Shows
The Sales Management. Simplified. Podcast with Mike WeinbergIntense Focus on Accountability + Strategic Targeting = Sales LiftMike went right from leading a virtual sales management workshop into recording this episode while he was still fired up from tackling two critical, yet often overlooked, sales management functions…. Accountability for results, pipeline health, and activity (when necessary) Strategic targeting of accounts Listen in as Mike shares exactly what he reviewed with this favorite client’s sales leaders. LAST CALL for the LAST Supercharge Your Sales Leadership Event of 2025! There are five spots remaining for the final sales management fundamentals full-day intensive at the Porsche Experience Center next to Atl...2025-08-0729 minThe Sales Management. Simplified. Podcast with Mike WeinbergThe Life-Changing Impact of an Intentional Leader (and the End of Fantasy Land Sales Management)Feedback from Jeff Hancher's story in Episode 94 of how a sales manager powerfully impacted his life compelled Mike to focus again on...The Life-Changing Impact of an Intentional Leader. After receiving so many stories from listeners about leaders who changed the trajectory of their lives, Mike shares a few of his own — highlighting the intentional investment others made in him that left a lasting impact — along with a reminder from Chapter 9 in his latest book: Managers (particularly sales managers) take up way more emotional and mental bandwidth in their people’s hearts and minds than they typically realize or app...2025-07-0828 minThe Sales Management. Simplified. Podcast with Mike WeinbergSales Leader Extraordinaire Shares His Journey from Pain and Poverty to Powerful PurposeEpisode 94 is a special one for several reasons, not the least of which is that it’s the first show where the guest made Mike cry! You will be challenged listening to this interview with Mike’s friend, sales executive extraordinaire and leadership guru Jeff Hancher, who shares his personal journey from pain and poverty to powerful purpose. Jeff’s story of resilience and how sales changed the trajectory of his life will remind many listeners of why we got into the sales profession in the first place. And every sales leader will benefit hearing about J...2025-06-1736 minThe Sales Management. Simplified. Podcast with Mike WeinbergHow an Enterprise Sales Rockstar Sounds, Thinks, Behaves, and Balances Being Patient and ProactiveToday’s special guest, Ahson Wardak, made such an impression at a recent Supercharge Your Sales Leadership event that Mike had to have him on the show! Ahson was recently promoted to regional vice president after an incredible run as a top-performing individual contributor. Listen in to hear what a true large account, large deal sales rockstar sounds like. Enjoy Ahson’s contrarian take on the widely accepted sales adage that "people buy from people they like” and pay particular attention how he balances two critical, yet contradictory, success factors for enterprise selling: being patient AND proacti...2025-06-0543 minThe Sales Management. Simplified. Podcast with Mike Weinberg2 Sales Management Tips and Why Southwest Airlines Should Take the Heart off Their AirplanesIn Episode 92 Mike doesn’t hold back sharing two takeaways from a recent multi-day speaking and sales training engagement in Las Vegas and then he absolutely unloads on the recent changes at Southwest Airlines. RESOURCES MENTIONED IN THIS EPISODE: Southwest Airlines Spirit Magazine Freedom Story featuring Mike The Upcoming September 2025 Supercharge Your Sales Leadership Event New Sales. Simplified. Chapter 14 - Planning & Executing the New Business Development Sales Attack This episode is sponsored by Pursuit Sales Solutions. If you are looking for help adding A-player talent to your team, con...2025-05-1431 minThe Sales Management. Simplified. Podcast with Mike WeinbergPerspective Is Everything (In Life and Sales)In Episode 91 Mike unpacks two recent personal experiences and one seller/buyer “conflict” to demonstrate that PERSPECTIVE IS EVERYTHING! RESOURCES MENTIONED IN THIS EPISODE: The Micah Project Honduras The June 3 Supercharge Your Sales Leadership event ______________________________________ This episode is sponsored by Pursuit Sales Solutions. If you are looking for help adding A-player talent to your team, contact Mike’s friends at pursuitsalessolutions.com/weinberg2025-04-1035 minThe Sales Management. Simplified. Podcast with Mike WeinbergThree Tweaks That Produced a TransformationThe response to “Hannah the Hunter” sharing the simple tweaks she made to transform her results in the previous episode was so overwhelming (30% more listens/downloads in the first week after release than any other episode), Mike was compelled to dedicate Episode 90 to further unpacking the sales gems Hannah so beautifully articulated. Listen in as Mike shares his take (and takeaways) on these three critical areas where Hannah’s slight adjustments produced outsized results: Better Mindset (and motivation) Better Ownership of Sales Process (particularly during sales calls, demos, and presentations) Better Control of the Calendar In addi...2025-03-2630 minThe Sales Management. Simplified. Podcast with Mike WeinbergHow “Hannah the Hunter” Achieved a Blowout Year and Breakthrough Sales Success2024 was record sales year for Hannah Romell… And this an episode like no other! “Hannah the Hunter” (as she refers to herself) is the first person Mike has hosted not having spoken to the guest before the show. She got his attention with a LinkedIn post sharing her gratitude and excitement about her breakout year. Tune in to hear firsthand how Hannah adopted a handful of simple, yet transformational, changes following a New Sales. Simplified. workshop that made a world of difference: How Hannah’s view of herself as a sales professional and the realiza...2025-03-0541 minThe Sales Management. Simplified. Podcast with Mike WeinbergIs Sales Compensation Aligned with Strategy and Driving the Desired Behavior and Results?By popular demand, Greg Stanley returns for Episode 88. Greg was recently featured in Episode 85 where he and Mike covered a variety of topics but barely scratched the surface on compensation plans. The feedback was so positive from that conversation with many listeners specifically requesting a full episode dedicated solely to sales comp, Mike got him back on the show as quickly as possible. While Mike has been quite outspoken (in Chapter 10 in Sales Management. Simplified. and Episode 54) about his three big pet peeves regarding sales compensation (1. Plans that are too flat. 2. “Commission Annuities.” 3. Not rewarding New Sales...2025-02-1740 minThe Sales Management. Simplified. Podcast with Mike WeinbergIdentify & Eliminate Time Draculas. Become More Selfishly-Productive. Drive More Results.In this first episode of 2025, Mike is simple and straight forward tackling one of the biggest obstacles to sales success that he is currently seeing — sales managers, salespeople, and entire sales teams who have lost sight of their primary job and lost focus on WINNING NEW SALES! Too many sellers and leaders are engaging in tension-relieving activities instead of goal-achieving activities. They’re busy but not productive. They’re distracted by lower-payoff tasks and not prioritizing the only three sales verbs that matter — Create. Advance. Close. Listen in for a refresher on the power of time-block...2025-02-0335 min
Recruiting Better with Ben BrowningSales Techniques for Recruiters to Win Clients and Close Deals with Mike WeinbergIs your sales strategy boosting or blocking your results? Find out where you stand and uncover areas to improve.Take the FREE test now and find out what you could be doing differently. 👉 https://bit.ly/bd-strategy-assesment------------------------------------------------------------------Welcome to the Recruiting Better podcast. I'm joined by the legendary Mike Weinberg, a four-time bestselling sales author and sales expert who’s revolutionized how teams win high-quality new business. Mike brings decades of experience in training and coaching elite sales and recruitment teams, with a focus on simplifying strategies and maximizing results.In th...2025-01-0746 minThe Sales Management. Simplified. Podcast with Mike Weinberg8 Sales Management Takeaways from the Past Year and 3 Focus Areas to Drive More New Sales in 2025Episode 86 is packed with several of Mike’s biggest takeaways from his work in 2024. Buckle up as he unleashes blunt observations touching on various topics including… C-Suite and corporate executives who’ve completely lost sight of the sales manager’s primary job How the “slowdown” and having to sell into economic headwinds has exposed a significant number of salespeople (who thrived “fulfilling demand” when business was dropped in their laps) lack the propensity and ability to “create demand” and new opportunities in the pipeline The unpopular reality that the past five years of working virtually has taken its toll on the career dev...2024-12-311h 04The Sales Management. Simplified. Podcast with Mike WeinbergRevenue “Attribution” vs “Contribution” and Why Smaller Companies Are Having to Raise Their Sales Management GameEpisode 85 features a unique conversation between Mike and his friend, Greg Stanley, who specializes in helping small and medium-sized companies unlock growth potential by optimizing their revenue function and increasing valuation. Greg founded Accelerant Consultants after a long, successful stint at one of the Big 4 firms. This dialogue touches on foundational sales management topics including getting the right people in the right jobs, ensuring that the sales deployment model aligns with the corporate strategy, and that the compensation plan supports (instead of hinders) the c-suite’s strategic objectives. Greg also shares how private equi...2024-12-1146 minThe Sales Management. Simplified. Podcast with Mike WeinbergA Big Picture Diagnostic: 5 Reasons Your Sales Team May Not Be Developing More New BusinessEpisode 84 was inspired by a recent discovery meeting between Mike and a smaller company looking for his help to take their new business development game to a new level. During the conversation, Mike shared his simple “Buckets of Blame” framework to help these executives get a big picture 30,000-foot view of five potential obstacles that may be preventing their sales team from bringing in new business at the desired rate – and to estimate the percentage of “blame” to attribute to each of the five buckets. Take a listen to see which of these buckets might be prevent...2024-11-2531 minThe Sales Management. Simplified. Podcast with Mike WeinbergReal World Dialogue on Why So Many Sales Leaders Feel Overwhelmed & Under-SupportedMike is joined by sales management expert and coach (former golf pro and top-ranked salesperson), Matt Ferguson for a wide-ranging conversation covering…. The fact that almost every sales manager they know feels overwhelmed, overworked, under-appreciated and under-supported Almost 90% of sales leaders say they received ZERO training for their current role Why the transition from top-producing individual contributor into sales manager is so difficult How the phrase “you are who you hang out with” is not just wise advice for picking your friends, but also applies to salespeople targeting the right accounts to pursue for new business The importance of sma...2024-11-1443 minThe Sales Management. Simplified. Podcast with Mike Weinberg5 Powerful Ways The Best (Sellers) Get BetterThis episode was inspired by a session Mike facilitated last week at a client’s award trip gathering where he challenged these “Pacesetters” by sharing… 5 Powerful Ways The Best Get Better. Mike recorded this episode believing it would not only benefit sales leaders but their teams as well, particularly those sellers looking to take their game to the next level and become perennial top producers. As you listen, be encouraged that there is no secret sauce or shortcut to staying on top or breaking through to even higher levels of performance. As Mike so powerfu...2024-10-3040 minThe Sales Management. Simplified. Podcast with Mike WeinbergThe 3 Critical Elements to Create a Successful Sales Blitz CampaignThis episode was inspired by recent conversations between Mike and sales leaders at three different clients — all in very different industries, and all currently selling into some significant headwinds. Building off this powerful mantra that his dad often preached: "In good times we need to get our fair share of the business, but when things are tough we need to get an unfair share…" ...Mike unpacks the old school concept of creating a focused, intense, orchestrated sales blitz (or campaign) and his theory that these types of short-duration campaigns are often so successful because they incorp...2024-10-0721 minThe Sales Management. Simplified. Podcast with Mike WeinbergSelling in a Post-Trust WorldIn this episode Mike hosts his long-time friend, Larry Levine (who he often refers to as the most authentic and generous person in the sales improvement industry), for a very different conversation about the current “State of Sales” and how we can respond to it. Their discussion revolves around how salespeople (and leaders) must adapt to thrive while Selling in a Post-Trust World. And as Mike declares in the foreword to Larry’s new book (with that title), it is very rare when a literary work is so perfectly timed to address a situation that is both urgent...2024-09-1242 minThe Sales Management. Simplified. Podcast with Mike WeinbergAn Impressive, Bold, Hungry, High EQ 19-Year-Old Shows Salespeople the Power of a Personalized Prospecting Phone CallEpisode 79 was unplanned but Mike felt compelled to describe his recent encounter with a bold, hungry 19-year-old. Stuart was so impressive that Mike took a few minutes to record his impromptu reaction and also deliver a rant to salespeople who still (falsely) believe/proclaim that the telephone isn’t an effective way to secure a conversation with strategic target prospects. Not only will you be blown away by what this young man Stuart accomplished with a few dials of the phone and high EQ, you’ll likely want to share this story with members of your...2024-08-2921 minThe Sales Management. Simplified. Podcast with Mike WeinbergSelling Your Way InEpisode 78 features Kristie Jones, author the fabulous new book, Selling Your Way In, which Mike describes in the foreword as one of the most unique and powerful resources he has consumed in his 34-year career. Mike met Kristie years ago at a client they were both helping, and he’s had the privilege of watching Kristie’s business and influence in the sales community rapidly expand over the past decade. When asked why Kristie has been so successful Mike's answer is simple and direct: She is a master at making others successful! And that was her motivation for w...2024-08-1344 min
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email: wsocourse.net@gmail.com2024-07-3101 minThe Sales Management. Simplified. Podcast with Mike WeinbergOne Massive Announcement and Three Powerful Philosophies from a Super-Successful, Strategic Sales ExecutiveIn Episode 77 Mike can barely contain his excitement as he announces a new addition to the team! Dennis Sorenson, often described as the most driven and most strategic sales leader with whom Mike has worked, has not only joined our team but he joins us for this value-packed episode. Listen in as Mike has Dennis unpack three of the powerful approaches (philosophies) that have made him such a successful sales executive… The concept of AMBITION The compelling reasons these first three P’s (Plan, Prepare, and Practice) come before the fourth (Play) The...2024-07-3151 minThe Sales Management. Simplified. Podcast with Mike WeinbergYou Are The Key - As Goes Their Leader, So Goes Your Team! [Back from Sabbatical & Better Than Ever]In Episode 76 Mike returns from his sabbatical with a reminder for sales leaders that they are STILL the key to driving the culture and results. As goes the leader, so goes their team! He also makes the case that regardless of the current business stresses or cycles, truth is still truth, best practices remain best practices, and solid execution of the fundamentals is the key to victory. Mike wraps the episode spending a few minutes sharing takeaways from his time away from work, email, and social media, and announces key adjustments he is making in his business...2024-07-1828 minThe Sales Management. Simplified. Podcast with Mike WeinbergTheir New Issue & Outcome-Focused “Sales Story” Radically Upgraded How This Sales Team Is Being Perceived [plus post-sabbatical predictions]Episode 75 continues the string of recent shows where Mike shares real-life examples from what he’s observing with sales and sales management teams. In this case, Mike was blown away leading a follow-up workshop with a large team that had done the heavy lifting to sharpen their “sales story.” Rep after rep testified to the difference in how customers were perceiving them and positively responding to their new customer issue and outcome-focused messaging. Listen in for a quick refresher on the amazing benefits a compelling, differentiating, issue and outcome-focused “sales story” delivers and a few tips to he...2024-06-1136 minThe Sales Management. Simplified. Podcast with Mike WeinbergThe Takeaways from 1:1 Accountability Meetings Guide Us to Coach Our Salespeople Specifically Where They Need the HelpAs Mike shares starting off this power-packed episode, every once in a while, a client challenges him to create something new. In this case, a passionate enablement leader requested something quite specific: How can sales managers take what they are learning from conducting excellent 1:1 accountability meetings to coach their people more effectively? In Episode 74 Mike overlays his three favorite sales verbs (Create. Advance. Close.) on top of the Sales Management Accountability Progression (Results. Pipeline. Activity). The result is a powerful, prescriptive guide to help managers ask exactly the rights questions and provide more effective coaching to salespeople b...2024-05-2935 minThe Sales Management. Simplified. Podcast with Mike WeinbergWhat Mike’s Mentor Told Salespeople Who Worry about Outselling Capacity and Who Play “Good Corporate Citizen” Instead of SellingThis thesis of Episode 73 is that the world works much better (particularly in sales) when everyone focuses on, and worries about, their primary job! This episode was prompted by stimulating conversations in two recent sales leadership sessions. First, at the VIP Q&A during Day 2 of the recent Supercharge Your Sales Leadership event, an operation-minded CEO asked Mike to elaborate on a bold (and controversial?) statement made in response to a manager asking how to keep salespeople selling when they’re worried about outselling capacity and overloading the operations/production/delivery people. The second conversation (while...2024-05-1634 minThe Sales Management. Simplified. Podcast with Mike WeinbergWHO’S ON YOUR TEAM? [your “personal” team, not your sales team]Episode 72 is different. Instead of talking about leading your sales team, Mike challenges listeners with this important personal question: Who is on YOUR team? This episode was inspired by several factors, including a personal breakthrough Mike is experiencing in his own life, combined with a well-timed Netflix docuseries episode that perfectly depicts the transformative change you can experience from making the right additions to your personal team. Who is rooting for you? Who is challenging you? Who are you going to for outside perspective or expert advice? Who is helping ensure that you...2024-04-3026 minThe Sales Management. Simplified. Podcast with Mike WeinbergA Prospecting Post-Mortem – Why You/Your Team Are Not Securing Enough MeetingsEpisode 71 was inspired by a message Mike received from an executive whose sales team was not securing enough meetings with prospective customers. The executive shared two specific frustrations: The sales team’s lack of effectiveness at getting prospects to agree to an initial meeting The number of prospects cancelling at the last minute or “no-showing” for a meeting they had previously agreed to attend In this episode, Mike shares his initial response to this request for help and offers up a list of potential causes for ineffective prospecting – ranging from impersonal, automated approaches, to the model being deployed...2024-04-1623 minThe Sales Management. Simplified. Podcast with Mike WeinbergWhat’s Your Primary Purpose on Sales Calls: Proactively Developing Your Salespeople or Advancing and Closing the Sale?Mike recently led a workshop for a group of talented, hungry, driven, young sales managers who were falling into an all-too-common trap – “doing” instead of coaching, developing, and holding sales reps accountable. During the session Mike challenged this group of managers with a question he had never thought to ask before: When making joint sales calls with your people, is your primary purpose to… A) Proactively develop your salesperson, or B) Advance and close the sale The healthy discussion that ensued inspired this episode. Listen in as Mike shares more of the stor...2024-03-2635 minThe Sales Management. Simplified. Podcast with Mike WeinbergInstead of Committing Sales Management Malpractice by Ignoring Underperformance, This Is How to Quickly Address It!In this episode Mike tackles a critical sales management topic that does not receive enough attention. Too many sales managers allow underperformance to go unaddressed for way too long! Episode 69 is granular and prescriptive as Mike shares exactly how to start the conversation with a struggling salesperson and begin the all-important process of coaching that seller up, or if necessary, out. RESOURCES MIKE REFERENCED IN EPISODE 69: The First-Time Manager: Sales book (Chapter 8) The free guide on increasing accountability and creating a high-performance sales culture: Mikeweinberg.com at the top of th...2024-02-2728 minThe Sales Management. Simplified. Podcast with Mike WeinbergMike Tackles 8 Tough Questions from a Sales TeamDuring Week 1 of the 2024 Sales Kickoff Meeting Season, one of Mike’s clients included a live Q&A to conclude a virtual session. The questions from the salespeople and sales leaders were so good, and so different from what Mike is typically asked, he decided to share them (along with his answers) in this episode. You’ll want to share this episode with your sales team! Take a listen for Mike’s answers to these eight great questions: At what point do you move on to the next opportunity? How many NO’s do you need...2024-01-3038 minThe Sales Management. Simplified. Podcast with Mike Weinberg20 Timeless Tips to Help You & Your Sales Team Tackle 2024Mike kicks off the year with 20 powerful sales tips to help you (and your salespeople) absolutely crush 2024! He initially shared this list with his email subscribers and the feedback was so positive that he felt obligated to turn these tips into Episode 67. Take a listen, share this episode with your sales team, and make sure to grab the free PDF with Mike’s 20 tips from HERE. This episode is brought to you by Mike’s friends at Pursuit Sales Solutions. If you’re looking to acquire A-player sales talent for your team, Pursuit can help! RESOURCE MENTIONED IN THIS EPISODE: The Supercharge...2024-01-1030 minThe Sales Management. Simplified. Podcast with Mike WeinbergPractical Wisdom from a Highly Rated Financial Advisor, Golf Instructor, and Sales Coach to Help You Win Big in 2024! [Fundamentals Outperform Gimmicks]In this powerful episode, Mike puts the wrap on an amazing year. Episode 66 combines straight talk from two of Mike’s highly-rated, trusted advisors – his golf coach, Brian Fogt, and his financial advisor, Jacob Turner – along with his own Year-End/New Year’s Sales and Sales Management “Fundamentals Checklists.” Enjoy listening to Mike interact with two true professionals – people he turns to (and pays) for advice! Be amused at the similarities between investors, golfers, salespeople, and sales leaders – most of whom suffer from FOMO, tend to bore easily, and are quick to chase sexy quick fixes and shiny new object...2023-12-2759 minThe Sales Management. Simplified. Podcast with Mike WeinbergTaylor Swift is Right: Trash Takes Itself Out Every. Single. Time.After a few week break, Mike is back with Episode 65 inspired by this pithy and powerful line from Taylor Swift’s interview after being named Time Magazine Person of the Year: “Trash itself out every single time.” While not a “Swiftie” and admitting he can’t name three of her songs, Mike shares his high respect for Taylor and applies her wisdom to what he has seen time and time again over the past decade in world of sales. He also mentions that, simply by coincidence, four different people released their interviews of Mike in the p...2023-12-1426 min
Sales Gravy: Jeb BlountGetting Started as a New Sales Manager (Part One) feat. Mike WeinbergOn this episode of the Sales Gravy Podcast, I sit down with Mike Weinberg for Part One of our conversation on the state of the Sales Profession, sales leadership, and getting started as a new sales manager.
This conversation was a special treat because Mike is such an important and trusted voice within the sales profession and it is rare that Mike and I can find the time to get together.
Embracing the Fundamentals: Getting Started as a New Sales Manager in a Rapidly Changing World
As we work to sell more in the face of constant change, the wisdom...2023-11-2829 minThe Sales Management. Simplified. Podcast with Mike WeinbergHow to Give Your Buyers a Dopamine Hit with Buyer First Collaborative SellingEpisode 64 is not just for sales leaders! This is one you will want to share with your sales teams as Mike hosts a special guest, the brilliant Carole Mahoney. Mike declares that Buyer First: Grow Your Business with Collaborative Selling is the best-written book he’s read this year and is convinced that you and your sellers will enjoy and greatly benefit from this enlightening conversation as Carole shares the science behind the success experienced by those who sell collaboratively. Along with nodding, smiling, and shouting “Amen!” as Carole and Mike exchange #notaboutme sales philosophies, you will also l...2023-11-2147 minThe Sales Management. Simplified. Podcast with Mike WeinbergI Shot the Social Selling Charlatans & an MBA Class’ Real-Life Sales Management DisasterEpisode 63 was inspired by Mike’s guest appearance on the Social Selling 2.0 Podcast and a 40-minute session he held with executive MBA students just before recoding this podcast. Carson Heady (featured in Episode 52) requested Mike’s take on the current state of “Social Selling” and how it has evolved since its inception. A fascinating dialogue ensued including Mike’s rant about the “founders” of the movement — none of which are still teaching/promoting social selling — and their absolutely false proclamation that “EVERYTHING in sales has changed!” In the second half of the episode Mike recaps the sales management ho...2023-11-1424 minThe Sales Management. Simplified. Podcast with Mike Weinberg9 Powerful Reasons and a Template to Help Your Salespeople Write Individual Business PlansIt’s that time of year, and in Episode 62 Mike makes a strong case for having each of our salespeople draft an individual business plan for the coming year. Referring to the most popular article he’s ever published, Mike offers nine compelling benefits (for both the salesperson and the manager) resulting from having sellers write and present their plans, and he also outlines a simple template you can adapt and use. RESOURCES TO HELP WITH BUSINESS PLANS MENTIONED IN THIS EPISODE: Blog Article - Why Salespeople Should Write and Present Individual Business Plans Cha...2023-11-0231 minThe Sales Management. Simplified. Podcast with Mike WeinbergHow Sales Managers Can Help Salespeople Conduct Significantly More Effective Sales CallsIsn’t conducting professional, effective sales calls one of the main responsibilities of a being a salesperson? After all, the word sales is in the job title. If there’s one thing a “salesperson” should be able to do well, it’s to conduct a sales call! Therefore, isn’t it then incumbent upon sales managers to ensure that their people are indeed proficient at this essential skill? In Episode 61 Mike shares the most prevalent sins he regularly sees salespeople committing – whether it’s the “show up and throw up / spray and pray” approach entering the meeting in pitch mode, talki...2023-10-1634 minThe Sales Management. Simplified. Podcast with Mike WeinbergThe Massive Transition from Salesperson to Sales Manager Poses Similar Challenges to What Selling-Sales Leaders Face Every DayWhile preparing to kick off a new engagement to help selling-sales leaders (player/coaches who are both producers and team leaders) increase sales management effectiveness, it hit Mike that the challenges these leaders face on a daily basis are almost identical to what new managers face when transitioning from individual contributor roles into team leaders. In this episode, Mike unpacks three big adjustments that first-time managers must successfully navigate… Shifting from being “responsible for one to being responsible for many” Learning to “win through others vs. winning on your own” Moving from a “selfish/individual mentality to a selfles...2023-09-2533 minThe Sales Management. Simplified. Podcast with Mike WeinbergIt Took 34 Years to Create This and It’s My Best Work YetThis is an episode like no other. It’s launch day for Mike’s new book and you can hear the excitement in his voice! Proclaiming with a smile that this book took 34 years to write, he remarks how odd it sounded hearing these words come out of his mouth in a recent interview: “This is my very best book.” Unprepared for the interviewer’s follow-up asking why he felt this way, Mike gave this unrehearsed, honest answer: “With no disrespect to Sales Management. Simplified. (because that’s the book that positioned me...2023-09-0627 minThe Sales Management. Simplified. Podcast with Mike WeinbergCheck Your Ego. Don’t Play Hero. Prepare & Prioritize to Minimize Stress & Ensure SuccessEpisode 58 kicks off an exciting series around the launch of Mike’s newest book! While the publisher asked Mike to write The First-Time Manager: Sales specifically for newer (and aspiring) managers, every. single. executive. who read an advance copy commented that it’s a must-read for experienced leaders too… Fresh perspectives and fresh stories from the field, along with simplified frameworks and uber-practical tips for everything from coaching, to addressing underperformance, connecting on a heart-level with your people, and even interviewing best practices. This new series features respected sales leaders whose best practices and wisdom were fe...2023-08-301h 04The Sales Management. Simplified. Podcast with Mike WeinbergThe #1 Reason Your Sales Team Is Not Bringing In More New BusinessAs promised, in Episode 57 Mike wraps up the series on the Common Sales Leadership Sins Damaging Culture and Diminishing Results with a giant exclamation mark! Tune-in for the #1 reason salespeople and sales teams are not bringing in more new business and Mike’s strong words of warning for sales leaders who “allow” sellers to lose sight of their primary job (and some executives who actually “encourage” it). __________________________________ Reminder: The next Supercharge Your Sales Leadership Event takes place October 3rd at The Porsche Experience Center adjacent to the Atlanta Airport. All previous eleven events have sold ou...2023-08-2331 minThe Sales Management. Simplified. Podcast with Mike WeinbergDevastating Damage from Anti-Sales Cultures & Leaders with FOMO Always Searching for the Secret SauceAs we near the conclusion of this series covering common sales leadership sins, Mike tackles two biggies in Episode 56: Anti-Sales Cultures and Searching for the Secret Sauce. Years ago, Mike asked the CEO of the company with the healthiest sales culture he’d ever observed for his secret. This CEO replied, “Everything flows from culture” and went on to declare that their sales culture was, in fact, the company’s secret sauce. In this episode Mike reminds listeners that culture, particularly sales culture, can be an unstoppable force (either for good or for bad!). He describes...2023-08-0736 minThe Sales Management. Simplified. Podcast with Mike WeinbergCollaborators or Sales Killers? Why It’s Insanity to Expect Salespeople to Do All Things WellContinuing this series tackling common sales leadership sins, Mike challenges us to pull back the covers and take a hard look at ALL the things we are asking our salespeople to do. He also makes the strong case that it’s really hard to win big in sales management when you have the wrong people in the wrong roles. Beware: Mike does not hold back putting HR people and executives on the stand asking difficult questions about their flowery, feel-good job descriptions and what feels like an insatiable desire to put kind, gentle, collaborative team-players in sales ro...2023-07-1226 minThe Sales Management. Simplified. Podcast with Mike WeinbergIt’s Really Hard to Out-Manage a Stupid Sales Compensation PlanIn Episode 54 Mike continues the series on Common Sales Leadership Sins, and this time he touches the “third rail” — compensation! If you have complacent salespeople, Mike argues that the very first place to look is at the compensation plan... And he claims to be the very first person to discover and publicly declare that the words COMPensation and COMPlacency start with the same four letters! As the sales leader, you may be the very best at selecting and developing talent, arming, equipping, and enabling your team, coaching on sales skills and deals, and even at holding people accountable, BUT if your sale...2023-06-2228 minThe Sales Management. Simplified. Podcast with Mike WeinbergThe Dangers and Damage from Desk Jockey “Leadership” and Not Coaching SalespeopleIn Episode 53 Mike resumes the series on Common Sales Leadership Sins by tackling two biggies: 1. Desk (and CRM/screen) Jockey Sales Management 2. Not coaching and mentoring salespeople Prepare to be challenged about your priorities as Mike asks you to open your calendars for a time (and gut) check on whether there is enough evidence to convict you of being a people-development-focused sales leader. Too many frontline sales leaders are cheating themselves of what should be one of the most satisfying and results-driving parts of their job — helping their people get better at doing...2023-06-0437 minThe Sales Management. Simplified. Podcast with Mike WeinbergLeading Through Turbulent Times + Mastering Social and Enterprise SellingIn Episode 52 Mike takes a break from the current series on sales leadership sins to host fellow St. Louisan and sales rockstar, Carson Heady. Carson is a managing director in Microsoft’s US Health Solutions business and was a highly decorated, multi-year award winning salesperson and Microsoft’s Social Selling Lead prior to taking on his current leadership assignment. Carson self-describes as perpetual optimist, resourceful problem eliminator and an outcome driver! He’s also a podcast host and author of two Amazon bestsellers, Birth of Salesman and Salesman on Fire. Mike invited him on the show af...2023-05-0139 minThe Sales Management. Simplified. Podcast with Mike WeinbergManagement Takeaways from My Trip to the Masters & Sales Leadership Sin #4This fun episode combines management takeaways from Mike’s first visit to Augusta National and the continuation of the current series covering sales leadership sins that damage culture and diminish results. Mike happily declares that the Masters lived up to all the hype and he shares a few observations processed through a sales and sales management lens… Overdeliver. Go the extra mile and give customers/prospects/patrons more than they expect Professionals prepare and practice – like professionals Don’t count out the old guy as a worthy competitor Winners don’t whine about circumstances or the “luck of the...2023-04-2431 minThe Sales Management. Simplified. Podcast with Mike WeinbergIt’s Really Hard to Lead the Sales Team When You’re Buried in CrapIn Episode 50, Mike vents his frustration about senior executives who have lost sight of the sales manager’s primary job as he continues this series tackling The Unlucky 13 Sales Leadership Sins That Damage Culture and Diminish Results. Sin #3: IT’S REALLY HARD TO LEAD THE SALES TEAM WHEN YOU’RE BURIED IN CRAP! Too many sales leaders are losing too much of their valuable time getting dragged into meetings, digging out from under an obscene amount of email, and being diverted and distracted from their primary job — and the consequences for sales are devastating. Listen i...2023-04-0532 minThe Sales Management. Simplified. Podcast with Mike WeinbergLosing this Deal Stung and Starting a New Series Covering Common Sales Leadership SinsMike begins Episode 49 sharing the pain from a recent lost deal that he really wanted along with the lessons learned from the experience. He takes this opportunity to remind listeners of the importance of doing a post-mortem analysis and that winners take ownership of the outcome (exhibiting internal locus of control) instead of playing the victim and blaming others and circumstances when they lose. This episode also kicks off a new series reviewing The Unlucky 13 Sales Leadership Sins That Damage Culture and Diminish Results and Mike unpacks the first two of these common challenges: Poor Goals and...2023-03-2128 minThe Sales Management. Simplified. Podcast with Mike WeinbergArtificial Intelligence Will Not Replace You and One Trick to Power-Up Your Sales Team’s PresentationsMike recorded Episode 48 from a hotel during a crazy travel streak between sales kickoff meetings and the most recent Supercharge Your Sales Leadership Event. In this long overdue episode, Mike pokes fun at the "bandwagon jumpers" in the sales improvement space who are once again (looking for “likes” and “clicks”) predicting the death of sales, this time due to ChatGBT. He references this LinkedIn post where he expresses his skepticism and reminds sellers and sales leaders that these very same people were proclaiming that AI would kill our profession five years ago! Inspired by his preparation for a workshop he was leading fo...2023-03-0633 minThe Sales Management. Simplified. Podcast with Mike WeinbergThis Is the First Step in a Successful New Business Development Sales InitiativeMike is concerned that one month into the new year too many sales teams have not nailed down their strategic, finite target account lists. Too many supposed sales hunters are operating on autopilot while an abundance of account managers are simply doing the “milk run” in territory caretaker and maintenance mode! In Episode 47 Mike shares why Selecting Targets is the very first piece of his New Sales Driver Framework and he challenges sellers and sales leaders to declare which target accounts (growable existing customers and ideal profile prospects) they are committed to proactively pursuing to develop new busin...2023-02-0232 minThe Sales Management. Simplified. Podcast with Mike WeinbergThis Senior Leader Builds High-Performance Sales Teams with 4 P’s, 3 F’s, and Smart Talent ManagementEpisode 46 features one of Mike’s all-time favorite senior sales executives. Dennis Sorenson is a seasoned global sales leader with a reputation for building high-performance teams. He currently serves as the Senior Vice President of Revenue and Sales at Alegeus and Mike claims that no client has stretched or challenged him more than Dennis. Listen as Dennis drops gem after gem offering… His sales management secret for effectively “managing up” and how to keep your executive boss from distracting and derailing you That consistency is one of the most underrated characteristics of great leaders His 4 P’s ...2023-01-1055 minThe Sales Management. Simplified. Podcast with Mike WeinbergBig Thanks, Brags & Beefs from an Amazing Year Plus Powerful Tips to Maximize Success in 2023In Episode 45 Mike puts the wraps on 2022, shares highlights, stats, reflections, and frustrations from a fantastic year, while challenging sales leaders to… Celebrate significant victories Identify the time and energy “draculas” sucking the life out of them and stealing their passion and productivity Articulate two BIG business goals for 2023 and tie significant rewards to achieving those goals Become more selfishly productive by better time-blocking high-payoff sales management activities Provide better support to drive even more production from their A-Players Quickly coach-up (or coach-out) underperformers Mike offers leaders two powerful opportunities to maximize sales management effectiveness for 2023 — one is lower cost, lower commit...2022-12-3042 minThe Sales Management. Simplified. Podcast with Mike WeinbergMotivation Matters. Reflect, Reset, Refocus to End & Start the Year RightMike tackles two topics in Episode 44 inspired by sessions he led this past week. 1. Your Sellers’ “Why” and Motivation to Sell Matter — a lot Mike shares his dad’s powerful advice that has served as the foundation for his successful sales career. He also addresses the significant mental and emotional baggage that hinders hesitant sellers from proactively pursuing prospects, pushing past resistance, and persistently following-up. When we understand “why” we sell and view ourselves as professional problem solvers instead of as pests, everything changes! Hear the strong message Mike delivered to help get a sales teams’ h...2022-12-2032 minThe Sales Management. Simplified. Podcast with Mike WeinbergHow to Lead Sales Team Meetings That Energize and Equip Your SalespeopleSales team meetings don’t have to be drudgery for the sales leader or salespeople, and they shouldn’t be painful and unproductive either! In Episode 43, Mike… Reminds leaders of the purpose and impact of great team meetings Rants about the most common sales meeting sins Challenges sales managers that if you cannot answer this question with an emphatic “yes” then something needs to change quickly: Do your salespeople leave sales team meetings with more energy and better equipped to sell than when the meeting began? Unpacks several suggested agenda topics that will radically increase the impact of you...2022-12-0242 minThe Sales Management. Simplified. Podcast with Mike WeinbergUnpacking the 5 Foundational Keys to Winning More New SalesThe feedback and appreciation for Mike’s recent special web session: "Boom Times or Bust - The 5 Keys to Winning More New Sales” has been so positive, it prompted him to share the full recording with podcast listeners. In this audio recording, Mike… Explains what he is seeing that prompted him to offer this session Cautions sellers and sales leaders to beware of fads and bandwagon jumpers in the sales improvement space Shares his confusion about a giant company that asked him to propose a virtual selling training program Unpacks five foundational keys for a successful new bus...2022-11-1649 minThe Sales Management. Simplified. Podcast with Mike Weinberg3 Prospecting Tips to Overcome Resistance and Secure More MeetingsWhile waiting for a connecting flight at Chicago O’Hare last week, Mike dialed in for an impromptu Q&A session with a sales team going through the New Sales. Simplified. Video Coaching Series. That Q&A evolved into an impactful coaching conversation around overcoming a prospect’s resistance to meeting in-person. In this episode, Mike recaps three powerful tips for securing the meeting after the contact resists the salesperson’s initial request to meet. He also spends a few minutes thanking the sales community for supporting New Sales. Simplified. and celebrating its 10 years as a bestseller. 2022-11-0331 minThe Sales Management. Simplified. Podcast with Mike WeinbergSelling In A CrisisWhile observing the launch of Jeb Blount’s brand new bestseller, Mike sensed something different. Just seeing the fun Jeb was having promoting Selling in a Crisis, and enjoying the excited reaction from so many sellers and sales influencers, Mike texted Jeb with a crazy question: “Jeb, I’m seeing the reaction to the book from sellers and influencers. The timing is absolutely perfect as my client sales teams are preparing to sell into strong headwinds next year. The community needs this book. Do you think it’s possible that Selling in a Crisis could be even bigger tha...2022-10-2752 minThe Sales Management. Simplified. Podcast with Mike WeinbergUnderperformers Should Leave the 1:1 Manager-Salesperson Accountability Meeting with an Uncomfortable FeelingMike provoked the sales leaders gathered at the Sales Execution Simplified event in London with this statement that generated a healthy dialogue in the room: Struggling salespeople (who are neither hitting their sales numbers nor maintaining a healthy pipeline) should have a feeling of discomfort as they leave their 1:1 accountability meeting! In this short episode recorded in Belfast, Mike shares highlights from his trip to the UK during the historic week following the death of Her Majesty The Queen, and regarding the all important 1:1 regular manager-salesperson accountability meeting, he reminds sales leaders that… - t...2022-10-0618 minThe Sales Management. Simplified. Podcast with Mike WeinbergPart 2 with Drew: The Attitude, Approach & Actions as This Sales Leader Built His Winning Team & CultureEpisode 38 is a must listen for every sales leader - veteran, new, or aspiring. Mike continues the powerful conversation with super impressive new sales leader Drew Ellis as they cover Drew’s transition from top-producing individual contributor into leadership. Hear how Drew… Built frameworks for leading his team before he even had the job Hired for culture, grit, and fit Was secure enough to bring people onto his team better than himself Implemented disciplines around proactive new business development and sales process Stressed the importance of “first dates” and continually filling the top of funnel Ad...2022-09-2248 minThe Sales Management. Simplified. Podcast with Mike WeinbergThis Super Impressive Sales Leader Became “Thick as Thieves” and a True Trusted Advisor to Win Career Defining DealsIn this powerful episode Mike hosts impressive sales leader Drew Ellis, a mid-market vice president for SAP. Drew is the very first guest whom Mike did not know personally to be invited on the show. Their new relationship started with a LinkedIn message thanking Mike for Sales Management. Simplified. The online dialogue led to a Zoom meeting where Drew shared the trajectory of his sales, and now sales management, career. Mike was so blown away by Drew’s sales acumen and passion for sales leadership and excellence that he asked Drew to come on the podcast. In Part...2022-09-1331 minThe Sales Management. Simplified. Podcast with Mike Weinberg1st Round MLB Pick Shares Life & Leadership Lessons: From Pro Baseball to Successful Sales ProSpecial guest, former Major League Baseball first round draft pick, Jacob Turner, and Mike talk about the discipline, determination, and desire required to succeed at the highest in level of sports and sales. Hear Jacob’s journey from high school standout, to “bonus baby” (signing a $5,000,000+ contract at 18 years old) through the ups, downs, and disappointments of his MLB career to his transformation into a successful, confident sales professional and strategic wealth advisor. Enjoy Jacob’s evolution from an admittedly “anti-sales” person to someone who has embraced the role and profession of selling to become a trusted advisor, val...2022-08-2457 minThe Sales Management. Simplified. Podcast with Mike WeinbergHow to Keep and Maximize the Performance of Your Very Best Salespeople“Papa Mike” welcomes listeners back from the podcast’s unplanned summer break with big personal news, a brief business update, and tips for tackling one of today’s biggest sales leadership challenges. In Episode 35, Mike continues his review of The Four R’s of Smart Talent Management… 1. Right People in the Right Roles (hunters and zookeepers - Episode 34) 2. Retain and Maximize the Performance of Top-Producers 3. Remediate or Replace Underperformers (coach-up or coach-out) 4. Recruit ...Diving into the second ‘R’ - with practical, powerful, and counterintuitive suggestions for how to not only keep...2022-08-1130 minThe Sales Management. Simplified. Podcast with Mike WeinbergCan You Coerce, Coach & Compensate Zookeeper Wired Salespeople to Successfully Hunt for New Business?In this episode Mike tackles the first of the Four R’s of Smart Sales Talent Management: Right People in the Right Roles and he introduces the concept of zookeeper-wired sellers. So many sales leaders live in perpetual frustration that their overly relational, account management minded salespeople will not hunt for new business. These “zookeepers” are wonderful people who live to keep the peace, enhance relationships, put out customer service fires, and service existing accounts, but most absolutely hate the conflict, risk, and rejection that accompanies hunting for new business. Prepare to be challenged as Mike ask...2022-07-1422 minThe Sales Management. Simplified. Podcast with Mike WeinbergUnpacking My Recent “Business Sentiment Whiplash” and Having to Tell Procurement to "Pound Sand”In the episode Mike talks about two recent experiences with great relevance for sales leaders. First, he shares his reaction to what he is calling “business sentiment whiplash.” In just a period of a few weeks it feels like business momentum and sentiment has shifted from boom to bust. Mike expresses his bewilderment that we so quickly pivoted from go, go, go, hire, hire, hire, spend, spend, spend to a posture of pessimism as job offers are being rescinded, conferences being postponed, and companies talking about cutting back. There are enormous sales management implications as we work throu...2022-07-0631 minThe Sales Management. Simplified. Podcast with Mike WeinbergGreat Sales Management Execution Produces Exponentially Greater Sales Results (than anything else)This may be Mike’s all-time favorite sales management conversation as he hosts his favorite international sales management experts, Tony Cross and Alan Versteeg. If you believe in the fundamentals and appreciate the blunt truth about sales, this episode is for you! Tony and Alan’s specialty is sales management execution, and triggered by Mike’s questions, they hold nothing back and provide more tweetable one-liners than you’ll be able to capture. Buckle up as these three make the strong case that executing the fundamentals well (particularly accountability and coaching) drives exponentially more sale...2022-06-2030 minThe Sales Management. Simplified. Podcast with Mike WeinbergHow This Sales Superstar Thrived Through the Pandemic, Supply Challenges & Passing Along Price IncreasesFor Episode 31 Mike brings back sales superstar Dominic Testo for a command performance. Dominic was featured in the wildly popular Episode 3: How a Top Producer Prospects, Owns Sales Process, Beats Procurement & Drives Profit. Much has transpired in the past 18 months and Mike wanted sales leaders and salespeople alike to hear how Dominic has not only survived, but thrived through the pandemic, massive supply chain challenges, and passing on what feels like perpetual price increases. Hear how this top-producer took advantage of challenging times to elevate his already strong sales game to become… More patient Mor...2022-06-1038 minThe Sales Management. Simplified. Podcast with Mike Weinberg4 Likely Reasons Your Sales Team Is Not Creating Opportunities at the Top of the PipelineThese 12 minutes will very likely expose exactly why you (or your sales team’s) pipeline is not sufficiently full and why you (they) are not creating more new opportunities at the top of the funnel. Mike recorded this short, unscripted, unplanned episode immediately after wrapping up a 3-hour Sales Management. Simplified. workshop for a group of sales leaders who were sharing their frustration around pipeline health, and particularly about lack of new sales opportunities being created. Take a listen and use this brief episode as an ‘Opportunity Creation Checklist’ as Mike quickly unpacks four causes/reason...2022-06-0212 minThe Sales Management. Simplified. Podcast with Mike WeinbergLeaders Occupy More Emotional & Mental Bandwidth in Our People’s Minds & Hearts than We AppreciateIn this unique episode, leaders are confronted with the weighty reality that they take up way more emotional and mental space in their people’s minds and hearts than they often recognize or appreciate. There is nothing mutually exclusive about maintaining a results-focused, kickass sales culture and simultaneously creating a community that cares for, supports, encourages, and values salespeople. In fact, the very best sales cultures and sales leaders balance accountability and empathy exceedingly well! Buckle up as Mike rails against the devolution of sales management into a desk/CRM jockey job (and the dangers of...2022-05-1734 minThe Sales Management. Simplified. Podcast with Mike WeinbergHow to Be a "One-Up" Sales Pro, Truly Consultative, and Elevate Your Sales GameIn episode 28 Mike hosts Anthony Iannarino, the man he often refers to as the smartest person in the sales improvement business and Mike’s #1 go-to sales guru. Anthony is on a mission to elevate the sales profession and is laser focused on helping sellers become truly consultative. His brand-new book, Elite Sales Strategies, show salespeople how to put themselves in a “One-Up” position where they approach prospects and clients from a position of authority and strength. In this powerful interview, expect to be challenged about everything from your mindset, to how you’re upgrading your (or your...2022-04-1839 minThe Sales Management. Simplified. Podcast with Mike WeinbergThe 5 Fundamental Focus Areas for a Successful Sales AttackSales is simple. And so is the process of developing new business. Regardless how complex your business or marketplace, the fundamentals for executing a successful sales attack are not! With golf season around the corner, Mike, in his quest to improve his game, went old school and has been reading the classic book published in 1957, Ben Hogan’s Five Lessons: The Modern Fundamentals of Golf. He was blown away by two realties from this priceless book. First, how absolutely clear, basic, and simple these fundamentals are. And second, the fact that the “modern” lessons from 65 years ago are st...2022-03-2329 minThe Sales Management. Simplified. Podcast with Mike WeinbergWhy the Phone Is Sexier than Ever and Puts a Person behind the ProspectingIf you or your team are charged with initiating sales conversations, creating new sales opportunities, and bringing in new business, then this cross-continent conversation is for you. This episode is like no other! Mike was actually the guest on the Deal Podcast hosted by Jiri Siklar, a top-producing senior account executive for AWS based in Europe. Mike was so blown away with his Jiri’s sales brilliance and his philosophy on prospecting that he turned the interview around, started asking questions of Jiri, and received his permission to use excerpts of this powerful conversation in this episode....2022-02-2833 minThe Sales Management. Simplified. Podcast with Mike WeinbergA Foolproof Framework to Guarantee Consistent Deal Flow and a Full, Healthy PipelineWe ALL crave a full, healthy (fat), balanced, moving pipeline of sales opportunities! In this solo episode (for both sales leaders and individual contributors), Mike reviews why and how the top of the sales funnel so often gets ignored and offers his foolproof framework to ensure a healthy pipeline and consistent deal flow. Mike challenges sellers to stop defaulting to service mode and explains the dangerous consequences that result from sales hunters always working their hottest deals first. DOWNLOAD THIS HELPFUL GRAPHIC and take a listen to learn why it is absolutely critical...2022-02-1528 minThe Sales Management. Simplified. Podcast with Mike WeinbergHelping Salespeople Own Their Sales Process Is Also Best for the Client!Mike unequivocally declared that this episode (Part 2 of his interview with Nick Hejna) is The. Single. Best. conversation he’s ever had with a sales leader around sales process. Nick and Mike paint the clearest possible picture of why having, following, and owning a sales process is not only important for the seller, but is actually in THE BEST INTEREST OF THE PROSPECT/CLIENT! You’ll also be challenged to consider that the best sales leaders don’t play “hero” of their teams but focus on making heroes of their people, and that not every top produc...2022-01-2830 minThe Sales Management. Simplified. Podcast with Mike WeinbergThis Star Sales Leader Drives Growth with Smart Focus, Accountability, and CompensationYou will be challenged by this fast-paced conversation between Mike and his special guest, Nick Hejna, who serves as Executive Vice President and National Sales Leader for AssuredPartners, one of the largest and fastest growing insurance brokers in the U.S. Mike has tremendous respect for Nick as someone who not only gets sales leadership at the highest level, but who also preaches and demonstrates the importance of sales process on a daily basis. In Part 1 of this interview, Nick and Mike discuss… Why focus is critical for a successful new business development focused sa...2022-01-2135 minThe Sales Management. Simplified. Podcast with Mike WeinbergGetting Our Sales Management Mindset & Motivation Right to Start 2022In this Year-End/New Year’s episode Mike… …reflects back on his highlights and challenges of 2021, …reveals the “deflating” effect that Covid and current events have had on him personally, …shares what he’s working on and his own commitment to become more productive, and …challenges sales leaders with several questions to help get their minds and hearts in the right place heading into 2022. How will you take back control of your calendar, maximize time spent on the precious few high-payoff sales leadership activities, and accomplish more sales management and drive more results...2021-12-3042 minThe Sales Management. Simplified. Podcast with Mike WeinbergSelling Through Tough Times with Special Guest Paul ReillyIf we are being honest, most of us like it when things are easy…when the wind is at our back, when we’re on a hot streak, and being carried along by momentum. But unfortunately, that’s not reality – at least for the long-term. We all hit rough patches and end up having to sell or lead a team through tough times. Occasionally, these hard times are predictable, and we can see them coming over the horizon. And at other times, we are totally blindsided by a competitor, a disruptive change in the marketplace, a personal or family hardship...2021-12-2835 minThe Sales Management. Simplified. Podcast with Mike WeinbergInsecurity About Price and Ineffective Messaging Destroy Sales PerformanceMike pulls no punches wrapping up this mini-series covering the Ugly 8 Common Reasons Sellers Get Relegated to Vendor Status and Commoditized. Buckle up as Mike takes on salespeople who are either insecure about price or too quick to make it about price (Reason #7). The blunt #SalesTruth is that THE JOB of a professional salesperson is to justify the difference between our premium pricing and the lower price of a competitor. That. Is. Our. Job. Mike confronts sellers who whine that if their price was lower they would sell more with the reality that if they ha...2021-12-1032 minThe Sales Management. Simplified. Podcast with Mike WeinbergSalespeople Who Act Like Obedient Order-Takers and Yes-Men/Women Don’t Win More BusinessIn Episode 19, we move into the second half of this mini-series tackling the very common (and ugly) reasons that salespeople and sales teams are not as effective as they could be – and, specifically, why they are not viewed like the pros, advisors, experts, consultants, and value-creators they so badly want to be. Buckle up for straight talk and blunt truth as Mike unpacks reasons 5 and 6 of the Ugly 8 reasons… WHY SELLERS GET VIEWED AS AMATEURS, RELEGATED TO VENDOR STATUS & COMMODITIZED: Reason #5 is as counterintuitive as it gets. We don’t own our sales proces...2021-12-0228 minThe Sales Management. Simplified. Podcast with Mike WeinbergIneffective Sales Calls, Premature Presentations/Demos, and Selling Like Everyone Else Gets You CommoditizedIn this installment of the Ugly 8 Reasons WHY SELLERS GET RELEGATED TO “VENDOR” STATUS & COMMODITIZED series, Mike challenges you to… Take a hard look at how you are executing what might be the most critical aspect of selling – The Sales Call and whether you are Presenting or Demo-ing PREMATURELY Evaluate the potential damage caused by conducting ineffective sales calls and committing sales malpractice by presenting before doing proper discovery work Consider that maybe the reason you don’t stand out from your competition and get lumped in with everyone else and commoditized is because you look, dress, sound, and act li...2021-11-2338 minThe Sales Management. Simplified. Podcast with Mike WeinbergWhy It’s Deadly When Sellers Are Late to the Party or Lead with ProductThis series will help you identify which of the common Ugly 8 Sales Sins might be derailing your/your sales team’s sales effort and preventing potential clients from viewing you/your team members as the consultant, value creator, trusted advisor you so badly want to be. Be sure to download the free guide that accompanies this series from mikeweinberg.com/ugly8 In this hard-hitting episode, Mike holds up a mirror for you and explores the first two UGLY 8 Reasons WHY SELLERS GET RELEGATED TO “VENDOR” STATUS & COMMODITIZED. 1. They Arrive Late to the Party (last to a s...2021-11-1733 minThe Sales Management. Simplified. Podcast with Mike WeinbergWHY Your Salespeople Get Viewed as Amateurs, Relegated to “Vendor” Status & CommoditizedThis brief series kickoff episode is classic Weinberg with simple, blunt observations about what works and what doesn’t when it comes to developing new business. In introducing this series, Mike comes out swinging to set the stage for tackling one of the biggest challenges facing salespeople and sales teams today - getting downgraded in the customer’s eyes and perceived as just a “vendor” instead of the value-creator, consultant, professional problem-solver, and trusted advisor we so badly want them to be. Mike was inspired to do this short series based on the feedback and reaction from sales leaders who wrestled with this...2021-11-0422 minThe Sales Management. Simplified. Podcast with Mike WeinbergHow a Great Sales Leader Develops People, Drives Culture, and Delivers ResultsMike has tremendous admiration and respect for this episode’s guest and is convinced that Kurt Cushing loves his job more than any other big company sales leader he knows! Enjoy this energizing conversation and Mike’s excitement hosting this sales director extraordinaire as they tackle a range of sales leadership topics including: How creating and maintaining a healthy sales culture starts with recruiting and selection Why we should never settle when hiring for a sales role The massive pivot from being selfish as an individual sales contributor to becoming selfless as the sales team leader How...2021-10-1446 minThe Sales Management. Simplified. Podcast with Mike WeinbergSmart Sales Enablement Is About Much More than Tech Stacks, Tools & Toys“Sales Enablement” has become one of most popular (overused and misunderstood) terms in the sales world today. Mike jokes in Chapter 2 of Sales Truth that as trendy as it is to wax eloquently about enabling sales teams, it is hard to find three people who can agree exactly what that even means. In this revealing episode Mike hosts Mike Kunkle, a respected sales transformation architect and an internationally-recognized expert on sales training, sales effectiveness, and sales enablement, and author of the helpful new book, The Building Blocks of Sales Enablement. Mike and Mike tackle topics ranging from the s...2021-09-2838 minThe Sales Management. Simplified. Podcast with Mike WeinbergGame Changing Lessons for Sales Leaders from My World-Class Golf CoachThis episode unpacks four very specific, intentional things Mike’s world-class golf coach did WITH him (and for him) that anyone in a leadership role, particularly in sales management, should be doing with their people: Prepare Model Coach Debrief and Envision The on-course session/lesson and powerful post-round debrief and dinner conversation radically increased Mike’s confidence, approach, and ability to execute. The initial blog post and email where Mike shared this experience generated so many requests for more details that he was inspired to share the full story in this episode. This coaching experience tran...2021-08-0630 minThe Sales Management. Simplified. Podcast with Mike WeinbergAsk Sales Candidates These 7 Intriguing Questions to Upgrade Your InterviewsThis episode will help sales leaders radically increase effectiveness when interviewing potential sales hires and offers powerful perspective to help candidates prepare for a proper interview. Mike was inspired to tackle this topic because in several recent Sales Management. Simplified. workshops sales leaders expressed frustration about ineffective interviews and being duped by candidates who interviewed well but did not deliver once hired. Hear about... Common interview mistakes many sales managers make The importance of viewing the interview like an actual sales call Examples of recent awesome and awful interviews How to get past surface answers and window-dressing to expose the tru...2021-07-1937 minThe Sales Management. Simplified. Podcast with Mike WeinbergAre You the Hero or the Hero-Maker of Your Sales Team?In the episode Mike confronts sales leaders with this very straightforward question: Are you the hero of your sales team or are you the hero-maker? While the question is simple, its answer has enormous implications. This topic is one of the most prevalent sales leadership issues today – one that not only damages culture, diminishes results, and derails careers, but it’s also a reason so many sales leaders are maxed out and exhausted. Prepare to be challenged as Mike doesn’t pull punches walking listeners through this four-part outline: WHY: the common...2021-06-2434 minThe Sales Management. Simplified. Podcast with Mike WeinbergWisdom from a Talented Sales Leader Who Became a Super Successful Senior ExecutiveIn Episode 10 Mike hosts a super successful sales leader and executive, his friend Joe Tarulli. Be encouraged and challenged as Joe shares the keys to his success along with the key inflection points in his career as he progressed from individual contributor to sales manager to sales development leader to senior executive. Learn about the power of… Taking an annual sabbatical from social media Sales managers understanding that they win “through” their people Focusing on making heroes of members of your sales team, not playing sales team hero Sales managers driving amazing results from focusin...2021-06-0650 minThe Sales Management. Simplified. Podcast with Mike WeinbergThe 1:1 Accountability Meeting - The Single Highest-Impact Sales Management ActivityIn the episode Mike shares his foolproof framework for conducting high-impact 1:1 sales manager – salesperson accountability meetings. This one best practice, when mastered, will transform sales culture and results. And the best part? Sales leaders reduce complacency and radically increase accountability without being a jerk, demotivating, or micromanaging their teams! Listen as Mike unpacks what he calls “The Sales Management Accountability Progression” - Results then Pipeline then Activity – and models the transformative approach he learned from his sales management mentor. While it is certainly more trendy today to talk about sales coaching and sales enableme...2021-05-0438 minThe Sales Management. Simplified. Podcast with Mike WeinbergThis Strong, Strategic Senior Exec Will Stretch You as a Sales LeaderNo sales leader has pushed and challenged Mike as hard his guest for this powerful episode. Take a listen as Mike leans in with Dennis Sorenson – one of the strongest and most strategic senior executives with whom he’s worked. You’ll be stretched as Dennis and Mike tackle… The true role of a sales leader The importance of dreaming big and asking, “what’s possible?” Why sales leaders should invest more time with their best people How deep preparation is key for critical customer meetings and penetrating key accounts How sales process and sales culture intersect Swea...2021-04-1445 min
The Sales Management. Simplified. Podcast with Mike WeinbergAn Intriguing Take on Sales Management Priorities with International Expert Tony CrossIn this wide-ranging conversation, Mike and international sales management expert Tony Cross discuss… Their amusement that the sales leadership challenges around the globe are not just similar, they’re identical The importance of sales managers “managing up” in order to protect their time The single most impactful way sales managers must spend their time The sales manager’s mission What the very best managers did not change during the pandemic The proper temperature of beer and Tony’s favorite places to visit around the world Tony Cross is the CEO of Growth Matters International, a firm focused on sales and...2021-03-2442 min
The Sales Management. Simplified. Podcast with Mike Weinberg6 Practical Tips to Power-Up Your ProspectingWould you (or your sales team) like to secure more meetings with prospective customers? Realizing that many newer alternatives to traditional prospecting are not delivering the promised results? Confused by supposed sales experts preaching that prospecting is dead and the telephone is no longer an effective sales tool? Ready to start creating more sales opportunities than ever? In this episode, Mike Weinberg makes a strong case that the old-fashioned phone is still one of the most effective sales tools to deliver your message and secure a meeting or conversation with a strategically selected target account...2021-02-2251 minThe Sales Management. Simplified. Podcast with Mike WeinbergJeb Blount on the Positives & Perils Leading Sales Teams Through a PandemicMike hosts Jeb Blount on Episode 5 of the Sales Management. Simplified. Podcast to discuss the positives and the perils of leading a sales team through the first pandemic of our lifetime. Jeb is known as “the hardest working man in sales.” He’s a world-renowned speaker, CEO of Sales Gravy, a founder of the OutBound Sales Conference, and the prolific sales author of nine powerful books including the long-time bestseller, Fanatical Prospecting, and his latest blockbuster, Virtual Selling. Jeb shares why the “State of the Sales Profession” is strong and that there is tremendous long-term benefit fo...2021-01-2252 minThe Sales Management. Simplified. Podcast with Mike WeinbergIntroduction: Sales Leaders, YOU are the Key!If you’re ready to increase sales management effectiveness and lead a winning, energized sales team that consistently brings in new business, then The Sales Management. Simplified. Podcast is for you. In this premier episode, three-time bestselling author and sales management expert Mike Weinberg shares why he created this show exclusively for sales leaders and the hallmarks that will set The Sales Management. Simplified. Podcast apart. Sales executives and sales managers are the key — the key to creating a healthy, high-performance sales culture and driving results for the long term. Take a listen as Mike share...2020-11-0318 min
The Go-Giver Podcast149 SalesTruth (And Some Myths) - Mike Weinberg Sales, Business, Relationships, Myths, Truth Summary Three types of advice are good advice, bad advice, and false advice. We’ll look at that in our Thought of the Day. And in our interview segment, sales icon Mike Weinberg busts some false advice when it comes to sales, and also shares with us the #SalesTruth, which just happens to be the title of his fantastic new book. That and more on today’s show. Bob's Thought of the Day We’ll explore: The dif...2019-07-3031 min
Catalyst Sale PodcastSalesTruth with Author Mike WeinbergSalesTruth with Author Mike Weinberg Mike Weinberg is a consultant, speaker, and has recently authored his 3rd book #SalesTruth. Both of his first two books have been Amazon bestsellers, and Mike has spoken and consulted on 5 continents in the past year. This discussion hits a number of the items covered in #SalesTruth. Additionally, we discuss hockey, the NY public school system, sales, sales management, critical thinking, and doing the work. I hope you enjoy the discussion as much as I did. Questions Discussed Why #SalesTruth? Why do we struggle with doing the work? What can...2019-06-1041 minFind My Catalyst PodcastSalesTruth with Author Mike WeinbergSalesTruth with Author Mike Weinberg Mike Weinberg is a consultant, speaker, and has recently authored his 3rd book #SalesTruth. Both of his first two books have been Amazon bestsellers, and Mike has spoken and consulted on 5 continents in the past year. This discussion hits a number of the items covered in #SalesTruth. Additionally, we discuss hockey, the NY public school system, sales, sales management, critical thinking, and doing the work. I hope you enjoy the discussion as much as I did. Questions Discussed Why #SalesTruth? Why do we struggle with doing the work? What can...2019-06-1041 min