Mike Weinberg, a sales strategist and author, discusses the importance of new business development and the challenges salespeople face in creating opportunities. He emphasizes the need for a proactive mindset and taking ownership of one's sales territory. Mike also highlights the power of a strong sales story and messaging in engaging prospects and winning deals. In this conversation, Mike Weinberg shares valuable insights on sales messaging, tone, and the importance of focusing on the customer's needs. He emphasizes the need for salespeople to articulate the value they provide and avoid self-focused pitches. Mike also discusses the importance of tone in sales conversations, highlighting the need for authenticity and a natural, comfortable manner of speaking. The conversation also touches on the topic of qualifying prospects and the balance between persistence and pushiness. Mike concludes by offering advice to new salespeople, emphasizing the importance of serving the customer and mastering the fundamentals of selling.

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