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!
How to Be a "One-Up" Sales Pro, Truly Consultative, and Elevate Your Sales Game
In episode 28 Mike hosts Anthony Iannarino, the man he often refers to as the smartest person in the sales improvement business and Mike’s #1 go-to sales guru.
Anthony is on a mission to elevate the sales profession and is laser focused on helping sellers become truly consultative. His brand-new book, Elite Sales Strategies, show salespeople how to put themselves in a “One-Up” position where they approach prospects and clients from a position of authority and strength.
In this powerful interview, expect to be challenged about everything from your mindset, to how you’re upgrading your (or your team’s) business acumen, to how you (or your team) prepare for and conduct sales calls. And buckle up because Anthony makes the argument that the traditional method of conducting discovery sales calls actually contributes to salespeople getting commoditized.
Within the first few minutes of this conversation, you’ll understand Mike’s affection and respect for Anthony and also be hungry to elevate your sales game and become a “One-Up” Sales Pro!
Elite Sales Strategies on Amazon
Anthony Iannarino on LinkedIn
Mike’s Episode 18: Ineffective Sales Calls, Premature Presentations/Demos, and Selling Like Everyone Else Gets You Commoditized
The 5 Fundamental Focus Areas for a Successful Sales Attack
Sales is simple. And so is the process of developing new business. Regardless how complex your business or marketplace, the fundamentals for executing a successful sales attack are not!
With golf season around the corner, Mike, in his quest to improve his game, went old school and has been reading the classic book published in 1957, Ben Hogan’s Five Lessons: The Modern Fundamentals of Golf. He was blown away by two realties from this priceless book. First, how absolutely clear, basic, and simple these fundamentals are. And second, the fact that the “modern” lessons from 65 years ago are still very much applicable and true today, despite the “changes” in the golf world and advances in technology! Sound familiar, sales leaders?
Studying Ben Hogan’s Five Lessons inspired this episode and prompted Mike to list and briefly unpack his five fundamental focus areas that he helps sales teams master:
1. A Strategic, Finite, Workable Target List
2. Compelling Messaging (a customer issue and outcome-focused “Sales Story”)
3. Proactive Pursuit and Prospecting (ability to secure a meeting)
4. Effective Consultative/Discovery/Early Stage Sales Calls
5. The Calendar, Personal Productivity, Pipeline Accountability
If you’re looking to up your (or your team’s) new business development sales game, this episode is for you. The five fundamental focus areas are a great checklist and the table stakes for executing a successful sales attack, creating more new opportunities, filling the pipeline, and WINNING MORE NEW SALES.
8 (of the 50) spots are left for the upcoming Supercharge Your Sales Leadership 1-Day Intensive in Atlanta on May 3rd.
Ready to radically increase sales management effectiveness, create a healthy, high-performance sales culture, and tackle today’s biggest sales leadership challenges? Join Mike and 50 hungry, driven sales leaders at The Porsche Experience Center in Atlanta!
Why the Phone Is Sexier than Ever and Puts a Person behind the Prospecting
If you or your team are charged with initiating sales conversations, creating new sales opportunities, and bringing in new business, then this cross-continent conversation is for you.
This episode is like no other! Mike was actually the guest on the Deal Podcast hosted by Jiri Siklar, a top-producing senior account executive for AWS based in Europe. Mike was so blown away with his Jiri’s sales brilliance and his philosophy on prospecting that he turned the interview around, started asking questions of Jiri, and received his permission to use excerpts of this powerful conversation in this episode.
Enjoy this power-packed dialogue as Jiri and Mike…
Discuss the #SalesTruth that everyone is sick of the LinkedIn “connect and pitch” approach and the constant cold outreach and spammy messages Confront the nonsense from the #SocialSelling charlatans that everything in sales has changed, nothing that used to work is still effective, and the lie that the phone is dead or only deployed by dinosaurs Reveal the reality that the telephone is sexier (and in many cases, more effective) than ever, and offers an amazing opportunity for sales hunters to stand out simply because so few sellers use it Make the case that the most successful salespeople use ALL effective, ethical, and appropriate methods to prospect for new opportunities, and that newer tools and approaches are wonderful supplements to, not replacements for, traditional methods like the phone Provide practical tips for picking up the phone and using voicemail effectively
More About Mike’s new friend:
Jiri Siklar was born in the Czech Republic, and currently lives near Vienna, Austria. He’s made quota 52 consecutive months and was the #1 salesperson is his region of Europe four straight years. His Deal Podcast (most episodes in German) has 10,000 listeners. Jiri will be joining Mike as a guest on The Sales Management. Simplified. Podcast in the near future.
Mike referred listeners to Episode 25: A Foolproof Framework to Guarantee Consistent Deal Flow and a Full, Healthy Pipeline
Dates and Details are now available for the May and October Supercharge Your Sales Leadership Events! If you’re ready to radically increase sales management effectiveness, these elite experience events are for you.
A Foolproof Framework to Guarantee Consistent Deal Flow and a Full, Healthy Pipeline
We ALL crave a full, healthy (fat), balanced, moving pipeline of sales opportunities!
In this solo episode (for both sales leaders and individual contributors), Mike reviews why and how the top of the sales funnel so often gets ignored and offers his foolproof framework to ensure a healthy pipeline and consistent deal flow.
Mike challenges sellers to stop defaulting to service mode and explains the dangerous consequences that result from sales hunters always working their hottest deals first.
DOWNLOAD THIS HELPFUL GRAPHIC and take a listen to learn why it is absolutely critical that sellers divide their time and attention across accounts and opportunities at all phases of sales cycle.
** UPDATE: The location and dates have been secured for the 2022 Supercharge Your Sales Leadership Elite Events! If you’re ready for a 1-day intensive at a premium venue with other hungry, driven sales leaders looking to radically increase sales management effectiveness, check out the details and videos HERE.
Helping Salespeople Own Their Sales Process Is Also Best for the Client!
Mike unequivocally declared that this episode (Part 2 of his interview with Nick Hejna) is The. Single. Best. conversation he’s ever had with a sales leader around sales process.
Nick and Mike paint the clearest possible picture of why having, following, and owning a sales process is not only important for the seller, but is actually in THE BEST INTEREST OF THE PROSPECT/CLIENT!
You’ll also be challenged to consider that the best sales leaders don’t play “hero” of their teams but focus on making heroes of their people, and that not every top producer fits the bill for a management role. And Nick concludes this powerful conversation by sharing his love for the sales profession and the opportunity it offers top performers to achieve financial (and life) freedom.
If you are enjoying and getting value from Mike’s podcast, please rate the show and leave a brief review on Apple Podcasts.
Books Mentioned in this Episode:
Let’s Get Real or Let’s Not Play by Mahan Khalsa (the 1st Edition from 1999, beige paperback is Mike’s choice)
Baseline Selling by Dave Kurlan
The Lost Art of Closing by Anthony Iannarino
This Star Sales Leader Drives Growth with Smart Focus, Accountability, and Compensation
You will be challenged by this fast-paced conversation between Mike and his special guest, Nick Hejna, who serves as Executive Vice President and National Sales Leader for AssuredPartners, one of the largest and fastest growing insurance brokers in the U.S.
Mike has tremendous respect for Nick as someone who not only gets sales leadership at the highest level, but who also preaches and demonstrates the importance of sales process on a daily basis.
In Part 1 of this interview, Nick and Mike discuss…
Why focus is critical for a successful new business development focused sales attack That specialists often sell exponentially more than generalists The reality that it takes more activity to build a book of business than most new producers grasp and why managers must hold people accountable for opportunity creation and activity against target accounts How the “pushing the snowball up the hill” pays huge dividends once you reach the peak and have momentum and gravity on your side Creating hunger and reducing complacency with smart compensation plans that reward developing net new business more than babysitting and renewing existing clients Nick also shares the three non-negotiables he sees in every top-producer:
They Own Their Calendar They Deploy a Compelling Sales Story They’re Laser Focused on the Pipeline (and target accounts)
Books mentioned in this episode:
New Sales. Simplified. by Mike Weinberg
Inked by Jeb Blount
My favorite podcast for sales leaders
Mike has supported our sales team over the years and is a great resource
If you’re new to sales or sales management this podcast and Mike’s books are for you. Thinking that sales is the gift of gab will get you no where…build your fundamentals and the sky’s the limit, if you do the work. Consistency is the key to your learning.