Mike WEINBERG

New Sales. Simplified

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  • Carlos Cortéshas quoted3 years ago
    Remember the framework: Select targets. Create and deploy weapons. Plan and execute the attack. Selecting targets is first for a reason: If we’re proactively calling target accounts, the decision has already been made that we want to see them face-to-face.
  • Carlos Cortéshas quoted3 years ago
    My resolute answer to each of those questions is no. Get the meeting. Stop overqualifying!
  • Carlos Cortéshas quoted3 years ago
    To properly conduct the call we must know exactly why we’re calling this prospect.
  • Carlos Cortéshas quoted3 years ago
    want salespeople to see themselves as equals to the buyer, and one of the best ways to accomplish that is to speak as naturally as possible.
  • Carlos Cortéshas quoted3 years ago
    ask salespeople to use a casual, comfortable tone and to attempt to sound as normal and genuine as possible when phoning prospects.
  • Carlos Cortéshas quoted3 years ago
    The problem with most salespeople on the phone is simple: They sound like salespeople.
  • Carlos Cortéshas quoted3 years ago
    Once we view ourselves as professional problem solvers, this perspective should make us want to call target customers, particularly if we believe the customer will be better off working with us than someone else.
  • Carlos Cortéshas quoted3 years ago
    Making proactive calls to strategically selected target accounts that very likely have business issues we can address is not akin to telemarketing.
  • Carlos Cortéshas quoted3 years ago
    Trust me. If inbound marketing was a magic bullet and perfect panacea for creating demand, then we could stop proactively pursuing target accounts. But it isn’t.
  • Carlos Cortéshas quoted3 years ago
    I suggest leading into a list of at least five differentiators with an intriguing sentence. For example:

    (Your Company Name) continues to grow (or dominate our space) because we are very different from what you will find in the marketplace…

    Differentiator 1

    Differentiator 2

    Differentiator 3

    Differentiator 4

    Differentiator 5
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