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PODCAST

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

business management

All Episodes

33:56

The Massive Transition from Salesperson to Sales...

The Sales Management. Simplified. Podcast with Mike... ·

2023/09/25

While preparing to kick off a new engagement to help selling-sales leaders (player/coaches who are both producers and team leaders) increase sales management effectiveness, it hit Mike that the challenges these leaders face on a daily basis are almost identical to what new managers face when transitioning from individual contributor roles into team leaders. In this episode, Mike unpacks three big adjustments that first-time managers must successfully navigate… Shifting from being “responsible for

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27:47

It Took 34 Years to Create This and It’s My Best Work...

The Sales Management. Simplified. Podcast with Mike... ·

2023/09/06

This is an episode like no other. It’s launch day for Mike’s new book and you can hear the excitement in his voice! Proclaiming with a smile that this book took 34 years to write, he remarks how odd it sounded hearing these words come out of his mouth in a recent interview: “This is my very best book.” Unprepared for the interviewer’s follow-up asking why he felt this way, Mike gave this unrehearsed, honest answer: “With no disrespect to Sales Management. Simplified. (because that’s the book that

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01:04:01

Check Your Ego. Don’t Play Hero. Prepare & Prioritize...

The Sales Management. Simplified. Podcast with Mike... ·

2023/08/30

Episode 58 kicks off an exciting series around the launch of Mike’s newest book! While the publisher asked Mike to write The First-Time Manager: Sales specifically for newer (and aspiring) managers, every. single. executive. who read an advance copy commented that it’s a must-read for experienced leaders too… Fresh perspectives and fresh stories from the field, along with simplified frameworks and uber-practical tips for everything from coaching, to addressing underperformance, connecting on a

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31:10

The #1 Reason Your Sales Team Is Not Bringing In More...

The Sales Management. Simplified. Podcast with Mike... ·

2023/08/23

As promised, in Episode 57 Mike wraps up the series on the Common Sales Leadership Sins Damaging Culture and Diminishing Results with a giant exclamation mark! Tune-in for the #1 reason salespeople and sales teams are not bringing in more new business and Mike’s strong words of warning for sales leaders who “allow” sellers to lose sight of their primary job (and some executives who actually “encourage” it). __________________________________ Reminder: The next Supercharge Your Sales Leadership

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36:35

Devastating Damage from Anti-Sales Cultures & Leaders...

The Sales Management. Simplified. Podcast with Mike... ·

2023/08/07

As we near the conclusion of this series covering common sales leadership sins, Mike tackles two biggies in Episode 56: Anti-Sales Cultures and Searching for the Secret Sauce. Years ago, Mike asked the CEO of the company with the healthiest sales culture he’d ever observed for his secret. This CEO replied, “Everything flows from culture” and went on to declare that their sales culture was, in fact, the company’s secret sauce. In this episode Mike reminds listeners that culture, particularly sales

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26:40

Collaborators or Sales Killers? Why It’s Insanity to...

The Sales Management. Simplified. Podcast with Mike... ·

2023/07/12

Continuing this series tackling common sales leadership sins, Mike challenges us to pull back the covers and take a hard look at ALL the things we are asking our salespeople to do. He also makes the strong case that it’s really hard to win big in sales management when you have the wrong people in the wrong roles. Beware: Mike does not hold back putting HR people and executives on the stand asking difficult questions about their flowery, feel-good job descriptions and what feels like an insatiable

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28:05

It’s Really Hard to Out-Manage a Stupid Sales...

The Sales Management. Simplified. Podcast with Mike... ·

2023/06/22

In Episode 54 Mike continues the series on Common Sales Leadership Sins, and this time he touches the “third rail” — compensation! If you have complacent salespeople, Mike argues that the very first place to look is at the compensation plan... And he claims to be the very first person to discover and publicly declare that the words COMPensation and COMPlacency start with the same four letters! As the sales leader, you may be the very best at selecting and developing talent, arming, equipping,

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37:56

The Dangers and Damage from Desk Jockey “Leadership”...

The Sales Management. Simplified. Podcast with Mike... ·

2023/06/04

In Episode 53 Mike resumes the series on Common Sales Leadership Sins by tackling two biggies: 1. Desk (and CRM/screen) Jockey Sales Management 2. Not coaching and mentoring salespeople Prepare to be challenged about your priorities as Mike asks you to open your calendars for a time (and gut) check on whether there is enough evidence to convict you of being a people-development-focused sales leader. Too many frontline sales leaders are cheating themselves of what should be one of the most

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39:36

Leading Through Turbulent Times + Mastering Social...

The Sales Management. Simplified. Podcast with Mike... ·

2023/05/01

In Episode 52 Mike takes a break from the current series on sales leadership sins to host fellow St. Louisan and sales rockstar, Carson Heady. Carson is a managing director in Microsoft’s US Health Solutions business and was a highly decorated, multi-year award winning salesperson and Microsoft’s Social Selling Lead prior to taking on his current leadership assignment. Carson self-describes as perpetual optimist, resourceful problem eliminator and an outcome driver! He’s also a podcast host and

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31:49

Management Takeaways from My Trip to the Masters &...

The Sales Management. Simplified. Podcast with Mike... ·

2023/04/24

This fun episode combines management takeaways from Mike’s first visit to Augusta National and the continuation of the current series covering sales leadership sins that damage culture and diminish results. Mike happily declares that the Masters lived up to all the hype and he shares a few observations processed through a sales and sales management lens… Overdeliver. Go the extra mile and give customers/prospects/patrons more than they expect Professionals prepare and practice – like professionals

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32:36

It’s Really Hard to Lead the Sales Team When You’re...

The Sales Management. Simplified. Podcast with Mike... ·

2023/04/05

In Episode 50, Mike vents his frustration about senior executives who have lost sight of the sales manager’s primary job as he continues this series tackling The Unlucky 13 Sales Leadership Sins That Damage Culture and Diminish Results. Sin #3: IT’S REALLY HARD TO LEAD THE SALES TEAM WHEN YOU’RE BURIED IN CRAP! Too many sales leaders are losing too much of their valuable time getting dragged into meetings, digging out from under an obscene amount of email, and being diverted and distracted from

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28:18

Losing this Deal Stung and Starting a New Series...

The Sales Management. Simplified. Podcast with Mike... ·

2023/03/21

Mike begins Episode 49 sharing the pain from a recent lost deal that he really wanted along with the lessons learned from the experience. He takes this opportunity to remind listeners of the importance of doing a post-mortem analysis and that winners take ownership of the outcome (exhibiting internal locus of control) instead of playing the victim and blaming others and circumstances when they lose. This episode also kicks off a new series reviewing The Unlucky 13 Sales Leadership Sins That Damage

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33:22

Artificial Intelligence Will Not Replace You and One...

The Sales Management. Simplified. Podcast with Mike... ·

2023/03/06

Mike recorded Episode 48 from a hotel during a crazy travel streak between sales kickoff meetings and the most recent Supercharge Your Sales Leadership Event. In this long overdue episode, Mike pokes fun at the "bandwagon jumpers" in the sales improvement space who are once again (looking for “likes” and “clicks”) predicting the death of sales, this time due to ChatGBT. He references this LinkedIn post where he expresses his skepticism and reminds sellers and sales leaders that these very same

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32:04

This Is the First Step in a Successful New Business...

The Sales Management. Simplified. Podcast with Mike... ·

2023/02/02

Mike is concerned that one month into the new year too many sales teams have not nailed down their strategic, finite target account lists. Too many supposed sales hunters are operating on autopilot while an abundance of account managers are simply doing the “milk run” in territory caretaker and maintenance mode! In Episode 47 Mike shares why Selecting Targets is the very first piece of his New Sales Driver Framework and he challenges sellers and sales leaders to declare which target accounts

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55:32

This Senior Leader Builds High-Performance Sales...

The Sales Management. Simplified. Podcast with Mike... ·

2023/01/10

Episode 46 features one of Mike’s all-time favorite senior sales executives. Dennis Sorenson is a seasoned global sales leader with a reputation for building high-performance teams. He currently serves as the Senior Vice President of Revenue and Sales at Alegeus and Mike claims that no client has stretched or challenged him more than Dennis. Listen as Dennis drops gem after gem offering… His sales management secret for effectively “managing up” and how to keep your executive boss from distracting

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42:28

Big Thanks, Brags & Beefs from an Amazing Year Plus...

The Sales Management. Simplified. Podcast with Mike... ·

2022/12/30

In Episode 45 Mike puts the wraps on 2022, shares highlights, stats, reflections, and frustrations from a fantastic year, while challenging sales leaders to… Celebrate significant victories Identify the time and energy “draculas” sucking the life out of them and stealing their passion and productivity Articulate two BIG business goals for 2023 and tie significant rewards to achieving those goals Become more selfishly productive by better time-blocking high-payoff sales management activities

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32:04

Motivation Matters. Reflect, Reset, Refocus to End &...

The Sales Management. Simplified. Podcast with Mike... ·

2022/12/20

Mike tackles two topics in Episode 44 inspired by sessions he led this past week. 1. Your Sellers’ “Why” and Motivation to Sell Matter — a lot Mike shares his dad’s powerful advice that has served as the foundation for his successful sales career. He also addresses the significant mental and emotional baggage that hinders hesitant sellers from proactively pursuing prospects, pushing past resistance, and persistently following-up. When we understand “why” we sell and view ourselves as professional

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42:44

How to Lead Sales Team Meetings That Energize and...

The Sales Management. Simplified. Podcast with Mike... ·

2022/12/02

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

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49:13

Unpacking the 5 Foundational Keys to Winning More New...

The Sales Management. Simplified. Podcast with Mike... ·

2022/11/16

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

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31:26

3 Prospecting Tips to Overcome Resistance and Secure...

The Sales Management. Simplified. Podcast with Mike... ·

2022/11/03

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

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100 results

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