Mike Tackles 8 Tough Questions from a Sales Team
The Sales Management. Simplified. Podcast with Mike Weinberg
Release Date: 01/30/2024
Perspective Is Everything (In Life and Sales)
The Sales Management. Simplified. Podcast with Mike Weinberg
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 June 3 event ______________________________________ This episode is sponsored by If you are looking for help adding A-player talent to your team, contact Mike’s friends at
info_outline
Three Tweaks That Produced a Transformation
The Sales Management. Simplified. Podcast with Mike Weinberg
The 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,...
info_outline
How “Hannah the Hunter” Achieved a Blowout Year and Breakthrough Sales Success
The Sales Management. Simplified. Podcast with Mike Weinberg
2024 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...
info_outline
Is Sales Compensation Aligned with Strategy and Driving the Desired Behavior and Results?
The Sales Management. Simplified. Podcast with Mike Weinberg
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....
info_outline
Identify & Eliminate Time Draculas. Become More Selfishly-Productive. Drive More Results.
The Sales Management. Simplified. Podcast with Mike Weinberg
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...
info_outline
8 Sales Management Takeaways from the Past Year and 3 Focus Areas to Drive More New Sales in 2025
The Sales Management. Simplified. Podcast with Mike Weinberg
Episode 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...
info_outline
Revenue “Attribution” vs “Contribution” and Why Smaller Companies Are Having to Raise Their Sales Management Game
The Sales Management. Simplified. Podcast with Mike Weinberg
Episode 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...
info_outline
A Big Picture Diagnostic: 5 Reasons Your Sales Team May Not Be Developing More New Business
The Sales Management. Simplified. Podcast with Mike Weinberg
Episode 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 preventing you (or your...
info_outline
Real World Dialogue on Why So Many Sales Leaders Feel Overwhelmed & Under-Supported
The Sales Management. Simplified. Podcast with Mike Weinberg
Mike 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...
info_outline
5 Powerful Ways The Best (Sellers) Get Better
The Sales Management. Simplified. Podcast with Mike Weinberg
This 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 powerfully points out,...
info_outlineDuring 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 to get before giving up, or how long do you continue to pursue a prospect who has stopped responding?
- How do we get your training to stick? What would you tell salespeople and managers to ensure that what you’re teaching gets implemented…and makes an impact?
- How does using the business plan help the salesperson and manager set short-term and long-term goals, and also help to achieve those goals?
- How can your training (and approach) help our ecosystem develop both a better sales culture and also help us deliver a better customer experience?
- What is necessary for us to be successful going “upmarket” (selling solutions instead of hardware) and getting into higher-level customer contacts?
- After winning a deal and handing it off cleanly, how can we get salespeople back to selling instead of having them continuing to come back to make sure the project is moving and/or installed?
- What do you think is the number one sales sin of the Ugly 8 Reasons Sellers Get Viewed as Amateurs, Relegated to “Vendor” Status and Commoditized?
- Can you speak about the most resistant sales organization you have dealt with? Were you able to get them to change, and through that change, what was the outcome?
Resources Referenced by Mike in Episode 68:
The New Sales. Simplified. Video Coaching Series
Ugly 8 Reasons Sellers Get Viewed as Amateurs, Relegated to “Vendor” Status and Commoditized (PDF)
Mike’s wife’s irrational, but wonderful, response to her gorgeous new putter (blog post)
A Foolproof Framework to Guarantee Consistent Deal Flow and a Full, Healthy Pipeline (podcast episode)
9 Powerful Reasons to Have Salespeople Write Individual Business Plans (podcast episode)
5 Fundamental Focus Areas for a Successful Sales Attack (podcast episode)
This episode is sponsored by Pursuit Sales Solutions. If you looking for help adding A-player talent to your team, contact Mike’s friends at pursuitsalessolutions.com/weinberg