Michael Weinberg is passionate and fearless about dragging people and companies firmly into prospecting for new business acquisition. Earlier this year, I met Michael Weinberg at a round-table meeting we both were invited to and realized he was a collaborator in demystifying and simplifying the sales process. Plus he has a killer sense of humor… [Continue Reading]
New Sales Simplified is Michael Weinberg’s Passion
Book Review – Rules of the Hunt, by Michael Dalton Johnson
Communication is the hallmark of humanity. Mankind has been telling stories since pictures were scratched on the walls of caves. It’s how people learn from other people’s experiences. It’s how we encourage and motivate each other as well. Michael Dalton Johnson’s Rules of the Hunt, Real-World Advice for Entrepreneurial and Business Success is just such… [Continue Reading]
Tipping Dominoes
Remember what you were doing in September 2008? That’s when the sales paradigm, and the global economy, broke into a million little pieces. And all the kings horses and all the kings men are still re-assembling the component parts. But not the same way, ever again. For those of you still waiting for things to… [Continue Reading]
Jill Konrath’s Foreward – Do YOU Mean Business? by Babette N. Ten Haken
The sales process is tough. If you’re in sales, you know how much time it takes to set up meetings with potential prospects. They’re not receptive to your advances. They’d rather stay with the status quo than change. The budgets are tight and all they’re concerned about is price. If you’re a technical professional who’s… [Continue Reading]
The Road We Traveled in 2011
The two weeks of the Holiday Season leading up to the New Year are a time of reflection for many of us, although it sometimes doesn’t seem like it. We are lining up our road maps for 2012: identifying the referral network for our prospecting (because we’ve finally learned that cold calling and churning and… [Continue Reading]
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