A Prospecting Post-Mortem – Why You/Your Team Are Not Securing Enough Meetings
The Sales Management. Simplified. Podcast with Mike Weinberg
Release Date: 04/16/2024
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 not 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_outline
The 3 Critical Elements to Create a Successful Sales Blitz Campaign
The Sales Management. Simplified. Podcast with Mike Weinberg
This 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...
info_outline
Selling in a Post-Trust World
The Sales Management. Simplified. Podcast with Mike Weinberg
In 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 and critically important. ...
info_outline
An Impressive, Bold, Hungry, High EQ 19-Year-Old Shows Salespeople the Power of a Personalized Prospecting Phone Call
The Sales Management. Simplified. Podcast with Mike Weinberg
Episode 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 sales team – particularly the...
info_outline
Selling Your Way In
The Sales Management. Simplified. Podcast with Mike Weinberg
Episode 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 writing Selling Your Way...
info_outline
One Massive Announcement and Three Powerful Philosophies from a Super-Successful, Strategic Sales Executive
The Sales Management. Simplified. Podcast with Mike Weinberg
In 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 prioritization of...
info_outline![You Are The Key - As Goes Their Leader, So Goes Your Team! [Back from Sabbatical & Better Than Ever] show art](https://assets.libsyn.com/item/32186992?height=50&width=50)
You Are The Key - As Goes Their Leader, So Goes Your Team! [Back from Sabbatical & Better Than Ever]
The Sales Management. Simplified. Podcast with Mike Weinberg
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 going forward. ...
info_outlineEpisode 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, the focus of the messaging, the DNA of the salespeople, sellers not properly pushing past resistance or overcoming objections, the weightiness/reality of virtual vs. in-person meetings, and more.
Take a listen to see if any of these obstacles are preventing you or your sales team from securing meetings with targeted prospective customers.
RESOURCES MENTIONED:
YOUR SALES STORY online course
Supercharge Your Sales Leadership full-day intensive
____________________________________________
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/weinberg