grateful for how Southwest allows me (and salespeople everywhere) to do what needs to be done, and they make it as fun, easy and efficient as possible. And

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Please Stop Showing Pictures of Your Building During Sales Calls and Presentations

Sales Calls, Sales Process, Sales Story, Sales Weapons / Mike Weinberg

I lost it during a client’s sales team meeting this week. Words I don’t normally use came spewing from deep within with great intensity. I was with a wonderful company for whom I did good deal of consulting and coaching earlier this year, and it was fun to join them for their late summer sales meeting

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The Healthiest Sales Team Culture I’ve Seen

Leadership & Management, Sales Talent / Mike Weinberg

Every once in a while we see something special. In 1980 I was thirteen and I can remember watching the winter olympics on a little black and white TV in my basement bedroom. After we (sorry Canadian and European friends), beat the big bad Soviet Union (remember the CCCP on their jerseys?), I forced my

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Talking New Sales. Simplified. “In the Arena” with Anthony Iannarino

Uncategorized / Mike Weinberg

I love talking Sales, particularly New Sales. Today I had the treat of being interviewed for the “In the Arena” podcast by my friend and mentor, S. Anthony Iannarino. What fun and what a privilege to spend 20 minutes sharing perspectives on prospecting and what I am seeing across my client’s sales teams. Anthony’s blog, thesalesblog.com,

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Killing Your Prospecting Efforts Talking About What You Do Instead of What You Achieve

Getting In, Prospecting, Sales Process, Sales Story, Select, Uncategorized / Mike Weinberg

Tomorrow I’m headed east to work with a great new client. They’re a highly successful firm with many top-producing salespeople. It’s a fun change of pace to get called into a “healthy” sales organization looking to take its game to the next level versus a more typical engagement where things aren’t going so well when

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Cheating and Lying is a Losing Strategy

Leadership & Management, Uncategorized / Mike Weinberg

I love sports. I’m not a very good athlete, but I sure love the distraction, fun, entertainment and sales and leadership lessons that sports offer. It’s supposed to be a great time of year to be a sports fan. Baseball season is approaching the home stretch and the NFL Preseason is getting into full swing.

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Back with Better Perspective and Fresh Ideas

Leadership & Management / Mike Weinberg

It’s good to be back! This was the longest break I’ve taken from blogging since launching the site three years ago. It was great to get away, but I am excited to be back – with a fresh perspective and renewed energy. It’s been quite a summer and a great six weeks since I’ve published

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The Sales Milk Run and Other Behaviors Killing the Results of Territory Managers

Sales Calls, Sales Talent, Select / Mike Weinberg

This past year I’ve consulted and coached more companies with territory manager sales forces than is typical. While personally I gravitate more toward hunting and new business development, I still love working with territory sales teams and salespeople who manage existing relationships. But recently, I am seeing several disturbing trends among many who manage territories.

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Mike Weinberg