The Sales Management. Simplified. Podcast with Mike Weinberg

Mike Weinberg
  • 4.9 (248)
  • 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. 1D AGO

    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

  2. JUN 5

    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

  3. MAY 14

    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

  4. APR 10

    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

  5. MAR 26

    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

  6. MAR 5

    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 Supercharge Your Sales Leadership full-day intensive 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

    41 min

  7. FEB 17

    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: Accelerant Consultants Greg on LinkedIn __________________________________ 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

    40 min

  8. FEB 3

    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: The #1 Reason Your Sales Team Is Not Bringing In More New Business The New Sales. Simplified. Video Coaching Series Chapter 14 in New Sales. Simplified. 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

    36 min
See All (93)

4.9
out of 5
248 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!

Information

You Might Also Like

To listen to explicit episodes, sign in.

Stay up to date with this show

Sign in or sign up to follow shows, save episodes, and get the latest updates.
Select a country or region

Africa, Middle East, and India

Asia Pacific

Europe

Latin America and the Caribbean

The United States and Canada