General Archives - Page 4 of 6

7 Commitments I’m Asking of Sales Executives and Salespeople to Increase Sales in 2016

Culture, General, Leadership & Management, Professionalism / By Mike Weinberg

Figuring you’ve read enough predictable New Year’s predictions to make you gag and that you’re tired of being pandered to about how to make your resolutions stick, I wanted to offer a different approach to help us maximize sales performance in 2016. Skipping the pleasantries and softening statements and fully expecting to labeled as politically …

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Life is Too Short and the Stakes are Too High Not to Tell the Truth

General, Leadership & Management, Sales Talent, Select / By Mike Weinberg

How much time and trouble would we save each other if we all committed to being 100 percent truthful 100 percent of the time? It’s a crazy thought, but when you really think about it, it is amazing how often we don’t tell people the truth. Sometimes we are scared. Sometimes just too nice. Or …

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Real Sales Issues I’m Tackling with Clients and a Handful of Valuable Learning Opportunities

Book Reviews, General, Leadership & Management, Professionalism, Time blocking / By Mike Weinberg

It’s the fall Selling Season and we all running hard. My encouragement is to keep sprinting and finish Selling Season strong! We’re only a few weeks from Thanksgiving in the US and you can rest then. Recently I’ve had conversations with various sales leaders who asked what I’m working on with my eclectic group of …

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Upgrade from Vendor to Value-Creator to Acquire New Customers and Close Deals Faster

General, Prospecting, Sales Process, Video / By Mike Weinberg

Salespeople face the harsh reality today that many prospects and customers treat and view them as nothing more than mere vendors. In many cases, it’s not the salesperson’s fault. The prospect’s system, buying process, or procurement department are all set up to diminish the seller’s opportunity to create value and differentiate him/herself. It’s the reality …

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Salespeople Need Fanatical Prospecting by Jeb Blount More than Any Book Today

Book Reviews, General, Prospecting / By Mike Weinberg

No, this post title is not an exaggeration, and, yes, I’m aware that I have two of my own best-selling books on the market. Even so, if you sell for a living, you must read Fanatical Prospecting now. Why am I so emphatic? Instead of trying to be creative, I’m going to answer that by letting …

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The Power of Personal Responsibility and Saying “My Bad” – Inspired by the Cardinals Losing Pitcher

General, Leadership & Management, Professionalism, Sales Talent / By Mike Weinberg

It’s October, and here in St. Louis that means yet another year of post-season baseball and a drop in work productivity as much time and energy is expended talking about and watching our beloved Cardinals. I was amused reading an article in USAToday last week that the Cardinals have become the new Yankees and are now …

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Five Blunt Powerful Sales Management Tips for the Price of One

Culture, General, Leadership & Management, Sales Talent / By Mike Weinberg

Sales thought leader Dave Brock and I are in the homestretch of a series for sales managers we’ve been writing for OpenView Labs / Venture Partners. I was honored to contribute at Dave’s invitation, and we’ve had a lot fun sharing the straight truth about sales management, offering guidance to new managers, and attempting to …

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A Behind the Scenes Look at Coaching a Top Producing Sales Rock Star

General, Professionalism, Sales Talent / By Mike Weinberg

Early last year I wrote a post about the The Joy of Coaching Top Performers, and just recently an individual who I worked with in the past came back and basically insisted that we resume his coaching. I tried to respectfully decline because I felt like I’ve shared everything I could with him over the …

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I’ve Never Been More Thankful for eaHELP and My Virtual Assistant

General, Leadership & Management, Productivity / By Mike Weinberg

I couldn’t do what I do without my support team. Mary, my virtual assistant, and eaHELP, the company that provides the service, are the MVPs of that team. Right now Mary is handling everything ranging from managing my calendar and email inbox to planning travel around my son’s soccer schedule and existing client commitments to coordinating a …

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Salespeople and Sales Leaders: Good Sales Management is Not Micromanagement

General, Leadership & Management / By Mike Weinberg

It’s fashionable today for salespeople, particularly underperforming salespeople, to complain that they’re being micromanaged. In fact, many underperformers become master manipulators as a defense mechanism. As soon as managers get anywhere near sniffing around their activity level, these struggling sellers play the micromanager card. In my upcoming book, Sales Management. Simplified – The Straight Truth About Getting Exceptional Results from Your …

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