The Sales Management. Simplified. Podcast with Mike Weinberg

Latest Episodes:

Game Changing Lessons for Sales Leaders from My World-Class Golf Coach Aug 06, 2021

Show notes

This episode unpacks four very specific, intentional things Mike's world-class golf coach did WITH him (and for him) that anyone in a leadership role, particularly in sales management, should be doing with their people:

Prepare
Model
Coach
Debrief and Envision

The on-course session/lesson and powerful post-round debrief and dinner conversation radically increased Mike's confidence, approach, and ability to execute. The initial blog post and email where Mike shared this experience generated so many requests for more details that he was inspired to share the full story in this episode.

This coaching experience transformed Mike's golf game. Sales leaders, the example set by Mike's coach translates perfectly to sales and sales management. Imagine the increase in sales effectiveness (and results) if sales managers would do for their salespeople what Mike's coach did for him. Never underestimate the impact of working WITH your people!

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Upcoming free online group teaching and Q&A sessions for sales leaders who subscribe for email notifications of new episodes. The first session, only for Sales Management. Simplified. Podcast email subscribers, is August 13th at 1:00pm Eastern, Noon Central US Time.

Ask Sales Candidates These 7 Intriguing Questions to Upgrade Your Interviews Jul 19, 2021

Show notes

This episode will help sales leaders radically increase effectiveness when interviewing potential sales hires and offers powerful perspective to help candidates prepare for a proper interview. Mike was inspired to tackle this topic because in several recent Sales Management. Simplified. workshops sales leaders expressed frustration about ineffective interviews and being duped by candidates who interviewed well but did not deliver once hired. Hear about...

Common interview mistakes many sales managers make
The importance of viewing the interview like an actual sales call
Examples of recent awesome and awful interviews
How to get past surface answers and window-dressing to expose the true experience and skills of the candidate
Mike's current seven favorite interview questions
How to observe the candidate's real-life sales ability as the interview nears conclusion

Whether you're the interviewer or interviewee, take a listen to take your interviewing game to an entirely new level! * Managers and sales execs: come spend a full-day with Mike to Supercharge Your Sales Leadership and maximize results for the second-half of 2021! Three options. Major cities. Premium venues. Packed agenda. Powerful interaction. Proven content. Group packages available. mikeweinberg.com/events

Are You the Hero or the Hero-Maker of Your Sales Team? Jun 24, 2021

Show notes

In the episode Mike confronts sales leaders with this very straightforward question:

Are you the hero of your sales team or are you the hero-maker?

While the question is simple, its answer has enormous implications.

This topic is one of the most prevalent sales leadership issues today – one that not only damages culture, diminishes results, and derails careers, but it's also a reason so many sales leaders are maxed out and exhausted.

Prepare to be challenged as Mike doesn't pull punches walking listeners through this four-part outline:

WHY: the common reasons sales leaders tend to play the hero
HOW/WHERE/WHEN hero-mode manifests itself
WHAT: the awful consequences that result when leaders default to playing hero instead of making heroes
HELP: simple fixes to help us refocus on leading and coaching instead of "doing"

During the episode Mike offers listeners this short, free Sales Leader: Hero or Hero-Maker? Self-Assessment. Get your copy here.

Wisdom from a Talented Sales Leader Who Became a Super Successful Senior Executive Jun 05, 2021

Show notes

In Episode 10 Mike hosts a super successful sales leader and executive, his friend Joe Tarulli.

Be encouraged and challenged as Joe shares the keys to his success along with the key inflection points in his career as he progressed from individual contributor to sales manager to sales development leader to senior executive.

Learn about the power of…

Taking an annual sabbatical from social media
Sales managers understanding that they win "through" their people
Focusing on making heroes of members of your sales team, not playing sales team hero
Sales managers driving amazing results from focusing on the highest-payoff sales management activities
A sales leader's simple and highly effective approach to quickly turning around a struggling business unit

Details have been finalized for all 3 venues for upcoming Supercharge Your Sales Leadership Events in the following cities:

Except for that awful last sentence "check out all the venues" everything is awesome.

For more info on these powerful events at premium venues, visit https://mikeweinberg.com/events

The 1:1 Accountability Meeting - The Single Highest-Impact Sales Management Activity May 04, 2021

Show notes

In the episode Mike shares his foolproof framework for conducting high-impact 1:1 sales manager – salesperson accountability meetings.

This one best practice, when mastered, will transform sales culture and results. And the best part? Sales leaders reduce complacency and radically increase accountability without being a jerk, demotivating, or micromanaging their teams!

Listen as Mike unpacks what he calls "The Sales Management Accountability Progression" - Results then Pipeline then Activity – and models the transformative approach he learned from his sales management mentor.

While it is certainly more trendy today to talk about sales coaching and sales enablement, Mike makes the strong case that this 10 to 15-minute per month 1:1 manager-salesperson accountability meeting is the single highest-payoff sales management activity.

Accountability is not a dirty word and there is nothing wrong, inappropriate, or politically incorrect with holding salespeople accountable for results, pipeline health, opportunity creation and advancement, and when necessary, activity. In fact, when this 1:1 meeting is conducted properly, (good) salespeople love it, and instead of dreading accountability conversations, you will actually look forward to them!

Exciting News: Mike unveils the dates and locations for Supercharge Your Sales Leadership events coming in the second-half of 2021: mikeweinberg.com/events

This Strong, Strategic Senior Exec Will Stretch You as a Sales Leader Apr 14, 2021

Show notes

No sales leader has pushed and challenged Mike as hard his guest for this powerful episode. Take a listen as Mike leans in with Dennis Sorenson – one of the strongest and most strategic senior executives with whom he's worked.

You'll be stretched as Dennis and Mike tackle…

The true role of a sales leader
The importance of dreaming big and asking, "what's possible?"
Why sales leaders should invest more time with their best people
How deep preparation is key for critical customer meetings and penetrating key accounts
How sales process and sales culture intersect
Sweating the details, leaning in, and getting your hands dirty
Strong advice for newly promoted sales leaders
Salespeople needing to focus on their primary job - selling
Why too many senior leaders and executives are distant and clueless

Mike also shares his excitement about resuming in-person Supercharge Your Sales Leadership Elite Events in the second half of 2021. Sign-up for more info at mikeweinberg.com/events.

An Intriguing Take on Sales Management Priorities with International Expert Tony Cross Mar 24, 2021

Show notes

In this wide-ranging conversation, Mike and international sales management expert Tony Cross discuss…

Their amusement that the sales leadership challenges around the globe are not just similar, they're identical
The importance of sales managers "managing up" in order to protect their time
The single most impactful way sales managers must spend their time
The sales manager's mission
What the very best managers did not change during the pandemic
The proper temperature of beer and Tony's favorite places to visit around the world

Tony Cross is the CEO of Growth Matters International, a firm focused on sales and sales management excellence that has worked with sales leaders in 35 countries. He is based in Johannesburg, South Africa.

During the episode, Mike had Tony unpack this powerful statement from his LinkedIn profile image:

"No training, or consulting, or technology will make a sustainable impact on sales unless you embed sales execution disciplines into the fabric of your business – through your sales managers."

6 Practical Tips to Power-Up Your Prospecting Feb 22, 2021

Show notes

Would you (or your sales team) like to secure more meetings with prospective customers?

Realizing that many newer alternatives to traditional prospecting are not delivering the promised results? Confused by supposed sales experts preaching that prospecting is dead and the telephone is no longer an effective sales tool? Ready to start creating more sales opportunities than ever?

In this episode, Mike Weinberg makes a strong case that the old-fashioned phone is still one of the most effective sales tools to deliver your message and secure a meeting or conversation with a strategically selected target account. Listen as he unpacks…

Six Proven, Practical Tips to Power-Up Your Prospecting:

Proper Attitude & Mindset
Pinpoint Focus
Precise Objective
Powerful Messaging
Pushing Past Resistance
Persistence & Perseverance

Mike tackles everything from getting your mind and motivation right before picking up the phone to providing his very best tips on how to respond when your prospect says "no" to your request for a meeting. He also shares why your prospecting messaging should be like an appetizer at a fine restaurant and offers this help if you're looking to sharpen YOUR SALES STORY: https://mikeweinberg.com/yss-special-offer/

Jeb Blount on the Positives & Perils Leading Sales Teams Through a Pandemic Jan 22, 2021

Show notes

Mike hosts Jeb Blount on Episode 5 of the Sales Management. Simplified. Podcast to discuss the positives and the perils of leading a sales team through the first pandemic of our lifetime.

Jeb is known as "the hardest working man in sales." He's a world-renowned speaker, CEO of Sales Gravy, a founder of the OutBound Sales Conference, and the prolific sales author of nine powerful books including the long-time bestseller, Fanatical Prospecting, and his latest blockbuster, Virtual Selling.

Jeb shares why the "State of the Sales Profession" is strong and that there is tremendous long-term benefit for sellers and sales leaders who've gone through the crucible of selling and managing during the Covid-19 pandemic. Mike and Jeb also discuss what the very best salespeople are doing today and the emotional toll that being locked down has had on many (particularly younger) salespeople.

Inspired by Current Events: Leading & Selling with Purpose, Passion & Pride Dec 28, 2020

Show notes

Recently I was so inspired and encouraged by a current event that I had to share my take with listeners knowing that you'll be inspired, too!

Sales Leaders: We've made it this far and we are going to make it to the "other side" of Covid-19! While the over-politicization of everything and the media's obsession with negative news casts what feels like a dark, depressing, deenergizing shadow, we can finally see light at the end of this bizarre tunnel (pandemic season).

Let me repeat. YOU and your team have made it this far and there are better and certainly easier days ahead! 2020 was long, hard, and challenging, and I know many of you and your sales teams are exhausted. But, NOW is not the time to take your foot off the gas, abandon ship, or abdicate your leadership role. Quite to the contrary, it's time for us to Lead and Sell with Purpose, Passion, and Pride.

This episode will get sales leaders' minds and hearts right to kick off the new year and offers you powerful tips to help your team do the same.

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