Mike Weinberg

Mike Weinberg

[Sales Leaders] Increase Sales Team Accountability and Your Productivity

Due to canceled travel and a generous bonus offer we made during a pre-launch webinar for the Sales Management. Simplified. Video Coaching Series, I’ve had the amazing opportunity to conduct 1:1 coaching calls with dozens of executives and sales managers in the past two months.And while I’ve absolutely loved these energizing 1:1 conversations with sales …

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What Happened with George Floyd is Not Okay and I Can No Longer Look Away

I did not want to write this post.I wanted to write to salespeople about how to Win More NEW SALES and to sales leaders about increasing sales management effectiveness. I have a whole list of new posts queued up — from recent observations that cover everything from overly relational sales managers afraid to have fact/data-based …

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The Not So Secret to Sales Success (during & after a crisis)

I’ve got a little (not so) secret for you: Whether we’re attempting to create sales opportunities, fill our pipeline, and maximize results while navigating a once in a lifetime pandemic, or we are selling during “normal” (good) times, the basics are the basics. Said differently, the very same best practices that drive sales success when we’re not …

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Winning Has a Price

My younger son and I have spent the last few Sunday evenings watching “The Last Dance” mini-series about the career of Michael Jordan. This series is more than just hitting the spot or scratching my sports itch during this bizarre “sportsless” season of life. It is amazingly well done and the storylines captivating. Even if you couldn’t care …

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A Pandemic is NOT a Pass for Poor Sales Call Structure

Extra empathy? Yes. I’m all for it. Positivity?  Absolutely. I’ve been preaching it in six consecutive posts. Proactive Calling.  You better, you better, you bet. I’ve seen an uptick in all three, and for the most part, am impressed with how sellers are demonstrating high levels of EQ and empathy, remaining positive and sharing positivity, and proactively pursuing …

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More Encouragement from the Field and an Invite to Two Powerful Sessions

As HARD as this season/pandemic/crisis/lockdown is for so many reasons, I am also really encouraged by what I’m observing and hearing from salespeople and sales managers.So, instead of sharing “advice” with you in this post (although, below, I’ve got invitations to two powerful sessions – one for sales leaders and one for sellers – with …

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How is Your Mind, Your Heart, and Your Focus Right Now?

I’m thankful to report that, as predicted in previous posts, the dust has indeed settled as we’ve all transitioned into lockdown mode. No, it’s not ideal and there are definitely challenges and complexities, but we are settling in and learning how to adapt (and dare I say, even succeed) during this new temporary normal. I have been leading …

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