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  • 1 year ago
Episode 358: Accelerate Your Success by Investing in Your Development. With  Mike Weinberg.

Episode 358: Accelerate Your Success by Investing in Your Development. With Mike Weinberg.

Joining me for the third time on Accelerate! is my friend Mike Weinberg. He’s the author of two excellent books: New Sales. Simplified, and Sales Management. Simplified. Among the topics that Mike and I discuss are how salespeople can stop being commoditized and how you are responsible for your own development and success as a salesperson.   KEY TAKEAWAYS [2:08] The biggest challenge facing salespeople today, is being commoditized, instead of being seen as value producers. [3:12] Why it’s essential salespeople must view themselves as consultants, professional problem-solvers and value creators. [5:20] Being responsive — which is crucial — does not require you to provide a proposal prematurely. Mike explains why. [8:06] Take ownership of your sales process. Tell the client you need to meet with them for discovery, so the proposal will be relevant to them. [11:17] Salespersons used to be mentored in their roles. Now, they are sent out untrained, with a quota. [12:53] The customer is lear

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