Alan Weiss


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.

Sales 72

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.

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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.

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.

Sales 56

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!

The High Speed Lane

Alan Weiss


Alan Weiss

Throughout my consulting career I’ve heard the plaintive lament, “She just won’t change,” and “He’s hopeless, there’s no way to persuade him.” ” This applies to adults at work and children at home, to both genders, to all ages.

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.

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.


Alan Weiss

My heavy-duty, Fortune 500 career occupied about 25 years of my life (before I transitioned to entrepreneurs and professional services providers). I worked with the best of the best in many cases, and learned more than any formal education could ever provide.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.


Alan Weiss

I find that in organizations, and individually, people do what’s easy instead of what’s necessary. They spend more time on computer backups, software, and gizmos than they do on trying to meet buyers.

Video 52

For Your Own Ducking Good

Alan Weiss

Our ducks line up (or sleep) on the driveway, and everyone from our guests to UPS has to stop or carefully drive around them. Our pool guys get out of their truck and chase them. All of this reinforces the ducks’ behavior because they sense no danger.

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.

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.

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.

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?

Reopening Challenges

Alan Weiss

The inertia has now swung toward “opening up.” ” It’s a time to be thankful and gracious. Don’t expect the old service levels immediately, and expect some people to be difficult and ornery—because they’re scared.


Alan Weiss

Some counterintuitive advice: The people who most need consulting and coaching and advising right now are strong people, successful people. Because they are willing to lead boldly on past these crises and help everyone to succeed.

Nice to Meet You in Person

Alan Weiss

We’ve learned a great deal about the efficacy of virtual meetings and delivery. These are important additions to our capabilities. But don’t think these replace meeting with ideal buyers in peer-level relationships.

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.

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.

The Power of Conversation

Alan Weiss

Stop making presentations to people and start holding conversations. Focus on results and outcomes. Assume you’re having a drink or a meal with a friend. Would you whip out a PowerPoint exhibit? Conversation leads to conversion. Business of Consulting

The Death of Classic Strategy

Alan Weiss

Peter Drucker has always been a hero of my heroes, the virtual “inventor” of strategy. But that approach, of older men, taking their time, analyzing data, planning for five or even ten years ahead in a predictable, mostly domestic economy, is forever obsolete.

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.

Are You Talking to Me?

Alan Weiss

I’m astonished by how little designers (cars, hotel rooms, appliances, furniture, etc.) consult with their perspective customers before they produce the final product.

Want to Buy A Used Crystal Ball?

Alan Weiss

I’ve been advocating for a long time shorter strategy formulation sessions, quicker implementation of the plans, and more frequent adjustments. Strategy is not holy writ, it’s simply the best thinking at the moment. Well, we’ve seen how radically that moment can change.

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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.

The Hybrid Organization

Alan Weiss

There will inevitably be new, “hybrid” offices evolving.

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.”

Give Me an Example of That

Alan Weiss

If you’re writing articles without real-world, contemporary examples to which the reader can relate, you’re merely writing conceptual pieces which aren’t going to persuade prospects. Think of all those awful college professors who merely read their notes and pontificated.

How Do You Interact with Your Customers and Prospects in Times of Crisis and Uncertainty?

Alan Weiss

How Do You Interact with Your Customers and Prospects in Time of Crisis and Uncertainty? . I’ve long preached that not all customers are alike, and the customers themselves most certainly are not always right. They often know what they want but not what they need.)

Those Who Pack Tents

Alan Weiss

Why are consultants (and other professional services providers) so surprised when a buyer says, “We have no budget for you,” or, “Our budget has been frozen.”

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Shifting Gears Properly

Alan Weiss

Help your clients set their “acceleration” for moving from “lockdown” to partial to full operations. That will be different for every business. Too slow and others will pass them by. Too fast, and they may well spin out of control.

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.