Here’s reality: very few salespeople prospect for new business. And even fewer do it effectively. There are lots of reasons that’s the case, but one stands out above the rest. Fewer and fewer salespeople have a working knowledge of how to prospect! Many in sales today don’t prospect because they never had do to it and a …
Many Salespeople Do Not Prospect Because They Never Had to or Do Not Know How Read More »
There is a lot of noise and confusion about prospecting in the sales world. It’s always been hard to get salespeople to prospect for new business — even when proactively pursuing strategic target accounts was widely accepted as a valid method for acquiring new customers. Today, the false teachers, many from the Sales 2.0 movement, …
Beware of Who’s Preaching that Prospecting No Longer Works to Develop New Business 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 »
We hear it all the time. “This is a relationship business.” Or, “It’s all about the relationship.” I’ll ask someone about their selling style, and quite often, the proud reply is “I’m a relationship salesperson.” Those answers sound good and are usually accepted at face value. But you know what my experience shows – particularly …
Are You Too Relational to Thrive in New Business Development Sales? Read More »
Everyone hopes there is a secret sauce or magic bullet for success. It sure would be nice! I always enjoy kicking off a new client relationship and getting to meet a bunch of new salespeople. For the most part, members of the sales team are happy to have some help and possibly even a sympathetic …
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 »
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, …
Seek Feedback from Your Best Customers to Strengthen Your Sales Story Read More »
I can’t do it anymore. Don’t get me wrong. I like a good deal as much as anyone. But enough is enough. I was getting dressed last week while Mike and Mike were on ESPN2 in the background. Another obnoxious Jos. A. Bank commercial came on and my sixth grade son started making fun of …
Jos. A. Bank TV Spots and Lack of Price Integrity Cost Them a Customer – Me 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 »
Most of us in sales are not looking for something to do. We operate near peak output and carry a heavy load. Like the school of anchovies pictured above, we are constantly on the move, and doing our best just to keep up with the frenzy around us. In the case of the anchovies, swimming …
No One Defaults to Prospecting and New Business Development Mode. No One. Read More »
