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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

52:21

Selling In A Crisis

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

2022/10/27

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

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18:25

Underperformers Should Leave the 1:1...

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

2022/10/06

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

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48:23

Part 2 with Drew: The Attitude, Approach & Actions...

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

2022/09/22

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

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31:07

This Super Impressive Sales Leader Became “Thick as...

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

2022/09/13

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

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57:56

1st Round MLB Pick Shares Life & Leadership Lessons:...

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

2022/08/24

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

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30:17

How to Keep and Maximize the Performance of Your Very...

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

2022/08/11

“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

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22:54

Can You Coerce, Coach & Compensate Zookeeper Wired...

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

2022/07/14

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

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31:52

Unpacking My Recent “Business Sentiment Whiplash” and...

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

2022/07/06

In the episode Mike talks about two recent experiences with great relevance for sales leaders. First, he shares his reaction to what he is calling “business sentiment whiplash.” In just a period of a few weeks it feels like business momentum and sentiment has shifted from boom to bust. Mike expresses his bewilderment that we so quickly pivoted from go, go, go, hire, hire, hire, spend, spend, spend to a posture of pessimism as job offers are being rescinded, conferences being postponed, and companies

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30:05

Great Sales Management Execution Produces...

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

2022/06/20

This may be Mike’s all-time favorite sales management conversation as he hosts his favorite international sales management experts, Tony Cross and Alan Versteeg. If you believe in the fundamentals and appreciate the blunt truth about sales, this episode is for you! Tony and Alan’s specialty is sales management execution, and triggered by Mike’s questions, they hold nothing back and provide more tweetable one-liners than you’ll be able to capture. Buckle up as these three make the strong case that

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38:47

How This Sales Superstar Thrived Through the...

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

2022/06/10

For Episode 31 Mike brings back sales superstar Dominic Testo for a command performance. Dominic was featured in the wildly popular Episode 3: How a Top Producer Prospects, Owns Sales Process, Beats Procurement & Drives Profit. Much has transpired in the past 18 months and Mike wanted sales leaders and salespeople alike to hear how Dominic has not only survived, but thrived through the pandemic, massive supply chain challenges, and passing on what feels like perpetual price increases. Hear how this

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12:01

4 Likely Reasons Your Sales Team Is Not Creating...

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

2022/06/02

These 12 minutes will very likely expose exactly why you (or your sales team’s) pipeline is not sufficiently full and why you (they) are not creating more new opportunities at the top of the funnel. Mike recorded this short, unscripted, unplanned episode immediately after wrapping up a 3-hour Sales Management. Simplified. workshop for a group of sales leaders who were sharing their frustration around pipeline health, and particularly about lack of new sales opportunities being created. Take a listen

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34:25

Leaders Occupy More Emotional & Mental Bandwidth in...

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

2022/05/17

In this unique episode, leaders are confronted with the weighty reality that they take up way more emotional and mental space in their people’s minds and hearts than they often recognize or appreciate. There is nothing mutually exclusive about maintaining a results-focused, kickass sales culture and simultaneously creating a community that cares for, supports, encourages, and values salespeople. In fact, the very best sales cultures and sales leaders balance accountability and empathy exceedingly

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39:13

How to Be a "One-Up" Sales Pro, Truly Consultative,...

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

2022/04/18

In episode 28 Mike hosts Anthony Iannarino, the man he often refers to as the smartest person in the sales improvement business and Mike’s #1 go-to sales guru. Anthony is on a mission to elevate the sales profession and is laser focused on helping sellers become truly consultative. His brand-new book, Elite Sales Strategies, show salespeople how to put themselves in a “One-Up” position where they approach prospects and clients from a position of authority and strength. In this powerful interview,

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29:04

The 5 Fundamental Focus Areas for a Successful Sales...

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

2022/03/23

Sales is simple. And so is the process of developing new business. Regardless how complex your business or marketplace, the fundamentals for executing a successful sales attack are not! With golf season around the corner, Mike, in his quest to improve his game, went old school and has been reading the classic book published in 1957, Ben Hogan’s Five Lessons: The Modern Fundamentals of Golf. He was blown away by two realties from this priceless book. First, how absolutely clear, basic, and simple

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33:06

Why the Phone Is Sexier than Ever and Puts a Person...

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

2022/02/28

If you or your team are charged with initiating sales conversations, creating new sales opportunities, and bringing in new business, then this cross-continent conversation is for you. This episode is like no other! Mike was actually the guest on the Deal Podcast hosted by Jiri Siklar, a top-producing senior account executive for AWS based in Europe. Mike was so blown away with his Jiri’s sales brilliance and his philosophy on prospecting that he turned the interview around, started asking questions

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28:18

A Foolproof Framework to Guarantee Consistent Deal...

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

2022/02/15

We ALL crave a full, healthy (fat), balanced, moving pipeline of sales opportunities! In this solo episode (for both sales leaders and individual contributors), Mike reviews why and how the top of the sales funnel so often gets ignored and offers his foolproof framework to ensure a healthy pipeline and consistent deal flow. Mike challenges sellers to stop defaulting to service mode and explains the dangerous consequences that result from sales hunters always working their hottest deals first

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30:02

Helping Salespeople Own Their Sales Process Is Also...

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

2022/01/28

Mike unequivocally declared that this episode (Part 2 of his interview with Nick Hejna) is The. Single. Best. conversation he’s ever had with a sales leader around sales process. Nick and Mike paint the clearest possible picture of why having, following, and owning a sales process is not only important for the seller, but is actually in THE BEST INTEREST OF THE PROSPECT/CLIENT! You’ll also be challenged to consider that the best sales leaders don’t play “hero” of their teams but focus on making

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35:13

This Star Sales Leader Drives Growth with Smart...

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

2022/01/21

You will be challenged by this fast-paced conversation between Mike and his special guest, Nick Hejna, who serves as Executive Vice President and National Sales Leader for AssuredPartners, one of the largest and fastest growing insurance brokers in the U.S. Mike has tremendous respect for Nick as someone who not only gets sales leadership at the highest level, but who also preaches and demonstrates the importance of sales process on a daily basis. In Part 1 of this interview, Nick and Mike discuss…

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42:29

Getting Our Sales Management Mindset & Motivation...

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

2021/12/30

In this Year-End/New Year’s episode Mike… …reflects back on his highlights and challenges of 2021, …reveals the “deflating” effect that Covid and current events have had on him personally, …shares what he’s working on and his own commitment to become more productive, and …challenges sales leaders with several questions to help get their minds and hearts in the right place heading into 2022. How will you take back control of your calendar, maximize time spent on the precious few high-payoff sales

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35:51

Selling Through Tough Times with Special Guest Paul...

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

2021/12/28

If we are being honest, most of us like it when things are easy…when the wind is at our back, when we’re on a hot streak, and being carried along by momentum. But unfortunately, that’s not reality – at least for the long-term. We all hit rough patches and end up having to sell or lead a team through tough times. Occasionally, these hard times are predictable, and we can see them coming over the horizon. And at other times, we are totally blindsided by a competitor, a disruptive change in the

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100 results

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