The Sales Management. Simplified. Podcast with Mike Weinberg

Latest Episodes:

How to Lead Sales Team Meetings That Energize and Equip Your Salespeople Dec 02, 2022

Show notes

Sales team meetings don't have to be drudgery for the sales leader or salespeople, and they shouldn't be painful and unproductive either!

In Episode 43, Mike…

Reminds leaders of the purpose and impact of great team meetings
Rants about the most common sales meeting sins
Challenges sales managers that if you cannot answer this question with an emphatic "yes" then something needs to change quickly: Do your salespeople leave sales team meetings with more energy and better equipped to sell than when the meeting began?
Unpacks several suggested agenda topics that will radically increase the impact of your team meetings
Reveals the secret to turn "role play" from something awkward and cringeworthy into the important practice session it should be

Take a listen and learn to "give the work away," create more interaction and more value for your salespeople so they leave team meetings more energized and better equipped to sell than ever.

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JUST ANNOUNCED – TWO EARLY 2023 DEVELOPMENT OPPORTUNITIES FOR SALES LEADERS

Supercharge Your Sales Leadership events are back and the first one is scheduled for February 28 at the Porsche Experience Center adjacent to Atlanta Airport. Join 50 driven sales leader colleagues and Mike for this powerful 1-day intensive or 2-day VIP experience. INFO & REGISTER at mikeweinberg.com/atlanta2023

The first Sales Leadership Coaching Cohort of 2023 will start in late January. This comprehensive 6-month program is limited to 12 sales leaders. If you are ready to maximize your effectiveness as a sales leader and your team's results, and would benefit from coaching, community, care, and proven, powerful content, get more info and schedule an exploratory conversation at mikeweinberg.com/cohortinfo

Unpacking the 5 Foundational Keys to Winning More New Sales Nov 16, 2022

Show notes

The feedback and appreciation for Mike's recent special web session: "Boom Times or Bust - The 5 Keys to Winning More New Sales" has been so positive, it prompted him to share the full recording with podcast listeners.

In this audio recording, Mike…

Explains what he is seeing that prompted him to offer this session
Cautions sellers and sales leaders to beware of fads and bandwagon jumpers in the sales improvement space
Shares his confusion about a giant company that asked him to propose a virtual selling training program
Unpacks five foundational keys for a successful new business development focused sales attack (regardless of economic conditions)
Announces the once-per-year limited offer for the New Sales. Simplified. Video Coaching Series

If you prefer to watch the video recording (which incorporates the slides Mike used for the special web session), visit the episode page: mikeweinberg.com/episode42

And if you would like to set yourself or your sales team up to maximize sales in 2023, take advantage of the limited-time offer on the New Sales. Simplified. Video Coaching Series (including special packages for sales leaders who purchase access for their teams).

3 Prospecting Tips to Overcome Resistance and Secure More Meetings Nov 03, 2022

Show notes

While waiting for a connecting flight at Chicago O'Hare last week, Mike dialed in for an impromptu Q&A session with a sales team going through the New Sales. Simplified. Video Coaching Series. That Q&A evolved into an impactful coaching conversation around overcoming a prospect's resistance to meeting in-person.

In this episode, Mike recaps three powerful tips for securing the meeting after the contact resists the salesperson's initial request to meet. He also spends a few minutes thanking the sales community for supporting New Sales. Simplified. and celebrating its 10 years as a bestseller.

Most importantly, Mike invites listeners to a special free web session on November 10th. Join him for…

BOOM OR BUST, THE 5 KEYS TO WINNING MORE NEW SALES

Amidst all the confusion and concern around the changing business climate… Mike wants to remind sellers and sales leaders of the five simple keys for a successful new business development focused sales attack. Regardless of whether we're panicking from a pandemic, struggling with supply chain shortages, or now facing headwinds as we potentially head into a recession, the fundamentals for WINNING MORE NEW SALES remain the same.

Links:

New Sales. Simplified.

Selling in a Crisis

Selling In A Crisis Oct 27, 2022

Show notes

While observing the launch of Jeb Blount's brand new bestseller, Mike sensed something different. Just seeing the fun Jeb was having promoting Selling in a Crisis, and enjoying the excited reaction from so many sellers and sales influencers, Mike texted Jeb with a crazy question:

"Jeb, I'm seeing the reaction to the book from sellers and influencers. The timing is absolutely perfect as my client sales teams are preparing to sell into strong headwinds next year. The community needs this book. Do you think it's possible that Selling in a Crisis could be even bigger than Fanatical Prospecting?"

That text led to a phone call which led to this wide ranging conversation. In Episode 40, Mike has Jeb share his take on the "State of Sales," what we learned selling through the pandemic, dealing with supply chain challenges and passing along price increases, and now how we must prepare to sell in a very different business climate than we've experienced in the past fifteen years.

Books Mentioned in this Episode:

Selling in a Crisis

Selling the Price Increase

New Sales. Simplified.

Underperformers Should Leave the 1:1 Manager-Salesperson Accountability Meeting with an Uncomfortable Feeling Oct 06, 2022

Show notes

Mike provoked the sales leaders gathered at the Sales Execution Simplified event in London with this statement that generated a healthy dialogue in the room:

Struggling salespeople (who are neither hitting their sales numbers nor maintaining a healthy pipeline) should have a feeling of discomfort as they leave their 1:1 accountability meeting!

In this short episode recorded in Belfast, Mike shares highlights from his trip to the UK during the historic week following the death of Her Majesty The Queen, and regarding the all important 1:1 regular manager-salesperson accountability meeting, he reminds sales leaders that…

- this meeting is most effective when kept short and focused on thing - accountability

- should be completely fact/data-based and not based on feelings

- the impact of these critical sessions gets diluted when managers pivot from accountability to coaching

- we actually seek to create discomfort for underperforming salespeople

- if sellers are falling short of their sales goals and their pipelines are weak (not enough total coverage, not enough new opportunities being created, not enough existing opportunities being advanced) then we do not want them walking away thinking everything is fine

- while we should be coaching and encouraging our struggling salespeople, we should NOT be doing that in our regular, brief accountability meeting

Part 2 with Drew: The Attitude, Approach & Actions as This Sales Leader Built His Winning Team & Culture Sep 22, 2022

Show notes

Episode 38 is a must listen for every sales leader - veteran, new, or aspiring.

Mike continues the powerful conversation with super impressive new sales leader Drew Ellis as they cover Drew's transition from top-producing individual contributor into leadership.

Hear how Drew…

Built frameworks for leading his team before he even had the job
Hired for culture, grit, and fit
Was secure enough to bring people onto his team better than himself
Implemented disciplines around proactive new business development and sales process
Stressed the importance of "first dates" and continually filling the top of funnel
Adapted Mike's "Accountability Framework" (results, pipeline, activity) for his new team
Stays sharp and motivated

If you missed the first half of Mike's conversation with Drew, listen at mikeweinberg.com/episode37

Please leave a review on Apple Podcasts (or wherever you listen) if you were inspired by this dialogue and received value from this episode.

Drew Ellis on Linkedin

This Super Impressive Sales Leader Became "Thick as Thieves" and a True Trusted Advisor to Win Career Defining Deals Sep 13, 2022

Show notes

In this powerful episode Mike hosts impressive sales leader Drew Ellis, a mid-market vice president for SAP. Drew is the very first guest whom Mike did not know personally to be invited on the show. Their new relationship started with a LinkedIn message thanking Mike for Sales Management. Simplified. The online dialogue led to a Zoom meeting where Drew shared the trajectory of his sales, and now sales management, career. Mike was so blown away by Drew's sales acumen and passion for sales leadership and excellence that he asked Drew to come on the podcast.

In Part One of this conversation hear how Drew became a sales rock star during the Great Recession of 2008-2009 which opened new doors and opportunities. Listen to Drew share how his career progressed and his secret to becoming a true trusted advisor (and "thick as thieves") with your most important customers!

This episode is not just for leaders and is a great dialogue to share with your sales team members as well.

Drew Ellis on Linkedin

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SUPERCHARGE YOUR SALES LEADERSHIP - ONLY 4 SPOTS REMAINING!

The upcoming October 11th event at the Porsche Experience Center was sold out but one group had to shift to the November session which opened up four spots. If you are looking to radically increase your sales management effectiveness in a one-day intensive with Mike and 50 hungry, energized sales leaders, get more info here on the premium venue (Porsche Experience Center Atlanta), packed agenda, and powerful outcomes from attending.

1st Round MLB Pick Shares Life & Leadership Lessons: From Pro Baseball to Successful Sales Pro Aug 24, 2022

Show notes

Special guest, former Major League Baseball first round draft pick, Jacob Turner, and Mike talk about the discipline, determination, and desire required to succeed at the highest in level of sports and sales. Hear Jacob's journey from high school standout, to "bonus baby" (signing a $5,000,000+ contract at 18 years old) through the ups, downs, and disappointments of his MLB career to his transformation into a successful, confident sales professional and strategic wealth advisor.

Enjoy Jacob's evolution from an admittedly "anti-sales" person to someone who has embraced the role and profession of selling to become a trusted advisor, value-creator and consultant. Speaking directly, Jacob shares how much he initially hated the word sales, how bad he was when he started, and the process he followed to drastically improve (building on the New Sales. Simplified. framework).

Hear how Jacob has applied Max Scherzer's pitching advice that "confidence is a choice" to selling, and how he has experienced first-hand that owning your sales process breeds confidence and drives success!

Links:

Jacob Turner on LinkedIn

JL Strategic Wealth

New Sales. Simplified (book) and (video course)

How to Keep and Maximize the Performance of Your Very Best Salespeople Aug 11, 2022

Show notes

"Papa Mike" welcomes listeners back from the podcast's unplanned summer break with big personal news, a brief business update, and tips for tackling one of today's biggest sales leadership challenges.

In Episode 35, Mike continues his review of The Four R's of Smart Talent Management…

1. Right People in the Right Roles (hunters and zookeepers - Episode 34)

2. Retain and Maximize the Performance of Top-Producers

3. Remediate or Replace Underperformers (coach-up or coach-out)

4. Recruit

...Diving into the second 'R' - with practical, powerful, and counterintuitive suggestions for how to not only keep your best people in this tough labor market, but how to help them produce at even higher levels.

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Upcoming Live, One-Day Intensive Sales Leadership Events with Mike:

London, September 14: Sales Execution Simplified

Atlanta, October 11 and November 2: Supercharge Your Sales Leadership

Can You Coerce, Coach & Compensate Zookeeper Wired Salespeople to Successfully Hunt for New Business? Jul 14, 2022

Show notes

In this episode Mike tackles the first of the Four R's of Smart Sales Talent Management: Right People in the Right Roles and he introduces the concept of zookeeper-wired sellers.

So many sales leaders live in perpetual frustration that their overly relational, account management minded salespeople will not hunt for new business. These "zookeepers" are wonderful people who live to keep the peace, enhance relationships, put out customer service fires, and service existing accounts, but most absolutely hate the conflict, risk, and rejection that accompanies hunting for new business.

Prepare to be challenged as Mike asks if it is possible to coerce, coach, and compensate zookeepers to become successful hunters. He also turns conventional wisdom on its head by making the case that even the most successful "account managers" who consistently penetrate and grow revenue within existing accounts actually behave more like proactive hunters than reactive farmers/zookeepers.

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Join Mike on either July 19th or 21st for a special session where he will offer 4 Practical Fixes for the Biggest Challenges Facing Sales Leaders Right Now. Sign up at https://mikeweinberg.com/4practicalfixes/

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