Last week was no fun. It was heartbreaking to see Purdue (our son’s school) bow out of the NCAA tournament early (yet again), this time to #16 seed Fairleigh Dickinson. It was the third year in a row they were upset by an inferior team, but this time was the most painful because as a … Winners Own the Outcome Instead of Blaming Others & Circumstances When They Lose Read More » The post Winners Own the Outcome Instead of Blaming Others & Circumstances When They Lose appeared first on Mike Weinberg ..read more

There are effectively two types of sales leaders… The Hero and the Hero-Maker It’s easy to see why so many sales leaders fall into the trap of playing the hero. There are lots of common causes: You’re under pressure to deliver results so you do what you’ve always done – you jump in and get … 5 “Heroic” Actions That Sabotage Sales Leaders  Read More » The post 5 “Heroic” Actions That Sabotage Sales Leaders  appeared first on Mike Weinberg ..read more

I’m heartbroken. While the rest of the country is enjoying and celebrating St. Peter’s Cinderella storybook run through the Men’s NCAA March Madness Tournament, my family is licking its wounds in utter disbelief. Nothing against this fun team of overachievers from Jersey City, their great coach, and this amazing heartwarming story. It’s awesome. As a … Sales Lessons from St. Peter’s Cinderella Story Read More » The post Sales Lessons from St. Peter’s Cinderella Story appeared first on Mike Weinberg ..read more

During a recent virtual workshop for a client’s global sales leaders, two little words made the entire group of sales leaders squirm: Pipeline health. You could feel the virtual room tightening up at the mere mention of it. The reason why quickly became clear—their teams were struggling to create enough opportunities at the top of … 4 Very Common Causes for Lack of New Opportunity Creation Read More » The post 4 Very Common Causes for Lack of New Opportunity Creation appeared first on Mike Weinberg ..read more

There are effectively two types of sales leaders… The Hero and the Hero-Maker It’s easy to see why so many sales leaders fall into the trap of playing the hero. There are lots of common causes: You’re under pressure to deliver results so you do what you’ve always done – you jump in and get … 5 “Heroic” Actions That Sabotage Sales Leaders  Read More » The post 5 “Heroic” Actions That Sabotage Sales Leaders  appeared first on Mike Weinberg ..read more

I know you’re reading or hearing it, sales leaders…  Whether it is the alarm bells of doom from LinkedIn sales “experts” or your own people perfecting their new excuses, these two sales challenges will define 2022:  Supply chain issues  Inflation  These very real (and somewhat unprecedented) issues face just about every sales organization right now.  … How You Approach These 2 Sales Challenges Will Define 2022 Read More » The post How You Approach These 2 Sales Challenges Will Define 2022 appeared first on Mike Weinberg ..read more

Salespeople and Sales Leaders, I am asking for 39 seconds. That’s it.  Just listen to the first 39 seconds of this episode. Even if you’ve sworn to yourself that you’d never listen to a podcast, I’m pleading with you to give this 39 seconds of your attention because this is one of the biggest issues … The Most Foolish Thing a Salesperson Can Do is Complain That Their Price Is Too High Read More » The post The Most Foolish Thing a Salesperson Can Do is Complain That Their Price Is Too High appeared first on Mike Weinberg ..read more

Sometimes the solution to our sales problem is so simple that we can’t see it. I am pretty sure that this is one of those cases. What We Want We (sellers and sales leaders) ALL crave a full, healthy (fat), balanced, moving pipeline of sales opportunities.  What We Typically Do Unfortunately, most of us in … The Stupidly Simple Foolproof Way to Guarantee Consistent Deal Flow & a Full Pipeline Read More » The post The Stupidly Simple Foolproof Way to Guarantee Consistent Deal Flow & a Full Pipeline appeared first on Mike Weinberg ..read more

It has been the fastest, craziest start to a year that I can remember, and even the over-the-top, ominous coverage of Omicron hasn’t put a damper on the kickoff of Sales Kickoff Season meetings.  As I recently posted on LinkedIn, for all the logistical chaos created by clients postponing or converting conferences from in-person to … Stop Falling All Over Yourself Thanking Prospects & Customers for Their Time Read More » The post Stop Falling All Over Yourself Thanking Prospects & Customers for Their Time appeared first on Mike Weinberg ..read more

I’m heartbroken. While the rest of the country is enjoying and celebrating St. Peter’s Cinderella storybook run through the Men’s NCAA March Madness Tournament, my family is licking its wounds in utter disbelief. Nothing against this fun team of overachievers from Jersey City, their great coach, and this amazing heartwarming story. It’s awesome. As a … Sales Lessons from St. Peter’s Cinderella Story Read More » The post Sales Lessons from St. Peter’s Cinderella Story appeared first on Mike Weinberg ..read more