Mike Weinberg, Author at Mike Weinberg

Thanking Supporters by Paying for First 50 Kindle Books Purchased Tuesday Morning

Thank you. Thank you. Thank you! I could not be more thankful. And I’d like to take this opportunity to demonstrate it. We have been blown away by the response to my new book New Sales. Simplified. – The Essential Handbook for Prospecting and New Business Development. The feedback from CEOs, sales executives, sales gurus, reviewers …

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Ready for the Fall 2012 Selling Season?

Getting In, Sales Calls, Sales Process, Time blocking / By Mike Weinberg

Not sure about you, but seeing this fall foliage picture gets my pulse up. After the summer we’ve had here in St. Louis, I’ve never been more ready for fall and football! But there’s another really important aspect to fall, and with just a week to go until Labor Day, it is time for my …

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Many Salespeople Do Not Prospect Because They Never Had to or Do Not Know How

Uncategorized / By Mike Weinberg

Here’s reality: very few salespeople prospect for new business. And even fewer do it effectively. There are lots of reasons that’s the case, but one stands out above the rest. Fewer and fewer salespeople have a working knowledge of how to prospect! Many in sales today don’t prospect because they never had do to it and a …

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Beware of Who’s Preaching that Prospecting No Longer Works to Develop New Business

Getting In, Sales Process, Uncategorized / By Mike Weinberg

There is a lot of noise and confusion about prospecting in the sales world. It’s always been hard to get salespeople to prospect for new business — even when proactively pursuing strategic target accounts was widely accepted as a valid method for acquiring new customers. Today, the false teachers, many from the Sales 2.0 movement, …

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Stop Playing Corporate Nice Guy and Start Being Productively Selfish with Your Time

Getting In, Leadership & Management, Sales Talent, Time blocking, Uncategorized / By Mike Weinberg

There’s a lot of talk about “niceness” today. Employees are often judged on whether they play nicely with others or what kind of team member they are. Listen, I’m all about culture, and I love being part of a team – a winning team. But everyday I see supposed sales killers choosing to play good corporate …

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Salespeople Use Babysitting Existing Accounts as an Excuse Not to Prospect

Sales Process / By Mike Weinberg

When I share my “Not-So-Sweet 16 Reasons Salespeople Fail at New Business Development” with new client sales teams, this issue usually generates the most angry faces in the audience. No one shoots spitballs at me when I point out failure resulting from a lack of focus against a strategic, finite target account list. And everyone smiles …

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Are You Too Relational to Thrive in New Business Development Sales?

Getting In, Sales Process, Sales Talent, Uncategorized / By Mike Weinberg

We hear it all the time. “This is a relationship business.” Or, “It’s all about the relationship.” I’ll ask someone about their selling style, and quite often, the proud reply is “I’m a relationship salesperson.” Those answers sound good and are usually accepted at face value. But you know what my experience shows – particularly …

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What We Can Learn about Sales from the Rookie Mexican Teppanyaki Chef

Presentations & Proposals, Sales Calls / By Mike Weinberg

We just returned from our family vacation. It was a great time at an all-inclusive resort just south of Playa del Carmen. As my son and I were reading in the setting pictured above, he smiled and said it looked like we had found our Corona TV commercial spot. All-inclusive resorts seem to have a …

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Sales Lessons from an Apple Store like Experience at the Emergency Room

Leadership & Management, Sales Process / By Mike Weinberg

Within a 24-hour period from Thursday to Friday evening, I made unexpected trips to both the Apple Store and the Emergency Room. Surprisingly, the experiences were way more similar than you’d expect. My two-year-old Macbook Pro had been running slowly, locking up causing me to have to “force quit” apps, and then an hour after …

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Salespeople Fail to Develop New Business When They Are Late to the Party

Getting In, Sales Process, Targeting, Time blocking / By Mike Weinberg

In my last post, I shared that waiting is one of the all-to-common reasons salespeople fail to develop new business. The passive, reactive salesperson who is always waiting for new materials, better instructions or warm prospects tends not to deliver the numbers. Being late to the party may be fashionable on the social scene, but …

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Mike Weinberg