Mike Weinberg

Mike Weinberg

This MLB Manager Blew It Relying Solely on Analytics Rather Than His Eyes

Even if you’re not a baseball fan or didn’t see the final World Series game last week, there was a simple, yet colossal, lesson for anyone who manages people:It’s important to see things (observe your people working) with your own eyes!To the horror of baseball fans across the country, Tampa Bay Rays’ manager Kevin Cash …

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Straight Talk About Self-Accountability and the Primary Job of Salespeople

A client executive recently asked for some language to help new salespeople grasp the importance of pipeline self-accountability and accountability to sales management. After seeing the exec’s appreciation for what I suggested, I had the thought that this simple, straight forward advice might be helpful to you, as well. So, whether you’re a sales leader …

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Nothing Will Increase Your Confidence or Sales Effectiveness Faster

Nothing will increase your sales effectiveness faster than sharpening YOUR SALES STORY. The “Sales Story” is my single favorite sales topic, the basis of the most popular chapters in my bestselling books, and the single most requested topic when I speak to sales teams, because… When YOUR SALES STORY is great, everything in sales becomes easier!Your confidence …

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Your Sales Story Is Always Critical but Even More So Right Now

Your messaging, what I often refer to as the “Sales Story,” is your single most important sales weapon because pieces of your story end up in all your other weapons – prospecting call outlines, voicemails, emails, social media profiles and messages, discovery meetings, presentations, and proposals.  YOUR SALES STORY is always critical to your sales success and …

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Our Prospecting Messaging Should Be Like an Appetizer at a Fine Restaurant

Salespeople struggle with prospecting for many reasons – a bad attitude, lack of confidence, poor calendar management, accepting the first “no,”, listening to fools preaching that the phone is dead, giving up too soon, etc. While those shortcomings certainly reduce a seller’s effectiveness, there is an even more deadly sales sin that destroys our chances …

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You Are Building Relationships with Prospects Who Have Yet to Respond

“No one answers their phone anymore.”“I leave a voicemail but don’t get called back.”“I’ve messaged the contact on LinkedIn and sent an email but am not getting replies.”There’s a section of Chapter 11 in my latest book, Sales Truth, titled Earn the Callback with Perseverance,” and it contains some of my least popular advice. I …

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