Sales & Business
Two Sales Managers, Two Philosophies: The Coach Who Let Her Rep Fail
Most people have had both kinds of boss. This conversation puts words to why one felt like support and the other, in hindsight, felt like theft.
Stories
Sales & Business
Redefining 'Wins' Daily Is the Foundation of Long-Term Sales Performance
Closing a deal cannot be the only metric of a successful day, and elite performers understand this distinction. Heady argues that distributing small victories throughout the day — landing a conversation no predecessor could secure, a meaningful exchange with a colleague, even personal moments at hom
Sales & Business
Sales Consultant Argues Accountability Meetings Must Leave Underperformers Feeling Uncomfortable
Most managers instinctively soften bad news with encouragement. Weinberg's argument is that doing so in the wrong meeting is exactly why underperformers stay comfortable enough to keep underperforming.
Sales & Business
Sales Consultant Mike Weinberg Argues Sellers Should Lead With Customer Problems, Not Company Credentials
If your sales pitch leads with what your company does rather than what your customer fears, Weinberg argues you've already lost the conversation before it begins.