General Archives - Page 6 of 6

Do You Have Sales Hunters in Hunting Roles? (plus bonus sales DNA video)

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

Recently I’ve observed that many sales organizations’ sales problems are really more of a talent problem. It’s not just that they don’t have enough top-producers or true sales hunters, it’s that they haven’t done the hard work to truly define the sales roles in their business. A salesperson is not a salesperson is not a salesperson. There are as many …

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Two Powerful Sales Team Leadership Success Tips from Jim Harbaugh

General, Leadership & Management, Sales Process / By Mike Weinberg

Happy New Year to you and your sales team! If you are feeling anything like I am, you are raring to get after it. Last week we took our traditional brief after-Christmas vacation, and while we were away I dove deep into goal setting for 2015. I got so excited about my plans and the possibilities that …

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Reap the Benefits of Selling with an Abundance Mentality

General, Getting In, Prospecting, Sales Process / By Mike Weinberg

It’s been an incredible year! I hope you feel that way, too. Recently, I spent time with two particular clients who would agree with that sentiment. These two companies could not be more different. One is a large global organization that I’m precluded from discussing publicly (but what I will offer is that I’m glad these …

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Sales Tip Video: Are You Presenting Prematurely?

General, Presentations & Proposals, Sales Process / By Mike Weinberg

Here’s a second excerpt from the live web-video conversation some of my favorite sales gurus (Miles Austin, Mark Hunter, Andy Paul) and I conducted earlier this year. In this 47-second clip I challenge you to think about when you should be making sales presentations. Way too many salespeople deliver presentations way too early in the sales process. *A note to those …

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Why Wearing a Company Logo Shirt Sends the Wrong Sales Message

General, Professionalism, Sales Calls / By Mike Weinberg

A few times per year I write a post that I’m pretty sure will be unpopular. Based on how many salespeople I see wearing embroidered logo shirts, this one certainly will ruffle a few feathers – at least that’s my hope. Here’s my premise: Way too many salespeople wear their company logo (golf, polo or …

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Prospecting Tips Video: Drip Value, Lose these Phrases & Stop Over-Qualifying

General, Getting In, Sales Weapons, Video / By Mike Weinberg

Earlier this year three of my favorite sales gurus and I conducted a fun, quick-hit, live web-video conversation offering blunt comments and bold tips for salespeople. We had a blast alternating between arguing the finer points of sales and patting each other on the back for being so smart. The audience feedback praised both the practical nature …

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6 Tips to Turn Your Sales Presentations from Pathetic to Powerful

Audio, General, Presentations & Proposals, Sales Process, Sales Weapons, Select / By Mike Weinberg

I’ve never held back making my feelings known about the word “presentation” – particularly when pronounced by excited salespeople with the long e – preezentation. Last week I shared about the boardroom disaster that was the most painful (and formative) lesson in my sales career. If you haven’t had a chance to hear me telling the story …

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Why Are the Precious Few Sales Fisherman (Hunters) Cleaning, Cooking & Doing Dishes?

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

There are a lot of companies not making their sales numbers. Often, senior executives will suggest a lack of sales talent, specifically sales hunters, as a common reason for the shortfall. I understand that line of thinking and would concur that while we have an abundance of account managers in sales roles today, there is …

Why Are the Precious Few Sales Fisherman (Hunters) Cleaning, Cooking & Doing Dishes? Read More »

General

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Do You Have Sales Hunters in Hunting Roles? (plus bonus sales DNA video)

Two Powerful Sales Team Leadership Success Tips from Jim Harbaugh

Reap the Benefits of Selling with an Abundance Mentality

Sales Tip Video: Are You Presenting Prematurely?

Why Wearing a Company Logo Shirt Sends the Wrong Sales Message

Prospecting Tips Video: Drip Value, Lose these Phrases & Stop Over-Qualifying

6 Tips to Turn Your Sales Presentations from Pathetic to Powerful

Why Are the Precious Few Sales Fisherman (Hunters) Cleaning, Cooking & Doing Dishes?

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