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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Perspective Is Everything (In Life and Sales)
04/10/2025
Perspective Is Everything (In Life and Sales)
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
03/26/2025
Three Tweaks That Produced a Transformation
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, and presentations) Better Control of the Calendar In addition, Mike challenges sales leaders with the examples Hannah shared about how her managers pushed her, challenged her, calmed her, encouraged her, prepared her, and practiced with her — all of which contributed to her breakthrough success. RESOURCES MENTIONED IN THIS EPISODE: with the fastest way to increase accountability, reduce complacency, and build a high-performance sales culture . - Mike’s 12-year bestseller __________________________________ 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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How “Hannah the Hunter” Achieved a Blowout Year and Breakthrough Sales Success
03/05/2025
How “Hannah the Hunter” Achieved a Blowout Year and Breakthrough Sales Success
2024 was record sales year for Hannah Romell… And this an episode like no other! “Hannah the Hunter” (as she refers to herself) is the first person Mike has hosted not having spoken to the guest before the show. She got his attention with a LinkedIn post sharing her gratitude and excitement about her breakout year. Tune in to hear firsthand how Hannah adopted a handful of simple, yet transformational, changes following a New Sales. Simplified. workshop that made a world of difference: How Hannah’s view of herself as a sales professional and the realization that sales is a noble profession motivated her to be more assertive How more effectively structuring sales calls and presentations and how saying and showing less, simplified things for prospects and increased her effectiveness and win-rates How her managers not only encouraged her, but also raised her game with challenging role-play practice sessions How she took back control of her calendar and became radically focused on the only three sales verbs that matter – Create, Advance, and Close! This may be Mike’s favorite conversation yet with a salesperson and an episode you’ll want to share with your sales team. RESOURCES MENTIONED IN THIS EPISODE: June 3, 2025 – Mike’s 12-year bestseller ______________________________________ 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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Is Sales Compensation Aligned with Strategy and Driving the Desired Behavior and Results?
02/17/2025
Is Sales Compensation Aligned with Strategy and Driving the Desired Behavior and Results?
By popular demand, Greg Stanley returns for Episode 88. Greg was recently featured in Episode 85 where he and Mike covered a variety of topics but barely scratched the surface on compensation plans. The feedback was so positive from that conversation with many listeners specifically requesting a full episode dedicated solely to sales comp, Mike got him back on the show as quickly as possible. While Mike has been quite outspoken (in Chapter 10 in Sales Management. Simplified. and Episode 54) about his three big pet peeves regarding sales compensation (1. Plans that are too flat. 2. “Commission Annuities.” 3. Not rewarding New Sales), Greg Stanley is a true sales compensation wizard! Take a listen as Greg shares his approach and several practical, powerful tips to get your compensation plan driving the desired sales behaviors and results.ok 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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Identify & Eliminate Time Draculas. Become More Selfishly-Productive. Drive More Results.
02/03/2025
Identify & Eliminate Time Draculas. Become More Selfishly-Productive. Drive More Results.
In this first episode of 2025, Mike is simple and straight forward tackling one of the biggest obstacles to sales success that he is currently seeing — sales managers, salespeople, and entire sales teams who have lost sight of their primary job and lost focus on WINNING NEW SALES! Too many sellers and leaders are engaging in tension-relieving activities instead of goal-achieving activities. They’re busy but not productive. They’re distracted by lower-payoff tasks and not prioritizing the only three sales verbs that matter — Create. Advance. Close. Listen in for a refresher on the power of time-blocking high-payoff activities and the importance of identifying and eliminating “Time Draculas” — those non-revenue generating, lower-value activities that suck an exorbitant amount of sellers’ time and energy and keep them from building pipeline and closing deals. Mike concludes the episode with a helpful, practical example of a salesperson who experienced a major breakthrough simply by identifying and addressing one massive Time Dracula that was stealing his selling time. RESOURCES MENTIONED IN THIS EPISODE: Episode 57: Chapter 14 in _____________________________ 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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8 Sales Management Takeaways from the Past Year and 3 Focus Areas to Drive More New Sales in 2025
12/31/2024
8 Sales Management Takeaways from the Past Year and 3 Focus Areas to Drive More New Sales in 2025
Episode 86 is packed with several of Mike’s biggest takeaways from his work in 2024. Buckle up as he unleashes blunt observations touching on various topics including… C-Suite and corporate executives who’ve completely lost sight of the sales manager’s primary job How the “slowdown” and having to sell into economic headwinds has exposed a significant number of salespeople (who thrived “fulfilling demand” when business was dropped in their laps) lack the propensity and ability to “create demand” and new opportunities in the pipeline The unpopular reality that the past five years of working virtually has taken its toll on the career development of sellers – particularly new salespeople whose careers started during Covid and who’ve never benefitted from working alongside more experienced sales professionals Mike then offers an exhortation for sales leaders to radically focus in three simple, specific areas to drive more NEW SALES in the year ahead. Finally, Mike wraps up inviting listeners who are interested to stay for “the episode after the episode” where he shares his gratefulness and personal reflections on a record year. ____________________________________ RESOURCES MENTIONED IN THIS EPISODE: February 19th 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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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 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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