Alan Weiss

Weaponizing Volatility

Alan Weiss

People who have communities, formal or informal, have been far more successful during the pandemic restrictions. By “successful” I don’t mean sustaining themselves, or minimizing losses, I mean growing their businesses.

Guess What?

Alan Weiss

Marshall Goldsmith and I, writing Lifestorming together, agreed that if someone intent on improving something can’t get it done (or substantially begun) in 30 days, they’re not able to do it without help.

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Alan Weiss

While it’s important to bring injustice and everyone’s accountability to eliminate it to public attention, I think you would agree that key is to do something about it and not merely acknowledge it.

Business Thermometer

Alan Weiss

I’m coaching people at the moment in 16 countries and all across the US and Canada. Here is my anecdotal finding at this point: 40%: Doing quite well, either at the same high business level as pre-pandemic or at a higher level.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

A Little Education

Alan Weiss

If your proposal isn’t accepted, ask the buyer: “What could I have done better or differently to have been successful in working with you?” ” If you find a pattern, you’ll know what you have to change. However, do the same with a winning proposal: “What was the key for you in deciding to work with me?” ” That pattern will tell you what you need to ensure you do every time. Business of Consulting

Speakers: You BUILD your value to raise fees, you don’t LOWER your fees because you fear reduced value

Alan Weiss

Stop viewing remote speaking as a disadvantage and of less value. Make a case that it’s more valuable. The speaking profession took a hit because most “professional speakers” are also lousy marketers (they give advice that they can’t follow themselves.). The client has fewer expenses, the logistics are easier. Be proactive: 1. Do not touch your fees and consider raising them for speaking (see below).

Please Stop Lighting Matches Near the Dynamite

Alan Weiss

Preventive action is far superior to contingent action, because it saves money, time, embarrassment, and sometimes, lives.

Help Is Here

Alan Weiss

A meeting with a prospect is not an adversarial relationship. I’ve heard “sales experts” spout that someone makes a sale, either you with your product or service, or the prospect by rejecting you. That’s pretty sick, and I mean that in the conventional sense as dysfunctional. A meeting is an opportunity to try to help someone where, ultimately, the other party receives huge benefits and you receive equitable compensation.

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Look, Doc, Before You Cut, How About A Ten Percent Discount?

Alan Weiss

I’ve never understood consultants who are flummoxed by a prospect saying, “Others can do this cheaper than you.” ” Do you shop for the cheapest heart surgeon, or mechanic for your car, or roof repairer?

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

Survival or “Thrival”?

Alan Weiss

If you allow yourself to deal with low-level people in organizations, you will be considered their peer and executives will not deal with you any more than they want to deal with them. If you seek to work with Human Resources because those people will talk to you, you won’t be talking to true buyers. HR people can say “no” but not “yes.” ” Your intellectual property, body of work, brand, and demeanor must be relevant to buyers and focused on them.

Following Up, Down, and Sideways

Alan Weiss

I received two separate apologies this week from people who owed me responses but had found my original email in their junk folders. Like me, they check their junk folders before erasing them.) I understand that these things happen, and was about to follow up anyway. Don’t assume someone has “gone dark.” ” And never assume that by following up you’re harassing or hounding someone.


Alan Weiss

Even people who purport to be sophisticated sales professionals or “experts” resort to using “pitch” to describe approaching a prospect. The dreaded—and fictitious—”elevator pitch” is supposed to represent how to influence someone between floors. To me, that’s a good technique to get thrown off the car between floors. If you develop a strong brand, people come to you. They seek you out.

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Time and Money

Alan Weiss

I think it’s time to remind everyone that money and time are priorities, not resources. In other words, “I don’t have the budget” or “This isn’t a good time” are specious excuses. There IS time and there IS money, but they are invested elsewhere. Your job is to demonstrate so much value (or have such a strong brand) that it becomes apparent that the money and time should be reallocated to you because you represent a greater return on that investment.

Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

The High Speed Lane

Alan Weiss

Since I’ve offered a special coaching program for people during the pandemic, and combining this with the ongoing coaching I’ve been doing, I can report to you these empirical facts: People who call clients, recommenders, and prospects regularly (daily, at least 3-4 calls) have consistently obtained more substantive meetings and business than those who do not.

A Little Advice

Alan Weiss

People are asking me the same question over and over, so I’ve become pretty adept at the answer. Best practices as the economy reopens: Call everyone of consequence (buyers, recommenders, prospects) until you reach them on the phone. Offer help. Don’t talk about money or projects. Convert as many existing interventions and offerings as you can to remote work. Many of these you should continue even after personal meetings are common again.

Flight Speed

Alan Weiss

This morning a very popular and professional local radio host commented that there was an article, he was told, in the New England Journal of Medicine, pointing out that masks were not an effective preventive for the coronavirus. Before posting this on any of my platforms, I thought I’d better check out the source.

The 20-Minute Business Proposal

Alan Weiss

A proposal for consulting, advisory, and/or coaching services should be about 2.5 pages and take you 20 minutes to create. That’s because you should already have conceptual agreement with the buyer, and a proposal is a summation of prior agreement, not a negotiation or an exploration.

Marketing-Led Post-COVID-19 Growth Strategies

Businesses are laying off workers, shutting their doors (some permanently), and struggling to react to the radical destruction that coronavirus (COVID-19) is doing to our society and communities. Most have already sustained massive damage, and we still have yet to see the scope of impact of the global pandemic that has upended the globe. Any return to normalcy may seem far-off, but sales and marketing are on the front lines of restarting the economy. When the dust settles, we have a responsibility to turn our shock and grief into fierce determination, and lead the charge of responsible, strategic, sustainable future growth. However, there’s no team better suited to lead that charge than the marketing department. Marketers are uniquely positioned to provide creative solutions to aid their organization in times of change and chart a course for navigating success.

Social Media Anachronisms

Alan Weiss

Someone on Linkedin is advertising an “authentic elevator pitch.” ” Isn’t this the planet Earth in 2020? Business of Consulting

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Six Inches of Social Distancing

Alan Weiss

These crowds we see on the news defying requirements for safety at the beaches and parks surely aren’t surprising. There is a pent-up need to be “normally social” once again.

If Not Now, When?

Alan Weiss

I think a lot of people, from business owners to consumers, from investors to entrepreneurs, will be receptive to the question, “If not now, when?” ” This isn’t a time for savings, it’s a time for growth. This isn’t a time for conservatism, it’s a time for innovation.

Are You Improving the Buyer’s Condition Or Only Your Own?

Alan Weiss

Take a close look at your conversations, promotional material, and collateral, no matter what the media. Are they talking about how your clients are improved and are your clients attesting to that, or are the simply a recitation of your credentials and offerings? Buyers care about relationships that meet their own self-interests, not yours. Are you promoting inputs (programs, training, sessions, etc.) or outputs (growth, market share, reduced attrition, etc.)? Business of Consulting

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How ZoomInfo Helps Overcome the Top Pain Points of Inside Sales

Recent digital transformation has shifted the B2B landscape by ushering in the era of buyer empowerment. With more access to user reviews, analyst opinion, and industry research, decision-makers are more informed than ever while navigating what is now known as the “buyer’s journey.”

Panel Success

Alan Weiss

If you’re going to hold a panel discussion: • Have a few panelists (3) not a lot, otherwise everyone will drone on about every question. Move things along and make sure audience questions are the focus. •

Tennis or Chess?

Alan Weiss

People will agree to purchase your services, to engage with you, as a result of an intellectual, rational conversation. But they won’t necessarily agree to do it quickly. People will agree to engage you immediately if they feel an emotional need to act quickly, a sense of loss if they don’t act now, a priority to take action. The difference in the two positions is urgency. An issue can’t merely be important. There must be an emotional need to address is immediately.

Peripheral Skills

Alan Weiss

People seem to wonder what I mean by “peripheral skills,” which are skills not immediately critical to your profession but do tend to set you apart. A brief example, which I’m sure you’ve all experienced. Tour guides and waiters have become quite proficient taking photographs of their customers. Sammy, our guide in Dubai, not only took better photos than I could with my own iPhone, but would often ask permission to improve on one I was taking! He made me/us look good!


Alan Weiss

If you approach a prospect as a sales person, or vender, with a program or service to sell, you will be seen as a commodity. The prospect will focus on price comparisons and decide whether your particular alternative is needed and appropriate under current conditions. You are trying to respond to prospect desires and “wants.” ” If you approach a prospect as an expert with valuable advice to offer, you will be seen as a possible partner.

Marketing Ops: The New Revenue Hero

As data continues to play a starring role in today’s B2B organizations, both marketing and sales operations professionals are poised to solidify their place as critical revenue drivers. In particular, the evolution of the Marketing Operations (Ops) role has created a new standard in marketing and has become a vital component of an organization’s success.

You’re Hired

Alan Weiss

I’ve looked for three things when I’ve interviewed candidates for my clients: High energy. Wide vocabulary easily employed. Well developed sense of humor (which to me is a clear sign of intellect).

Business Would Be Great if it Weren’t for Customers

Alan Weiss

There are some (high-end and mid-range) hotels that expect you to wait in line to check in while an inadequate number of desk clerks plow through the myriad details. There are others which allow you to check in before you arrive and go directly to your room, using your smart phone.

Stand in the Wind

Alan Weiss

Billy Joel sang “don’t go changing’ just to please me… ” Don’t try to accommodate every prospective buyer, vary your style, meet his or her demands. Be yourself.

I’ll Be Outside, Throw Me Some Food

Alan Weiss

A restaurant we’ve patronized since it first opened on a weekly basis, including take-out during the crisis, apparently was taking people on a first-come basis once in a new “phase” here. However, a masked hostess, standing six feet away, who is obviously new and I’d never met, told us we needed a reservation and we couldn’t be seated, and that was that.

What We Learned From Our Own Data-Driven ABM Strategy

ZoomInfo has created the following eBook to help other B2B organizations gain insights on how to launch their own data-driven ABM strategy. In this eBook, we will reveal the good and the bad from our own campaign and highlight some key takeaways on how to improve your ABM strategies moving forward.