What Mike’s Mentor Told Salespeople Who Worry about Outselling Capacity and Who Play “Good Corporate Citizen” Instead of Selling
The Sales Management. Simplified. Podcast with Mike Weinberg
Release Date: 05/16/2024
Biggest Takeaways from 10 Years Working to Increase Sales Management Effectiveness
The Sales Management. Simplified. Podcast with Mike Weinberg
Mike celebrated the 10th anniversary of the release of Sales Management. Simplified. with a free, live “THANK-YOU” web session for sales leaders. Episode 102 is the audio recording of that session where Mike shared his biggest lessons and takeaways from the past decade working to increase sales management effectiveness and answered 15 questions submitted by leaders who registered for the session. He also announced a . If you’d prefer a video recording of the session, you can . RESOURCES MENTIONED: Sales Management. Simplified. - The Sales...
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Are Your Salespeople Crystal Clear on Their Mission, Targets, Offerings, and Rules of Engagement?
The Sales Management. Simplified. Podcast with Mike Weinberg
In Episode 101 Mike brings back a favorite phrase (procurement weenies) from his book #SalesTruth and shares a fresh story about one of his own sales situations to challenge sales leaders on the topic of CLARITY. Do your sellers have absolute clarity on… Your company’s mission/purpose/why? Whom they’re supposed to be targeting for new business? Exactly what they should be selling (your offerings)? Their messaging (sales story) and the value your solution brings to the market? YOUR sales process and rules of engagement? RESOURCES MENTIONED IN THIS EPISODE: ...
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Everything Mike Knows About Sales Management in the Most Jam-Packed 30-Minute Book Summary Ever!
The Sales Management. Simplified. Podcast with Mike Weinberg
Episode 100 is epic as Mike combines celebrating the 10th anniversary of the book, Sales Management. Simplified. and the 100th episode of this podcast! Mike opens with a HUGE THANK YOU to the sales leadership community for making Sales Management. Simplified. what it’s become, and as a token of appreciation, closes with a 30-minute, power-packed, lighting-fast summary of the book sharing a key takeaway from each of the 26 chapters. Use this episode as a quick review or scorecard on your current sales management effectiveness, and deploy it as a guidebook for identifying...
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STILL the Same “Not-So-Sweet 16” Common Reasons Salespeople Fail to Develop More New Business
The Sales Management. Simplified. Podcast with Mike Weinberg
In this episode, Mike ties together observations from his past month’s work with sales leaders and sales teams in a variety of industries — all of whom seem to be struggling with the same challenges. Reviewing these “common reasons” salespeople are not winning new business at the desired rate prompted Mike to get in the way-back machine and pull out the tried-and-true list from Chapter 2 in his first book, New Sales. Simplified. If your salespeople are not creating, advancing, and closing as much new business as you’d like, share this episode and...
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The Fastest Way to Increase Sales: Mike’s Favorite Topic with a Fantastic Guest and an AI Assist
The Sales Management. Simplified. Podcast with Mike Weinberg
In Episode 98, Mike excitedly reveals something he’s been teasing for several months. Listen in as he hosts his former client, dear friend from Ireland, and now partner, Fergal O’Carroll. After 35 successful years in sales and sales leadership, Fergal launched Supercharge Your Sales Velocity in 2024 with the mission of empowering sales teams to drive MORE OPPORTUNITIES, BIGGER DEALS, & FASTER WINS. Among his many passions, Fergal was an early adopter of generative AI, and he is the catalyst behind the launch of the massively upgraded offering they are announcing today, YOUR SALES...
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The First Meeting Differentiator
The Sales Management. Simplified. Podcast with Mike Weinberg
Episode 97 addresses one of Mike’s hot-button topics: structuring and conducting effective early-stage sales calls. As he often bemoans when leading workshops, salespeople have to work so stinking hard today to secure an initial meeting with a target prospect, and then they show up and miss the mark by conducting completely ineffective meetings. If your (or your team’s) sales calls could use a boost, dive into this compelling interview with sales differentiation expert, Lee Salz, who crafted a fantastic resource titled “The First Meeting Differentiator.” Lee doesn’t...
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Intense Focus on Accountability + Strategic Targeting = Sales Lift
The Sales Management. Simplified. Podcast with Mike Weinberg
Mike 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…. 1. Accountability for results, pipeline health, and activity (when necessary) 2. 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...
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The Life-Changing Impact of an Intentional Leader (and the End of Fantasy Land Sales Management)
The Sales Management. Simplified. Podcast with Mike Weinberg
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...
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Sales Leader Extraordinaire Shares His Journey from Pain and Poverty to Powerful Purpose
The Sales Management. Simplified. Podcast with Mike Weinberg
Episode 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 Jeff’s rise through the ranks...
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How an Enterprise Sales Rockstar Sounds, Thinks, Behaves, and Balances Being Patient and Proactive
The Sales Management. Simplified. Podcast with Mike Weinberg
Today’s special guest, Ahson Wardak, made such an impression at a recent 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...
info_outlineThis 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 kicking off a six-month manager cohort) revolved around what Mike refers to as “Smart Sales Talent Management,” and the importance of getting the right people in the right roles. The managers were describing the differences between sellers with hunter DNA compared to those wired more like zookeepers who love to nurture relationships, put out customer service fires, and jump in to help out with delivery and operations.
In both cases, Mike quoted the strong, direct words that his sales management mentor regularly used to remind salespeople to focus on Job #1 – driving revenue!
RESOURCES FROM THIS EPISODE:
Episode 72 – Who’s on Your Team?
Episode 57 – The #1 Reason Your Sales Team Is Not Bringing in More New Business
Sales Management Foundations Virtual Workshop Series –
- Download the PDF info document
- Read more or register HERE
Supercharge Your Sales Leadership October Session at The Porsche Experience Center in Atlanta. More info at mikeweinberg.com/events. Join Mike on October 8 for the full-day intensive or October 8 & 9 for the VIP experience!
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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