— from Streamed.News —
If your team isn't hitting its numbers, the problem probably isn't the playbook — it's where the manager is sitting when the calls go out.
If you've ever been forced to sit through a sales pitch for something you'd already decided to buy, this explains exactly why that happens — and why it costs companies customers.
The document your sales team spent weeks perfecting may be the very thing killing the deal.
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.
If your pitch starts with how long you've been in business, you've already lost the room. Weinberg's live demonstration of what to say instead is concrete enough to use tomorrow.