The Sales Management. Simplified. Podcast with Mike Weinberg

Mike Weinberg
  • 4.9 (237)
  • MANAGEMENT
  • UPDATED MONTHLY
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!

  1. 2 DAYS AGO

    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: New Sales. Simplified.: The Essential Handbook for Prospecting & New Business Development 2024’s Final Supercharge Your Sales Leadership Event:  https://mikeweinberg.com/atlanta2024/ _______________________________ 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

    21 min

  2. SEP 12

    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: https://sellinginaposttrustworld.com/ Text the word Trust to 21000 ____________________________________ 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

    43 min

  3. AUG 29

    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:  Why the Phone Is Sexier than Ever and Puts a Person Behind the Prospecting The Next Supercharge Your Sales Leadership Event (with available seats) New Sales. Simplified. (the book) _____________________________ 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

    22 min

  4. AUG 13

    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: mikeweinberg.com/atlanta2024 ________________________________ 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

  5. JUL 31

    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 Pursuit Sales Solutions. If you are looking for help adding A-player talent to your team, contact Mike’s friends at pursuitsalessolutions.com/weinberg

    51 min

  6. JUL 18

    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 Pursuit Sales Solutions. If you are looking for help adding A-player talent to your team, contact Mike’s friends at pursuitsalessolutions.com/weinberg

    29 min

  7. JUN 11

    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 Sales Management Foundations Virtual Workshop Series LinkedIn Post announcing Mike’s sabbatical   Chapters 7 and 8 in New Sales. Simplified. Chapter 10 in Sales Truth Your Sales Story online course ______________________________ 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

    37 min

  8. MAY 29

    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: The Sales Management Foundations Virtual Workshop Series (get more info and register now for the June 24 launch) Episode 39: Underperformers Should Leave the 1:1 Manager-Salesperson Accountability Meeting with an Uncomfortable Feeling Supercharge Your Sales Leadership – October and November event info and register

    36 min
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4.9
out of 5
237 Ratings

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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