BizSugar.com › User › mikeweinberg › Voted

If you want to improve your ability to compete and win, you'll study how your competitor views you. You'll write their case against you. Read More

Some salespeople resist buying the company line. They resist buying the hype. They question motives. Their cynicism is a recipe for mediocrity. And it's contagious.
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The way to build referrals and referenceable clients is to win dream clients and then to perform for them. You must do work worth sharing with others. Read More

While it is important for a sales person to advocate for the client, they have to sell to the client. Too many sales people spend time and energy selling the deal to their managers instead of the buyer. Read More

If you have trouble coming up with a couple of posts a week, I believe that one of two things is true (or perhaps both are true). Read More

Here’s the chronology:

* 11/25/04 – Initial telephone contact with company president
* 12/17/04 – The one and only face-to-face meeting (…with the president mainly, plus a brief conversation with the founder)
* 12/21/04 – Original proposal for a Sales Excellence Council
* 01/1 Read More

It isn’t easy to bridge the gap between wants and wont’s. It takes a burning desire and a stronger will to overcome your wont’s. Read More

Cold calls, email blasts, webinars, etc. – all designed to attract interested buyers. We were looking for the proverbial nugget of gold – a prospect with pain and a budget.

But in this age of empowered buyers, where an executive can do his own research ad hoc – that strategy is growing Read More

To deliver for your operations teammates in the way that you want them to deliver for you and your dream client, you owe them a great handoff. Read More

Buyers would love to keep us sales professionals out of sight, tucked away behind our keyboards. Buyers have pushed sales out of the first 70% of the buying cycle because we allowed them to. We are viewed as the enemy, the opposing team. Even when the buyer wants or needs our products and services, Read More