Mike Weinberg

Author Archives: Mike Weinberg

November 1, 2010

Second Thoughts on Randy Moss – Eating Humble Pie

I was wrong. I loved watching syndicated reruns of Happy Days after school. The Fonz had the cool motorcycle, the girls, the leather jacket.  But there was one thing he couldn’t say: “I was wrr…  I was wron…”  He never could get it out. I’ve got plenty of issues, but admitting when I’ve blown it […]

Continue reading
October 23, 2010

Sales Leader: Multiplier or Diminisher; Hero or Hero-Maker?

Our executive team attended Verne Harnish’s Gazelles Fortune Growth Summit this week. It’s a few days of drinking from the fire hose, listening to some of today’s best business minds and hottest authors. As usual, Verne – aka The Growth Guy, delivered an outstanding lineup of speakers and we left the Summit energized to implement […]

Continue reading
October 18, 2010

Redeeming The PowerPoint Presentation

It’s Not About You – #4 Yes, I hate the word Presentation. But at the right time, structured the right way, a killer sales presentation is one of our most powerful weapons. And a killer presentation is a lot more about the prospect and their issues than it is about you and your solution. We’ve […]

Continue reading
October 12, 2010

“Presentation” – Why I Hate That Word!

It’s Not About You – #3 We all have certain words that cause a negative visceral reaction when we hear them. Mine include cancer, child abduction and rosemary (that most heinous herb responsible for destroying otherwise fine dishes). I’m sure your words are coming to mind now. In sales, the word I most hate is […]

Continue reading
October 7, 2010

Trading Randy Moss, Really? Are You Sure?

As a huge football fan who makes his living leading a sales organization, I am truly intrigued with the news today of the Patriots trading away Randy Moss. I follow the NFL, drive to work listening to Mike and Mike on ESPN Radio and am struggling to remain humble with my fantasy football team at […]

Continue reading
October 1, 2010

Telling the “Sales Story” – It’s Not About You

It’s Not About You – #2 How great a sin is it when a self-absorbed salesperson bores a dream prospect to tears talking about his company and offerings? I’m guessing I’ve been on calls with about 150 different salespeople and have heard the “sales story” botched in countless ways…too long, irrelevant, unclear, wordy, condescending, lacking […]

Continue reading
August 31, 2010

Get In! Ask 3 Times

They are programmed to say “No.” Most people don’t want to do what we do.  Calling people you don’t know and asking them to meet with you isn’t something most folks daydream about doing. I’m not up for a comprehensive series of posts dedicated to proactive telephone coaching, but I would like to throw out […]

Continue reading
August 6, 2010

Stop Over-Qualifying!

Sales team having too many appointments? Didn’t think so. I hear a lot about the importance of properly qualifying prospects. And I am confused. I’ll admit it right up front; I am probably an extreme contrarian on this topic. Here’s why: if we’ve done our job strategically selecting Target Prospects, then why in the world […]

Continue reading
August 3, 2010

Attacking the Right Targets?

When preparing for battle, a critical first step is the strategic selection of targets to attack. Along those lines, how strategic and clearly defined is your Target Prospect List? It sounds like a ridiculous, elementary and unnecessary question. But in my experience, more often than you’d believe, senior and sales management take for granted that […]

Continue reading