The Sales Management. Simplified. Podcast with Mike Weinberg

Mike Weinberg
  • 5.0 (1)
  • MANAGEMENT
  • EVERY TWO MONTHS

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!

  1. 1 DAY AGO

    The First Meeting Differentiator

    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 hold back, declaring that traditional discovery meetings must die because buyers no longer tolerate one-sided sales interrogations that serve the seller and provide no value to them!  After listening you’ll understand why Mike boldly declared in his front cover endorsement, “I cannot think of a salesperson, regardless of tenure or industry, who wouldn’t experience a transformative breakthrough from implementing the powerful approach outlined in The First Meeting Differentiator!”  Here’s to more effective first meetings and to MORE NEW SALES!   RESOURCES MENTIONED IN THIS EPISODE: The First Meeting Differentiator ___________________________________________ 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

    34 min

  2. 7 AUG

    Intense Focus on Accountability + Strategic Targeting = Sales Lift

    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 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   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

    30 min

  3. 8 JUL

    The Life-Changing Impact of an Intentional Leader (and the End of Fantasy Land Sales Management)

    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 they typically realize or appreciate.    Mike concludes the episode with a few takeaways from recent conversations with senior sales leaders in tech and SaaS companies — most notably that the days of “Fantasy Land” sales management are over, and that both managers and sales reps need to stop looking longingly back to 2021 and 2022 wishing things were easier. Those days are over (and have been for a while), and it is past due time to replace fantasizing with a focus on the fundamentals.     RESOURCES MENTIONED IN THIS EPISODE:   Episode 95 with Jeff Hancher    Firm Feedback in a Fragile World  (now a National Bestseller!)

    29 min

  4. 17 JUN

    Sales Leader Extraordinaire Shares His Journey from Pain and Poverty to Powerful Purpose

    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 and the transformational leadership lessons learned along the way – particularly the critically important ability for leaders to give Firm Feedback in a Fragile World (which also happens to be the title of Jeff’s amazing new book). Be sure to take particular note of the segment (starting at the 17:30 mark) that Mike refers to as the greatest five-minute leadership sermon he’s ever heard as Jeff expands on the book’s promise: “how to build a winning culture with critical conversations.”  Lean in as Jeff exhorts listeners on the resulting benefits when leaders properly balance making deep deposits that earn the right to make big withdrawals.  RESOURCES MENTIONED IN THIS EPISODE: Firm Feedback in a Fragile World: How to Build a Winning Culture with Critical Conversations Jeff Hancher    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

    36 min

  5. 5 JUN

    How an Enterprise Sales Rockstar Sounds, Thinks, Behaves, and Balances Being Patient and Proactive

    Today’s special guest, Ahson Wardak, made such an impression at a recent Supercharge Your Sales Leadership 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 proactive. RESOURCES MENTIONED IN THIS EPISODE: How “Hannah the Hunter” Achieved a Blowout Year and Breakthrough Sales Success episode Mike’s 12-year bestseller, New Sales. Simplified. The September 4-5 Supercharge Your Sales Leadership event    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

    44 min

  6. 14 MAY

    2 Sales Management Tips and Why Southwest Airlines Should Take the Heart off Their Airplanes

    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 Spirit Magazine Freedom Story featuring Mike The Upcoming September 2025 Supercharge Your Sales Leadership Event New Sales. Simplified. Chapter 14 - Planning & Executing the New Business Development Sales Attack   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

    32 min

  7. 10 APR

    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 Micah Project Honduras The June 3 Supercharge Your Sales Leadership event ______________________________________ 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

    35 min

  8. 26 MAR

    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: The free guide with the fastest way to increase accountability, reduce complacency, and build a high-performance sales culture  New Sales. Simplified. - Mike’s 12-year bestseller __________________________________ 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

    30 min
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About

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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