Sales Weapons Archives - Mike Weinberg

We Can Find Your New Business Development Sales Problem Right Here

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

Sales is simple and so is developing new business. Your business may be complicated but selling is not. I get concerned when a struggling salesperson or sales leader starts a conversation by explaining how complex it is to sell his services/product/solution. Typically those who tell us how complicated selling is are either confused themselves or using …

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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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When the Prospect or Customer Says Jump…

Sales Process, Sales Weapons, Select / By Mike Weinberg

When the customer or prospect tells a salesperson to jump, a majority will not only respond with the traditional, “How high?” — but they typically do so with great excitement. What could be better? The customer wants me to do something and I will show them that I’m the best; I’m the fastest; I’m the …

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Please Stop Showing Pictures of Your Building During Sales Calls and Presentations

Sales Calls, Sales Process, Sales Story, Sales Weapons / By Mike Weinberg

I lost it during a client’s sales team meeting this week. Words I don’t normally use came spewing from deep within with great intensity. I was with a wonderful company for whom I did good deal of consulting and coaching earlier this year, and it was fun to join them for their late summer sales meeting …

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New Sales. Simplified. Goes to College

Getting In, Sales Process, Sales Weapons / By Mike Weinberg

My oldest son is a junior in high school. We’ve been ramping up our college research, visiting campuses (free copy of my book to the first three people who contact me and correctly identify the university pictured above), and on Saturday morning he took the ACT for the first time. I’ve been thinking about college and his future …

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Seek Feedback from Your Best Customers to Strengthen Your Sales Story

Sales Process, Sales Story, Sales Weapons, Uncategorized / By Mike Weinberg

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, …

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Driving Business with a Customer-Focused Sales Story and Fresh Techniques

Getting In, Leadership & Management, Presentations & Proposals, Sales Process, Sales Weapons, Uncategorized / By Mike Weinberg

My clients’ businesses run the gamut from from leading edge technology consulting all the way to simple old-school product distribution. I love helping to drive new sales across this wide spectrum of business types, and more often than you’d think, I end up tackling the very same issues in very different businesses. Earlier this year …

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Strategic Target Accounts, Nurture Marketing, Faith and Pneumonia

Sales Process, Sales Talent, Sales Weapons, Uncategorized / By Mike Weinberg

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, …

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The Sales Team Needs Case Studies and Stories

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

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 …

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