Author Archives: Mike

August 21, 2019

I Almost Screwed Up a Big Client Meeting…

Earlier this week three people from a large client came to visit my business partner and me in St. Louis. We’d never met with these particular individuals before, although we did have some email dialogue and a preliminary phone call before this meeting was scheduled.As my team and I were preparing for the client’s visit […]

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July 17, 2019

4 Immediate Benefits from Sharpening Your “Sales Story” (Messaging)

Sharpening what I call our “Sales Story” pays more dividends than you can imagine. When your sales story is spot on selling becomes a completely new ballgame. A compelling, customer issue and customer outcome-focused, differentiating message changes everything, and I mean everything! 1. It gives you confidence – confidence to prospect and confidence to meet […]

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July 9, 2019

The 5 Keys to Becoming a Master Sales Opportunity Creator

“…there are no underemployed true sales hunters. People who have mastered creating and closing sales opportunities are in high demand and command top dollar. There are lots of sellers who can fulfill demand but far fewer who can create it.”  -Mike Weinberg in Chapter 6 of Sales Truth My July 4th post boldly declared that sellers […]

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June 11, 2019

My WHY for Writing #SalesTruth and WHY It Matters for YOU

Credit to Simon Sinek because I sure do hear a lot of people asking others, “What’s your WHY?” And it’s only natural that when launching a new book the first question people ask is, “Why did you write it?” My motivation and mission in writing #SalesTruth: Debunk the Myths. Apply Powerful Principles. Win More New […]

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May 31, 2019

Focusing on These 3 Sales Verbs Will Transform Your Results

There was such a strong reaction to my last post, “Busyness Does Not Necessarily Drive New Business” that the past week I’ve been challenging salespeople and sales leaders about Sales Productivity nonstop! It seems like every sales team I observe is struggling with overwhelm. Too many distractions. Too much going on. Too many requests from […]

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