Like most of you, I am tired of of hearing about the “Fiscal Cliff,” and extremely aggravated with our elected officials in Washington D.C. It’s probably also safe to assume you don’t need to read yet another blog post about New Year’s Resolutions. So let’s do something more productive, and, certainly, more enjoyable. Let’s talk […]
What We Can Learn from Peyton Manning – the Consummate (Sales) Professional Read More »
There are natural laws of the universe, like gravity or the laws of physics. There are also man-made laws, most of which were written by legislators for our own good. Similarly, there are Sales Laws. My friend Anthony Iannarino, who also happened to provide the Foreword to my Amazon bestselling book, occasionally refers to the Iron Laws
Non-negotiable Laws for New Business Development Sales Success Read More »
I concluded my recent post “Prisoners of Help Are Doomed to Fail” promising to tackle the characteristics of a healthy sales pipeline. My intentions were good, but I was distracted in early October by the release of my long-sought-after feature story in the great Southwest Airlines’ inflight Spirit magazine. So thanks to the Sales Airline for choosing me
A Healthy Pipeline of Sales Opportunities is Full, Moving and Balanced Read More »
You’ve heard it said that “hope is not a strategy.” I couldn’t agree more – particularly when it comes to acquiring new clients. I spend time with a lot of people charged with developing new business, and from my perspective, way too many of them use the word hope way too often. Prisoner of hope is such a
Prisoners of Hope Are Doomed to Fail Read More »
At the risk of really aggravating the people who buy my services (senior executives, CEOs, owners of mid-size businesses), I need to share this strong message: Very often, a sales problem is not solely a sales problem. Said differently, when sales results, especially new business development sales results, are not what they should be, don’t just
Mr. CEO Please Do Your Job so Those of Us in Sales Can Do Ours! Read More »
There’s a lot of talk about “niceness” today. Employees are often judged on whether they play nicely with others or what kind of team member they are. Listen, I’m all about culture, and I love being part of a team – a winning team. But everyday I see supposed sales killers choosing to play good corporate
Stop Playing Corporate Nice Guy and Start Being Productively Selfish with Your Time Read More »
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
Sales Lessons from an Apple Store like Experience at the Emergency Room Read More »
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
An Incredible Day of Life Mentoring that Being “Too Busy” Almost Prevented Read More »
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
Segmenting Your Time and Attention Across Deals in Various Stages of the Sales Cycle Read More »
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
Jeremy Lin and Linsanity Should Motivate the Salesperson on the End of the Bench Read More »
