After spending ten weeks on the road in Q1 (mostly doing sessions for sales kickoff meetings), it’s great to be back home. I’ve been looking forward to some office time, catching up with clients, and the chance to finally put together a handful of new engagements. It’s only midday Tuesday and I just wrapped up
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Within a 24-hour period from Thursday to Friday evening, I made unexpected trips to both the Apple Store and the Emergency Room. Surprisingly, the experiences were way more similar than you’d expect. My two-year-old Macbook Pro had been running slowly, locking up causing me to have to “force quit” apps, and then an hour after
In my last post, I shared that waiting is one of the all-to-common reasons salespeople fail to develop new business. The passive, reactive salesperson who is always waiting for new materials, better instructions or warm prospects tends not to deliver the numbers. Being late to the party may be fashionable on the social scene, but
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
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
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
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,
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
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
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
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
Sometimes the solution to our sales problem is so simple that we can’t see it. I am pretty sure that this is one of those cases. What We Want We (sellers and sales leaders) ALL crave a full, healthy (fat), balanced, moving pipeline of sales opportunities. What We Typically Do Unfortunately, most of us in
Sales Friends, I get it. We want to be liked. We want to be seen as responsive. We want to show customers that we care and that we listen and that we can follow instructions… All of those things are wonderful. But there’s just one little problem: very often defaulting to our prospect’s (or their
This is Trevor. He’s the senior executive of a company he founded in the UK. He’s also an amazing human being. I think it is fair to say that after the few days we just spent together at our Supercharge Your Sales Leadership event in Atlanta, our relationship crossed from client-coach to friends. The way
