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
Sales Trainer Mike Weinberg's 'Power Statement' Puts Customer Problems First
If your sales pitch leads with your company's history or awards, you may be making the one mistake that guarantees a prospect stops listening. Weinberg's simple reframe shows exactly what to say instead.
Sales & Business
Sales Consultant Identifies Five Structural Reasons Sales Teams Fail to Win New Business
If your sales team is working hard but not growing revenue, the problem may be the system around them — not the people in it.
Sales & Business
Sales Managers' Retreat Into CRM Screens Is Producing a Generation of Amateur Sellers
If your sales team keeps getting commoditized or losing deals to competitors with seemingly inferior products, the real problem may be a mentorship vacuum no software tool can fix.
Sales & Business
Sales Consultant Mike Weinberg Argues Three Verbs Define Every Salesperson's Job
If your sales team is always scrambling at month-end, Weinberg's argument is that the problem was baked in weeks earlier — when no one was filling the top of the pipeline.