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 […]
Salespeople Fail to Develop New Business When They Are Late to the Party Read More »
There are various reasons salespeople fail to develop new business. I’ve devoted an entire chapter to that painful topic in my soon-to-be-released book. Speaking of the book, thanks to many of you who continue to inquire about it. “New Sales. Simplified.” is complete and in production. AMACOM will be releasing it in September. Trust me
Successful Sales Hunters Do Not Wait for New Materials, Instructions or Leads Read More »
Everyone hopes there is a secret sauce or magic bullet for success. It sure would be nice! I always enjoy kicking off a new client relationship and getting to meet a bunch of new salespeople. For the most part, members of the sales team are happy to have some help and possibly even a sympathetic
There Is No Magic Bullet in Sales Read More »
This may be the longest gap between my blog posts in almost a year. Seems like everyone’s schedule is nuts right now. Clients, prospects, my clients’ prospects, family, friends. We are all crazed. In the Weinberg world, April and May have replaced December as the craziest calendar months. Two boys playing baseball, a daughter preparing
An Incredible Day of Life Mentoring that Being “Too Busy” Almost Prevented Read More »
This past week I traveled with the president and the CEO of one of my clients. We’ve been tinkering with their sales approach and also working to strengthen their “sales story.” They asked me to join them on this trip to sit in on the annual business review meeting with an important Fortune 500 client,
Seek Feedback from Your Best Customers to Strengthen Your Sales Story Read More »
I can’t do it anymore. Don’t get me wrong. I like a good deal as much as anyone. But enough is enough. I was getting dressed last week while Mike and Mike were on ESPN2 in the background. Another obnoxious Jos. A. Bank commercial came on and my sixth grade son started making fun of
Jos. A. Bank TV Spots and Lack of Price Integrity Cost Them a Customer – Me Read More »
Sales is simple. So are most sales problems. I am often brought into companies that are not achieving the desired level of new business sales success. Members of the sales team are not acquiring enough new accounts or new pieces of business from existing customers. While everyone is happy to offer a bevy of complex theories
Segmenting Your Time and Attention Across Deals in Various Stages of the Sales Cycle Read More »
Most of us in sales are not looking for something to do. We operate near peak output and carry a heavy load. Like the school of anchovies pictured above, we are constantly on the move, and doing our best just to keep up with the frenzy around us. In the case of the anchovies, swimming
No One Defaults to Prospecting and New Business Development Mode. No One. Read More »
I’m not a big NBA fan and never intended to do back-to-back posts using sports analogies. But this whole story about Jeremy Lin is too incredible and captivating to pass up. If you haven’t heard about Linsanity (where have you been?) just do a search and read a few articles to get up to speed. It’s
Jeremy Lin and Linsanity Should Motivate the Salesperson on the End of the Bench Read More »
I love the NFL. My boys and I are rabid fans and each of us is the commissioner of our respective fantasy football leagues. The NFL is masterful at marketing its product. NFL.com, the NFL Network, and the ADD fan’s best friend, the RedZone Channel, are all incredible. But as much as I love all
Simple Sales Lessons from the Super Bowl: Play the Game! Read More »
