Latest Blog

Looking for a post on a particular topic? Search here:

Strategic Target Accounts, Nurture Marketing, Faith and Pneumonia

There is a time to plant and a time to harvest. There is a time to work incredibly hard and a time to relax. And hopefully not very often, there is a time to be ill. Last week I went down hard. Turned out to be pneumonia. I am thankful for great docs, effective meds,

Where Did All the Sales Mentors Go?

I’ve been kicking around a blog post in my head about sales mentoring for a few weeks. Just yesterday my friend, sales guru, and fantasy football expert, Jim Keenan, posted a great short piece challenging sales managers about their focus on activity vs. focusing on people.  And today I was privileged to have an energizing

The Sales Team Needs Case Studies and Stories

Happy Day 3 of the 2011 Selling Season. Thanksgiving is 11 weeks from today. Keep sprinting. You’ll make it. And you will be amazed at what you accomplished by focusing like a laser between now and then. Run hard now. Rest later. I had planned to write about individual business plans, but that is being

Get Ready for the Selling Season Sprint

My kids return to school today. And it’s a good thing. Not sure about you, but I’ve had enough of summer. Loved our vacations. Enjoyed the family time. The relentless heat, not so much. The fact that the only things still growing in our once-lush lawn are crabgrass and nuts-edge truly angers me. Even more

New Sales Theories (and washing machines) Aren’t Necessarily Better

Newer is newer, but not necessarily better. Don’t get me wrong. I’m not all retro. I like new fashion, music, homes, hotel rooms, cars, technology and toys. Direct fuel injection, smartphones, the cloud – all good. I’ll be in line for the iPhone 5 just like many of you. But newer isn’t always better. Saturday

What I Learned From A French-Speaking Sales Rock Star Without Understanding A Word

I love sales calls. I love making them, going along with others, observing, reflecting and writing about sales calls. If I was to take a swag at the number, I’ve probably observed (as either a sales exec. or a coach/consultant) 170 salespeople on approximately 1000 sales calls. That’s a lot of data and even more fodder

The Danger of Proposing Too Early In The Sales Process

I had planned to write about what I learned during an amazing day in the field with a French-speaking salesperson, but a few recent conversations pushed that post back a few days. I got all charged up speaking with Spencer Jackson from Houston. Spencer is a new friend from Linkedin and he attended a webinar session

Value of Vacation: Rest, Read, Recharge, Retool

I was thinking back to college the other day. It struck me that I’ve been out of school for as long I was in school (22 years each). And then I was reflecting on how great semester breaks were. The month off around Christmas and the long summer. There was always an opportunity to rest,

Featured Posts

Obedient Order-Taker and Yes-Men/Women Salespeople Don’t Win More Business

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

The ROI Is Huge for Those Who Implement

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

Courses

New Sales. Simplified.

Sales Management. Simplified.

Your Sales Story

 

© 2023 Mike Weinberg        Privacy Policy  |  Terms of Use

© 2023 Mike Weinberg

Privacy Policy  |  Terms of Use