Selling Your Way In
The Sales Management. Simplified. Podcast with Mike Weinberg
Release Date: 08/13/2024
Prospecting and Pipeline Generation Is Hard: Why Your Sellers Need to Be Too Good to Ignore
The Sales Management. Simplified. Podcast with Mike Weinberg
In episode 108, Mike hosts outbound sales guru, Jason Bay, founder and leader of Outbound Squad. Jason and Mike get in the “Way Back Machine” looking at the evolution of SDRs, what went wrong with that model, and why prospecting is so damn hard today. If your team is struggling to book meetings and create new opportunities, this episode is for you as Jason shares strategies that are working right now and what the very best reps are doing to self-generate pipeline! Learn how to become "too good to ignore" by focusing on the right targets, crafting compelling offers, and creating emotional...
info_outline
2 Simple Tips to Help Sellers Conduct More Effective Sales Calls: Start and End the Meeting Well!
The Sales Management. Simplified. Podcast with Mike Weinberg
In Episode 107 Mike shares a personal update on his social media sabbatical and one of his biggest observations after participating in so many Q1 sales team kickoff meetings. Listen in as Mike unpacks his frustration and confusion about how few salespeople are conducting professional, consultative, value-delivering, opportunity-creating, conversational meetings with prospects and customers. He briefly reviews his common sense outline (from New Sales. Simplified. Chapter 11) for structuring winning sales calls and then dives deeper into both how to start and end the...
info_outline
A Bold Statement, Big Issue, and a Breakthrough Book That Took My Breath Away
The Sales Management. Simplified. Podcast with Mike Weinberg
Mike gets asked to read a lot of books about sales and sales management. Most recently, he read Focused – from his Canadian buddy, sales management expert, and former fantasy football adversary, Steve Rosen. Mike was so blown away that he actually asked Steve if he could provide the foreword and help promote the book. Truly, it was that good. So good, in fact, that this was Mike’s visceral reaction… The Bold Statement (from Mike’s foreword): FOCUSED is the single best and most helpful book for sales leaders to be published in years! If you lead a sales team,...
info_outline
A Seismic Personal Decision and a Simple Sales Management Checklist
The Sales Management. Simplified. Podcast with Mike Weinberg
Episode 105 starts with a startling proclamation as Mike reveals what feels like a seismic decision to pull the plug on LinkedIn. He transparently shares what’s going on in his mind and heart, along with what he’s reading and experiencing, that prompted this bold (and surprising) move. The episode concludes with a simple, practical sales management checklist that Mike will be working through during a large client’s upcoming annual learning conference. Listen in as he briefly unpacks these Sales Management. Simplified. Fundamentals: Master the 1:1 Accountability Meeting (and the RPA...
info_outline
Unlocking Massive Sales Growth: The Power of “Ambition”
The Sales Management. Simplified. Podcast with Mike Weinberg
Dennis Sorensen is back! A former super successful senior sales executive who has built a thriving, multifaceted sales improvement firm, Dennis is embedded inside companies doing real transformational work around sales leadership, playbooks, process-driven selling, and unlocking crazy potential through his concept of Ambition. In this episode, Dennis shares what he’s seeing on the front lines — what’s working, what’s not, and how challenging times are forcing sales leaders to become better coaches and skill developers. We dig into talent gaps, the idea of “everboarding” (not just...
info_outline
“The Strength of Talent” - To Grow Our Sales We Need to Grow Our People
The Sales Management. Simplified. Podcast with Mike Weinberg
This first release of 2026 features talent guru, coach, and leadership team expert, Mike Goldman, who played a formative role in Mike Weinberg’s life on a college campus 39 years ago! Goldman’s most recent book, The Strength of Talent, is a USA Today National Bestseller, and packed with wisdom and practical advice for sales leaders. In this engaging dialogue, Mike and Mike touch on everything from the stupidity of annual performance reviews, to the importance of re-recruiting our highest performers. Listen in as Goldman challenges leaders who declare “our people are our most...
info_outline
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...
info_outline
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: ...
info_outline
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...
info_outline
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...
info_outlineEpisode 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 In – the desire to provide readers/listeners with a behind-the-scenes peek at the makeup, mindset, disciplines, approaches, and actions of the top-ten percent of sales pros, the real sales rockstars who absolutely crush it, year after year – so they can become sales rockstars too!
________________________________
JUST ANNOUNCED:
The October Supercharge Your Sales Leadership event at the Porsche Experience Center in Atlanta filled so quickly that Mike and team just added a new date in November.
If you’d benefit from a full-day intensive with 50 sales leaders and Mike focused on radically ramping-up sales management effectiveness, check out the packed agenda, premium venue and powerful outcomes you can expect from attending: mikeweinberg.com/atlanta2024
________________________________
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