A Humorous Take on the

World of Sales and Management

Salespeople love to ask: "What is the best way to win new business?"

My answer:  "Yes".   What do I mean?    Read on.....

Mike S.
Let me Count the Ways...

There are approximately one zillion ways to find, develop, and win new accounts. These fall into five major categories (which I'll get to in a moment). and at least 50 specific actions you can take to win new business. (see webinar on the right)

The Secret of Sales

Larry Winget
"There are very few really good ideas in this world, and not one of them is a secret." Larry Winget

We have all chased the holy grail of sales success.  This is especially true when you compare yourself to the most highly successful people, and realize they are no smarter or better than you.  They must have a secret, right? What is it?

 Yet the longer you chase this mysterious secret, you find there really isn't one at all.  

As Oprah Winfrey noted, " The big  secret  in life is  there is no secret.  Whatever your goal, you can get there if you're willing to work".  But that still doesn't answer the question "what do I do?"

Sales Development is Like Dieting

Nearly everyone I know is somewhat unsatisfied with their appearance.  Most of us could stand to lose a few pounds.  Yet we don't.  Year after year, we keep adding a pound or two.  Why is it we don't lose the weight we would like?  Is it we don't know how? 

We all recognize that weight reduction requires some combination of diet and exercise. But what's the "secret" diet that works wonders?
High Fat - Low Carb
High Carb - Low Fat

These are two popular diets that have both helped millions of people lose weight.  You will also notice their programs are diametrically opposite:

I once tried combining these diets into a "high carb + high fat" program, thinking I might lose TWICE as much weight.  Sadly, it didn't work.

All Diets Work

You can see, it's not the diet, it's the application and the diligence to stick with the diet that produce the results.

New Business Generation

So what are the "One Zillion" ways to gain new business?   They fall into five main categories, with dozens of variations and applications for each.  
  1. Prospecting
  2. Networking
  3. Customer Events
  4. Marketing / Leads
  5. Customer Base
Which one works best?  What's the secret?  The answer is "yes".  None of them work all of the time, but all of them work some of the time.  But only when you apply them with discipline and consistency.

"I ate 12 oysters last night, but only one of them worked"


Sales Webcast
"50 Ways to Win New Business"
Tuesday, Nov 14
1:00 PM EST

Sales Webcast
"Seven Game Changing Ideas"
For Winning 
New Business
Channel Partners

Sales Webcast
"The Most Crucial Part of Every Proposal"
The Executive Summary


HTG UC Peer Group
Quarterly Meeting
2018 Business Planning
Orlando, FL
Nov 1 & 2

Sales Leadership
Peer Group 
"Question-Based Selling"
South Beach, Miami
February 22-23

"Stump the Chump"
Here is your chance to see if you are as smart as you think you are.
Think of a difficult or impossible Sales Management problem.  Enter it into the question box below.
Mike will provide deep insight into your dilema, based on his 25 years of Sales Management experience.  Or not.  It depends on how silly the question is. E-Mail Mike at:  
If you've made it this far, thanks for reading. If you are just looking for the "unsubscribe" option, it's below.
 "Carpe Dinero" = Seize the Money. 
Mike Schmidtmann
(703) 408-9103 

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Feel free to SWIPE* any ideas you find useful, and "pay it forward!

*Steal With Integrity, Purpose and Enthusiasm"