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6 Powerful Sales and Culture Lessons from a Great Visit to Butler University

Culture, General, Leadership & Management, Professionalism, Sales Story, Select / By Mike Weinberg

My oldest son and I just returned from two fantastic days at Butler University in Indianapolis. Several events drew us to the campus this particular weekend. There was an admitted students reception prior to Saturday evening’s basketball game against highly-ranked Villanova, and the College of Business put on a full-day program Friday offering the opportunity to …

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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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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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Are You Tired of the Social Selling Hype and Being Told Everything has Changed?

Sales Process, Select, Social Selling / By Mike Weinberg

You know how CNN overuses the “BREAKING NEWS” thing ad nauseum? Remember how ten days after that Malaysia Airlines flight went missing they’d lead in with the dramatic music and the breaking news logo to tell us that the plane still hadn’t been found? That’s pretty much where I am with the non-stop hype about …

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One of My Favorite Probing Questions: I am Just Curious, Why Did You Invite Me in?

Sales Calls, Sales Process, Select, Uncategorized / By Mike Weinberg

In the past few weeks I’ve led several sessions for various clients around structuring and conducting more effective sales calls. It’s such an interesting topic to tackle because so many salespeople have become complacent about how they prepare for and run an initial/discovery, face-to-face meeting with a prospective customer. I find this is particularly true …

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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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Stop Over Analyzing Your List and Get in Front of Strategic Target Prospects Now

Prospecting, Select, Uncategorized / By Mike Weinberg

I can make the strong case that a large percentage of the underperforming salespeople and sales teams I work with struggle because of lack of activity — specifically, lack of face-time and meaningful dialogue with the right contacts at strategic target prospects. There is nothing controversial about that statement, and I bet most gurus, executives …

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Stop Checking Email in Bed and Take Back Your Early Morning and Your Calendar

Leadership & Management, Sales Process, Select, Time blocking, Uncategorized / By Mike Weinberg

I had a great, energizing, productive and life-giving week, and hope you did, too. Thursday I led a full-day session covering the major themes from New Sales. Simplified. for a client’s BD team, and then spent Friday in 1:1 coaching sessions with many who attended on Thursday. The individual sessions were as unique as I’d ever experienced …

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Senior Executives are Hurting Sales by Piling Too Much Crap on the Sales Manager

Leadership & Management, Select, Time blocking, Uncategorized / By Mike Weinberg

When speaking to organizations or coaching sales teams, I am quick to point out how little time most salespeople spend truly pursuing new business. In fact, depending on what I observe at a particular client, it’s not uncommon for me to boldly state that the simple reason they are not developing enough new business is …

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Sales Manager: Why Don’t You Formally Meet 1:1 Monthly with Every Salesperson?

Leadership & Management, Select / By Mike Weinberg

Leading the team and creating a healthy sales culture are primary responsibilities of the sales manager. Very often, I’ll ask a vice president of sales or the sales manager how often they meet 1:1 with their people. And the typical answer sounds something like this: “I am in touch with every one of my people …

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