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
Intense Focus on Accountability + Strategic Targeting = Sales Lift
The Sales Management. Simplified. Podcast with Mike Weinberg
Release Date: 08/07/2025
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...
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2 Sales Management Tips and Why Southwest Airlines Should Take the Heart off Their Airplanes
The Sales Management. Simplified. Podcast with Mike Weinberg
In 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 featuring Mike The Upcoming September 2025 Chapter 14 - Planning & Executing the New Business Development Sales Attack This episode is sponsored by If you are looking for help adding A-player talent to your team, contact Mike’s friends at
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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
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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_outlineMike 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 intensive at the Porsche Experience Center next to Atlanta’s airport on September 4th. If you’d like to get recharged while ramping-up your sales leadership effectiveness, join Mike for a powerful day with a packed agenda at a premium venue. More info and register at mikeweinberg.com/events
RESOURCES MENTIONED IN THIS EPISODE:
September 4th Supercharge Your Sales Leadership Event
The Five Foundational Keys to Winning More New Sales Episode/Webinar