Mike Weinberg, Author at Mike Weinberg

Successful Sales Hunters Do Not Wait for New Materials, Instructions or Leads

Getting In, Sales Process, Targeting / By Mike Weinberg

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 …

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There Is No Magic Bullet in Sales

Sales Process, Uncategorized / By Mike Weinberg

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 …

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An Incredible Day of Life Mentoring that Being “Too Busy” Almost Prevented

Leadership & Management, Uncategorized / By Mike Weinberg

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 …

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Seek Feedback from Your Best Customers to Strengthen Your Sales Story

Sales Process, Sales Story, Sales Weapons, Uncategorized / By Mike Weinberg

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, …

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Jos. A. Bank TV Spots and Lack of Price Integrity Cost Them a Customer – Me

Sales Calls, Sales Process, Uncategorized / By Mike Weinberg

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 …

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Segmenting Your Time and Attention Across Deals in Various Stages of the Sales Cycle

Leadership & Management, Sales Process, Uncategorized / By Mike Weinberg

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 …

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No One Defaults to Prospecting and New Business Development Mode. No One.

Uncategorized / By Mike Weinberg

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 …

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Jeremy Lin and Linsanity Should Motivate the Salesperson on the End of the Bench

Leadership & Management, Sales Talent, Uncategorized / By Mike Weinberg

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 …

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Simple Sales Lessons from the Super Bowl: Play the Game!

Leadership & Management / By Mike Weinberg

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 …

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Stop Thanking Prospects for Their Time

Sales Calls, Sales Process, Uncategorized / By Mike Weinberg

I have been troubled recently observing sales reps taking a subservient and overly respectful posture when engaging prospects and customers. A few reps in particular sounded completely overmatched in conversations on the phone. And I have seen the same occur during face to face meetings as well. Three weeks back I tweeted something provocative about it …

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Mike Weinberg