The Sales Management. Simplified. Podcast with Mike Weinberg
Execs, sales leaders, and aspiring sales managers: Ready to create a healthy, high-performance sales culture and drive significant long-term sales growth? Had it with the noise and nonsense that passes for sales advice today and the nonstop pitches promising you a new hack, trick, or tool to solve all that ails your sales? Join practitioner, speaker, coach, and globally trusted sales expert Mike Weinberg, author of the bestselling and most reviewed sales management book, for straight talk, blunt truth, and powerful, practical techniques that will maximize sales management effectiveness and help your team WIN MORE NEW SALES!
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Revenue “Attribution” vs “Contribution” and Why Smaller Companies Are Having to Raise Their Sales Management Game
12/11/2024
Revenue “Attribution” vs “Contribution” and Why Smaller Companies Are Having to Raise Their Sales Management Game
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 c-suite’s strategic objectives. Greg also shares how private equity firms are moving downstream and adding much smaller businesses to their portfolios is changing the competitive landscape and forcing small company leaders to become more sophisticated sales managers. And finally, he makes the strong pitch that management should be taking a hard look at a salesperson’s “revenue contribution” rather than simply looking at “revenue attribution.” RESOURCES MENTIONED IN THIS EPISODE: Greg on _________________________________ 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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A Big Picture Diagnostic: 5 Reasons Your Sales Team May Not Be Developing More New Business
11/25/2024
A Big Picture Diagnostic: 5 Reasons Your Sales Team May Not Be Developing More New Business
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 team) from winning MORE NEW SALES. Mike wraps up the episode with a reminder to sales leaders about the power and value from having salespeople draft individual business plans for the coming year and points you to several valuable resources to help with that initiative. RESOURCES MENTIONED IN THIS EPISODE: The Sales Management. Simplified. Video Coaching Series and February 19, 2025 Matt Ferguson 86% Statistic in The First-Time Manager: Sales () 9 Powerful Reasons and a Template to Help Your Salespeople Write Individual Business Plans () Why Salespeople Should Write and Present Individual Business Plans () (book) (book) ___________________________________ 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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Real World Dialogue on Why So Many Sales Leaders Feel Overwhelmed & Under-Supported
11/14/2024
Real World Dialogue on Why So Many Sales Leaders Feel Overwhelmed & Under-Supported
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 the right accounts to pursue for new business The importance of smart talent management and danger of managers constantly living in what Matt refers to as “The Mess” RESOURCES MENTIONED IN THIS EPISODE: on the Sales Management. Simplified. Video Coaching Series Connect with Matt Ferguson - __________________________________ 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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5 Powerful Ways The Best (Sellers) Get Better
10/30/2024
5 Powerful Ways The Best (Sellers) Get Better
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, those who continue to improve and remain at the very top of the sales ranking don’t do that with tricks or hacks. They continue to dominate because they double down on the proven foundational fundamentals that always lead to success. RESOURCES MENTIONED IN THIS EPISODE: : The Essential Handbook for Prospecting & New Business Development Be on the lookout for our annual special. If you’re looking to provide access for multiple managers, contact us for special pricing and packages. Email us at _______________________________ 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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The 3 Critical Elements to Create a Successful Sales Blitz Campaign
10/07/2024
The 3 Critical Elements to Create a Successful Sales Blitz Campaign
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 because they incorporate all three elements of his NEW SALES DRIVER framework from New Sales. Simplified. Select Targets Create & Deploy Weapons Plan & Execute the Attack If you or your team would benefit from creating additional intensity, focus, and accountability, while at the same time sharpening both your strategic target list and your sales weapons, then this episode is for you. RESOURCES MENTIONED IN THIS EPISODE: : The Essential Handbook for Prospecting & New Business Development 2024’s Final Supercharge Your Sales Leadership 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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Selling in a Post-Trust World
09/12/2024
Selling in a Post-Trust World
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. We are indeed living (and attempting to sell) in a post-trust world. Everywhere you turn there is deep skepticism – and unfortunately, it’s deserved. Truly, this is the issue of the day. Artificial intelligence. Deep fakes. Spam. Bots. Add to that the horrendous, annoying, trust-busting approaches causing sellers to come across as the self-absorbed, transactional, uncaring and unprofessional salespeople Larry unapologetically labels as Empty Suits. Listen in as Larry and Mike address topics you haven’t heard tackled on this show before. This is one of those episodes you’ll likely want to pass along to your sales team! RESOURCES MENTIONED IN THE EPISODE: Text the word Trust to 21000 ____________________________________ 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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An Impressive, Bold, Hungry, High EQ 19-Year-Old Shows Salespeople the Power of a Personalized Prospecting Phone Call
08/29/2024
An Impressive, Bold, Hungry, High EQ 19-Year-Old Shows Salespeople the Power of a Personalized Prospecting Phone Call
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 ones sitting around waiting for leads or who continue their futile and pathetic efforts “bumping” their lame, spammy emails to the top of prospects’ inboxes – hoping beyond hope that someone will respond! RESOURCES MENTIONED IN THIS EPISODE: Episode 26: The Next (with available seats) (the book) _____________________________ 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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Selling Your Way In
08/13/2024
Selling Your Way In
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 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: ________________________________ 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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One Massive Announcement and Three Powerful Philosophies from a Super-Successful, Strategic Sales Executive
07/31/2024
One Massive Announcement and Three Powerful Philosophies from a Super-Successful, Strategic Sales Executive
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 EXECUTION ___________________________________ 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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You Are The Key - As Goes Their Leader, So Goes Your Team! [Back from Sabbatical & Better Than Ever]
07/18/2024
You Are The Key - As Goes Their Leader, So Goes Your Team! [Back from Sabbatical & Better Than Ever]
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. _______________________________________ 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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Their New Issue & Outcome-Focused “Sales Story” Radically Upgraded How This Sales Team Is Being Perceived [plus post-sabbatical predictions]
06/11/2024
Their New Issue & Outcome-Focused “Sales Story” Radically Upgraded How This Sales Team Is Being Perceived [plus post-sabbatical predictions]
Episode 75 continues the string of recent shows where Mike shares real-life examples from what he’s observing with sales and sales management teams. In this case, Mike was blown away leading a follow-up workshop with a large team that had done the heavy lifting to sharpen their “sales story.” Rep after rep testified to the difference in how customers were perceiving them and positively responding to their new customer issue and outcome-focused messaging. Listen in for a quick refresher on the amazing benefits a compelling, differentiating, issue and outcome-focused “sales story” delivers and a few tips to help you upgrade yours (and how your team will be perceived)! Mike wraps the episode with a few predictions about changes he’ll be making following his current sabbatical. RESOURCES MENTIONED IN THIS EPISODE Chapters 7 and 8 in Chapter 10 in online course ______________________________ 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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The Takeaways from 1:1 Accountability Meetings Guide Us to Coach Our Salespeople Specifically Where They Need the Help
05/29/2024
The Takeaways from 1:1 Accountability Meetings Guide Us to Coach Our Salespeople Specifically Where They Need the Help
As Mike shares starting off this power-packed episode, every once in a while, a client challenges him to create something new. In this case, a passionate enablement leader requested something quite specific: How can sales managers take what they are learning from conducting excellent 1:1 accountability meetings to coach their people more effectively? In Episode 74 Mike overlays his three favorite sales verbs (Create. Advance. Close.) on top of the Sales Management Accountability Progression (Results. Pipeline. Activity). The result is a powerful, prescriptive guide to help managers ask exactly the rights questions and provide more effective coaching to salespeople based on specific gaps/shortfalls uncovered during accountability meetings, depending on whether the salesperson… Lacks sufficient total pipeline coverage (not enough deals or dollars in the funnel), typically because they are not CREATING enough NEW OPPORTUNITIES Is not ADVANCING existing OPPORTUNITIES Is NOT CLOSING Resources Mentioned In This Episode: (get more info and register now for the June 24 launch) : Underperformers Should Leave the 1:1 Manager-Salesperson Accountability Meeting with an Uncomfortable Feeling Supercharge Your Sales Leadership – October and November
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What Mike’s Mentor Told Salespeople Who Worry about Outselling Capacity and Who Play “Good Corporate Citizen” Instead of Selling
05/16/2024
What Mike’s Mentor Told Salespeople Who Worry about Outselling Capacity and Who Play “Good Corporate Citizen” Instead of Selling
This 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: – Who’s on Your Team? – The #1 Reason Your Sales Team Is Not Bringing in More New Business Sales Management Foundations Virtual Workshop Series – Read more or register Supercharge Your Sales Leadership October Session at The Porsche Experience Center in Atlanta. More info at . Join Mike on October 8 for the full-day intensive or October 8 & 9 for the VIP experience! ______________________________________ 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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WHO’S ON YOUR TEAM? [your “personal” team, not your sales team]
04/30/2024
WHO’S ON YOUR TEAM? [your “personal” team, not your sales team]
Episode 72 is different. Instead of talking about leading your sales team, Mike challenges listeners with this important personal question: Who is on YOUR team? This episode was inspired by several factors, including a personal breakthrough Mike is experiencing in his own life, combined with a well-timed Netflix docuseries episode that perfectly depicts the transformative change you can experience from making the right additions to your personal team. Who is rooting for you? Who is challenging you? Who are you going to for outside perspective or expert advice? Who is helping ensure that you win…at work, at home, at health, at life? Who is cheering you on? Or confronting you when you play the victim? Who is whispering encouragement in your ear? Or speaking hard, constructive truth (hopefully in love), when you need to hear it? Take a listen and be challenged to consider who might add to your personal team to help you experience a breakthrough. Resources Mentioned: Podcast Episode: ___________________________________________ This episode is sponsored by If you looking for help adding A-player talent to your team, contact Mike’s friends at
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A Prospecting Post-Mortem – Why You/Your Team Are Not Securing Enough Meetings
04/16/2024
A Prospecting Post-Mortem – Why You/Your Team Are Not Securing Enough Meetings
Episode 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: online course full-day intensive ____________________________________________ 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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What’s Your Primary Purpose on Sales Calls: Proactively Developing Your Salespeople or Advancing and Closing the Sale?
03/26/2024
What’s Your Primary Purpose on Sales Calls: Proactively Developing Your Salespeople or Advancing and Closing the Sale?
Mike recently led a workshop for a group of talented, hungry, driven, young sales managers who were falling into an all-too-common trap – “doing” instead of coaching, developing, and holding sales reps accountable. During the session Mike challenged this group of managers with a question he had never thought to ask before: When making joint sales calls with your people, is your primary purpose to… A) Proactively develop your salesperson, or B) Advance and close the sale The healthy discussion that ensued inspired this episode. Listen in as Mike shares more of the story, promotes the importance of proactive, developmental, nonurgent coaching, and offers thoughts on best practices when managers ride shotgun with reps on sales calls. RESOURCES MENTIONED IN THIS EPISODE: book event, October 8-9, The Porsche Experience Center, Atlanta __________________________________ This episode is sponsored by If you looking for help adding A-player talent to your team, contact Mike’s friends at
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Instead of Committing Sales Management Malpractice by Ignoring Underperformance, This Is How to Quickly Address It!
02/27/2024
Instead of Committing Sales Management Malpractice by Ignoring Underperformance, This Is How to Quickly Address It!
In this episode Mike tackles a critical sales management topic that does not receive enough attention. Too many sales managers allow underperformance to go unaddressed for way too long! Episode 69 is granular and prescriptive as Mike shares exactly how to start the conversation with a struggling salesperson and begin the all-important process of coaching that seller up, or if necessary, out. RESOURCES MIKE REFERENCED IN EPISODE 69: book (Chapter 8) The free guide on increasing accountability and creating a high-performance sales culture: at the top of the page. The April event sold out very quickly so we just secured The Porsche Experience Center for our next sales leadership event on October 8th (& 9th for the VIP option). Check out all the details, the packed agenda, and the powerful outcomes here: _________________________________________________ This episode is sponsored by If you looking for help adding A-player talent to your team, contact Mike’s friends at
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Mike Tackles 8 Tough Questions from a Sales Team
01/30/2024
Mike Tackles 8 Tough Questions from a Sales Team
During 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: (PDF) (blog post) (podcast episode) (podcast episode) (podcast episode) This episode is sponsored by If you looking for help adding A-player talent to your team, contact Mike’s friends at
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20 Timeless Tips to Help You & Your Sales Team Tackle 2024
01/10/2024
20 Timeless Tips to Help You & Your Sales Team Tackle 2024
Mike kicks off the year with 20 powerful sales tips to help you (and your salespeople) absolutely crush 2024! He initially shared this list with his email subscribers and the feedback was so positive that he felt obligated to turn these tips into Episode 67. Take a listen, share this episode with your sales team, and make sure to grab the free PDF with Mike’s 20 tips from . This episode is brought to you by Mike’s friends at . If you’re looking to acquire A-player sales talent for your team, can help! RESOURCE MENTIONED IN THIS EPISODE: The (8 spots remain for February 21 and there are 24 spots open for the May 1 session in Atlanta) Mike’s book Mike’s book Article:
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Practical Wisdom from a Highly Rated Financial Advisor, Golf Instructor, and Sales Coach to Help You Win Big in 2024! [Fundamentals Outperform Gimmicks]
12/27/2023
Practical Wisdom from a Highly Rated Financial Advisor, Golf Instructor, and Sales Coach to Help You Win Big in 2024! [Fundamentals Outperform Gimmicks]
In this powerful episode, Mike puts the wrap on an amazing year. Episode 66 combines straight talk from two of Mike’s highly-rated, trusted advisors – his golf coach, Brian Fogt, and his financial advisor, Jacob Turner – along with his own Year-End/New Year’s Sales and Sales Management “Fundamentals Checklists.” Enjoy listening to Mike interact with two true professionals – people he turns to (and pays) for advice! Be amused at the similarities between investors, golfers, salespeople, and sales leaders – most of whom suffer from FOMO, tend to bore easily, and are quick to chase sexy quick fixes and shiny new objects instead of doing the mundane work to shore-up the fundamentals. And don’t miss Mike sharing exactly what he’d be focusing on right now if he was a sales leader looking to maximize results in 2024. Thank you for your incredible support of the Sales Management. Simplified. Podcast in 2023. As Mike concludes every episode, wishing you great sales leadership, and to your team, tons of NEW SALES in the year ahead! RESOURCES MENTIONED IN THIS EPISODE: The February 2024 event in Atlanta. The Fastest Way to Increase Accountability, Reduce Complacency, and Create a High-performance Sales Culture guide (near the top on the right at ) Chapter 20 in Chapters 3 and 8 in
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Taylor Swift is Right: Trash Takes Itself Out Every. Single. Time.
12/14/2023
Taylor Swift is Right: Trash Takes Itself Out Every. Single. Time.
After a few week break, Mike is back with Episode 65 inspired by this pithy and powerful line from Taylor Swift’s interview after being named Time Magazine Person of the Year: “Trash itself out every single time.” While not a “Swiftie” and admitting he can’t name three of her songs, Mike shares his high respect for Taylor and applies her wisdom to what he has seen time and time again over the past decade in world of sales. He also mentions that, simply by coincidence, four different people released their interviews of Mike in the past week, and he encourages you to check out these interesting and valuable conversations about sales and sales management effectiveness: Mike with Jason Bay – Mike with Jeb Blount – (Part One Audio) and Mike with John Barrows – Make It Happen Podcast, or Mike with Fred Diamond – (accompanied by Mike’s friend, sales leader extraordinaire, Joe Tarulli) RESOURCES MENTIONED: The next Supercharge Your Sales Leadership elite one-day intensive is February 21 at The Porsche Experience Center right next to the Atlanta Airport. (previous episode) or see Chapter 21 in .
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How to Give Your Buyers a Dopamine Hit with Buyer First Collaborative Selling
11/21/2023
How to Give Your Buyers a Dopamine Hit with Buyer First Collaborative Selling
Episode 64 is not just for sales leaders! This is one you will want to share with your sales teams as Mike hosts a special guest, the brilliant Carole Mahoney. Mike declares that Buyer First: Grow Your Business with Collaborative Selling is the best-written book he’s read this year and is convinced that you and your sellers will enjoy and greatly benefit from this enlightening conversation as Carole shares the science behind the success experienced by those who sell collaboratively. Along with nodding, smiling, and shouting “Amen!” as Carole and Mike exchange #notaboutme sales philosophies, you will also learn… Why buyers experience a dopamine hit when you make them part of the process How managers often reinforce anti-collaborative sales approaches and behaviors From Carole’s experience as a sales coach for the Harvard Entrepreneurial MBA Program Links in this Episode: The for sales managers Buyer First on Carole Mahoney’s Carole’s
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I Shot the Social Selling Charlatans & an MBA Class’ Real-Life Sales Management Disaster
11/14/2023
I Shot the Social Selling Charlatans & an MBA Class’ Real-Life Sales Management Disaster
Episode 63 was inspired by Mike’s guest appearance on the Social Selling 2.0 Podcast and a 40-minute session he held with executive MBA students just before recoding this podcast. Carson Heady (featured in Episode 52) requested Mike’s take on the current state of “Social Selling” and how it has evolved since its inception. A fascinating dialogue ensued including Mike’s rant about the “founders” of the movement — none of which are still teaching/promoting social selling — and their absolutely false proclamation that “EVERYTHING in sales has changed!” In the second half of the episode Mike recaps the sales management horror story faced by a group of executive MBA students who sought out his input on the situation at the real-life client they have been charged with helping. Enjoy hearing this classic case of senior leadership dysfunction and the effect on the sales team and results. Resources Mentioned in this Episode: The once-per-year on the New Sales. Simplified. Video Coaching Series () The live virtual workshop series which kicks off December 18th () The next elite event sessions in February and April () on the Social Selling 2.0 Podcast featuring Mike Weinberg of this podcast featuring Carson Heady
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9 Powerful Reasons and a Template to Help Your Salespeople Write Individual Business Plans
11/02/2023
9 Powerful Reasons and a Template to Help Your Salespeople Write Individual Business Plans
It’s that time of year, and in Episode 62 Mike makes a strong case for having each of our salespeople draft an individual business plan for the coming year. Referring to he’s ever published, Mike offers nine compelling benefits (for both the salesperson and the manager) resulting from having sellers write and present their plans, and he also outlines a simple template you can adapt and use. RESOURCES TO HELP WITH BUSINESS PLANS MENTIONED IN THIS EPISODE: Blog Article - Chapter 26 in Chapter 14 in ___________________________________________ JUST ANNOUNCED – NEW DEVELOPMENT OPPORTUNITY FOR SALES MANAGERS A series of virtual workshops and office hours sessions led by Mike for managers looking to master the best practices and key takeaways from his sales management books. Over three months, benefit from four workshops and three office hours sessions covering critical topics from increasing accountability, maximizing the impact from developmental coaching, becoming smart talent managers who drive more results from their best sellers while quickly addressing underperformance and artfully coaching-up (or coaching-out) struggling sellers. Limited to 25 participants per group to maximize interaction and ensure everyone gets their challenges and questions addressed! The first virtual workshop is December 18th. More info and register at
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How Sales Managers Can Help Salespeople Conduct Significantly More Effective Sales Calls
10/16/2023
How Sales Managers Can Help Salespeople Conduct Significantly More Effective Sales Calls
Isn’t conducting professional, effective sales calls one of the main responsibilities of a being a salesperson? After all, the word sales is in the job title. If there’s one thing a “salesperson” should be able to do well, it’s to conduct a sales call! Therefore, isn’t it then incumbent upon sales managers to ensure that their people are indeed proficient at this essential skill? In Episode 61 Mike shares the most prevalent sins he regularly sees salespeople committing – whether it’s the “show up and throw up / spray and pray” approach entering the meeting in pitch mode, talking first, talking too much, not sharing an agenda and getting the customer’s buy-in, weak probing and discovery, or not fleshing out obstacles and objections and not securing and scheduling next steps – and challenges managers to raise their own game when it comes to coaching sellers to better prepare for sales calls. Mike makes the case that if managers would be more rigorous/focused/specific/intentional when helping salespeople prepare for sales calls, that much of that rigor would stick and that many sellers would continue to prepare better for meetings even when the manager is not assisting or coaching them. Take a listen for Mike’s basic best practices on prepping salespeople for sales calls and be sure to grab the free (one of the bonus resources from the new book, The First-Time Manager: Sales) that he offered to podcast listeners. RESOURCES MENTIONED: Episode 18: . (the book) JUST ANNOUNCED: We have secured dates for the next two events at the Porsche Experience Center in Atlanta! Get more info on the packed agenda, premium venue, and powerful outcomes at . Limited to 50 sales leaders. All prior 13 events have sold out so reserve your spot now for the February or April sessions!
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The Massive Transition from Salesperson to Sales Manager Poses Similar Challenges to What Selling-Sales Leaders Face Every Day
09/25/2023
The Massive Transition from Salesperson to Sales Manager Poses Similar Challenges to What Selling-Sales Leaders Face Every Day
While preparing to kick off a new engagement to help selling-sales leaders (player/coaches who are both producers and team leaders) increase sales management effectiveness, it hit Mike that the challenges these leaders face on a daily basis are almost identical to what new managers face when transitioning from individual contributor roles into team leaders. In this episode, Mike unpacks three big adjustments that first-time managers must successfully navigate… Shifting from being “responsible for one to being responsible for many” Learning to “win through others vs. winning on your own” Moving from a “selfish/individual mentality to a selfless/leader mindset” …and how those who are charged with driving both their own production/sales numbers AND leading the team must learn how to artfully bounce back and forth between these two very different (and sometimes competing) responsibilities. Mike also offers an enormous THANK YOU to podcast listeners for helping to make the launch of his new book, The First-Time Manager: Sales, even more successful than he even dared hope as it achieved Amazon #1 Best Seller status in three categories! RESOURCES MENTIONED: , Your New Job (as Manager) Is Nothing Like Your Old Job (in Sales) Fast Foundations Virtual Workshop Series - A new offering to help new sales managers (or experienced managers seeking a powerful refresher on the fundamentals) quickly master the critical key concepts from The First-Time Manager: Sales - accountability, coaching, smart talent management, and NOT playing sales team hero! This three-month fast-track series is limited to 25 participants and will include live virtual workshop and office hours sessions with Mike. Contact our team for more info.
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It Took 34 Years to Create This and It’s My Best Work Yet
09/06/2023
It Took 34 Years to Create This and It’s My Best Work Yet
This is an episode like no other. It’s launch day for Mike’s new book and you can hear the excitement in his voice! Proclaiming with a smile that this book took 34 years to write, he remarks how odd it sounded hearing these words come out of his mouth in a recent interview: “This is my very best book.” Unprepared for the interviewer’s follow-up asking why he felt this way, Mike gave this unrehearsed, honest answer: “With no disrespect to Sales Management. Simplified. (because that’s the book that positioned me to do all of this work helping sales executives and front-line sales managers), the reality is I’ve basically worked nonstop for eight years and have had the opportunity to speak with, coach, and consult countless sales leaders on five continents. I learned a ton and with this new book I was able to distill my writing down to the bare essentials and include only what is absolutely necessary for sales management success. is my best book because all of this experience provided absolute proof of what works and what doesn’t when it comes to leading sales teams, creating healthy, high-performance cultures, and driving sales results.” While the publisher asked Mike to write for newer and first-time leaders as part of a series, the truth is that according to executives who have read it, this book is the perfect resource whether… you lead a sales team... you lead managers who lead sales teams... you're a senior executive over sales executives... you support sales leaders... you are an individual contributor salesperson considering or aspiring to a management role... Tune in for more of the backstory of why Mike wrote the book, why it’s his shortest and favorite book yet, and what you can expect reading/listening to it. Grab your printed, Kindle, or Audible copy For a sneak peek at what your sales leader colleague’s had to say after reading an advance copy, and for the contents, introduction and a sample chapter, click .
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Check Your Ego. Don’t Play Hero. Prepare & Prioritize to Minimize Stress & Ensure Success
08/30/2023
Check Your Ego. Don’t Play Hero. Prepare & Prioritize to Minimize Stress & Ensure Success
Episode 58 kicks off an exciting series around the launch of Mike’s newest book! While the publisher asked Mike to write specifically for newer (and aspiring) managers, every. single. executive. who read an advance copy commented that it’s a must-read for experienced leaders too… Fresh perspectives and fresh stories from the field, along with simplified frameworks and uber-practical tips for everything from coaching, to addressing underperformance, connecting on a heart-level with your people, and even interviewing best practices. This new series features respected sales leaders whose best practices and wisdom were featured in the book. Mike will share more of the backstory along with an overview and why he agreed to write this particular book in the next episode, but in today’s show, he hosts sales leader extraordinaire Drew Ellis who highlights the need for the mental, physical, calendar, and (even) financial discipline required to win big as a sales leader. The wide-ranging conversation offers invaluable insights for both individuals transitioning into management roles and seasoned managers seeking to refresh and upgrade their effectiveness as a leader. Drew and Mike tackle critical topics including: The importance of focus and prioritization The benefit of a calendar that looks like a coloring book The power of the word “no” The reality check when stress (all by itself) puts you in the hospital The need to check your ego when moving into management The danger (and lack of scalability and sustainability) when managers play sales team hero Listen closely as Drew, in no uncertain terms, strongly reminds managers that there are no awards or bonus points for being a good corporate citizen and checking all the boxes if your sales team misses its number. And please allow his story of ending up in ER (solely from stress) and what a wise doctor told him to help you not only reconsider your priorities but also to refocus your energy on the precious few management activities that truly move the needle. Resources: Get a sneak peek at the reaction to Mike’s new book, the contents, introduction, and a sample chapter . The October 3rd at The Porsche Experience Center in Atlanta. Drew Ellis on Please don’t forget to rate the show, leave a review, and subscribe wherever you get your podcasts!
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The #1 Reason Your Sales Team Is Not Bringing In More New Business
08/23/2023
The #1 Reason Your Sales Team Is Not Bringing In More New Business
As promised, in Episode 57 Mike wraps up the series on the Common Sales Leadership Sins Damaging Culture and Diminishing Results with a giant exclamation mark! Tune-in for the #1 reason salespeople and sales teams are not bringing in more new business and Mike’s strong words of warning for sales leaders who “allow” sellers to lose sight of their primary job (and some executives who actually “encourage” it). __________________________________ Reminder: The nexttakes place October 3rd at The Porsche Experience Center adjacent to the Atlanta Airport. All previous eleven events have sold out. We are down to our last 6 tickets. Get more info and register at to join Mike and 50 driven sales leaders for this powerful experience!
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Devastating Damage from Anti-Sales Cultures & Leaders with FOMO Always Searching for the Secret Sauce
08/07/2023
Devastating Damage from Anti-Sales Cultures & Leaders with FOMO Always Searching for the Secret Sauce
As we near the conclusion of this series covering common sales leadership sins, Mike tackles two biggies in Episode 56: Anti-Sales Cultures and Searching for the Secret Sauce. Years ago, Mike asked the CEO of the company with the healthiest sales culture he’d ever observed for his secret. This CEO replied, “Everything flows from culture” and went on to declare that their sales culture was, in fact, the company’s secret sauce. In this episode Mike reminds listeners that culture, particularly sales culture, can be an unstoppable force (either for good or for bad!). He describes what it was like working in two incredibly healthy, positive, pro-sales cultures, and he also shares horror stories from two of the worst anti-sales cultures he’s come across – one where he worked and one where he consulted. Buckle up as Mike reads the no-holds-barred letter he sent to an executive team calling out their disdain for the sales organization and the inappropriate ways they blamed salespeople when things went wrong and categorically denied them credit when things were good. Mike also tackles how too many sales leaders live with constant FOMO, fearful that they’re missing out on some new secret sauce, shortcut, or hack for driving more sales and offers a not-so-subtle reminder that he’s never seen a sales leader or sales team struggle or fail because they didn’t have the latest and greatest cool, new tool. Resources and Links Mentioned in Episode 56: about the release of his newest book (only 8 seats remaining)
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