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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

32:09

Insecurity About Price and Ineffective Messaging...

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

2021/12/10

Mike pulls no punches wrapping up this mini-series covering the Ugly 8 Common Reasons Sellers Get Relegated to Vendor Status and Commoditized. Buckle up as Mike takes on salespeople who are either insecure about price or too quick to make it about price (Reason #7). The blunt #SalesTruth is that THE JOB of a professional salesperson is to justify the difference between our premium pricing and the lower price of a competitor. That. Is. Our. Job. Mike confronts sellers who whine that if their price

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28:48

Salespeople Who Act Like Obedient Order-Takers and...

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

2021/12/02

In Episode 19, we move into the second half of this mini-series tackling the very common (and ugly) reasons that salespeople and sales teams are not as effective as they could be – and, specifically, why they are not viewed like the pros, advisors, experts, consultants, and value-creators they so badly want to be. Buckle up for straight talk and blunt truth as Mike unpacks reasons 5 and 6 of the Ugly 8 reasons… WHY SELLERS GET VIEWED AS AMATEURS, RELEGATED TO VENDOR STATUS & COMMODITIZED: Reason #5

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38:31

Ineffective Sales Calls, Premature...

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

2021/11/23

In this installment of the Ugly 8 Reasons WHY SELLERS GET RELEGATED TO “VENDOR” STATUS & COMMODITIZED series, Mike challenges you to… Take a hard look at how you are executing what might be the most critical aspect of selling – The Sales Call and whether you are Presenting or Demo-ing PREMATURELY Evaluate the potential damage caused by conducting ineffective sales calls and committing sales malpractice by presenting before doing proper discovery work Consider that maybe the reason you don’t stand

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33:15

Why It’s Deadly When Sellers Are Late to the Party or...

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

2021/11/17

This series will help you identify which of the common Ugly 8 Sales Sins might be derailing your/your sales team’s sales effort and preventing potential clients from viewing you/your team members as the consultant, value creator, trusted advisor you so badly want to be. Be sure to download the free guide that accompanies this series from mikeweinberg.com/ugly8 In this hard-hitting episode, Mike holds up a mirror for you and explores the first two UGLY 8 Reasons WHY SELLERS GET RELEGATED TO “VENDOR”

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22:16

WHY Your Salespeople Get Viewed as Amateurs,...

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

2021/11/04

This brief series kickoff episode is classic Weinberg with simple, blunt observations about what works and what doesn’t when it comes to developing new business. In introducing this series, Mike comes out swinging to set the stage for tackling one of the biggest challenges facing salespeople and sales teams today - getting downgraded in the customer’s eyes and perceived as just a “vendor” instead of the value-creator, consultant, professional problem-solver, and trusted advisor we so badly want

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46:14

How a Great Sales Leader Develops People, Drives...

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

2021/10/14

Mike has tremendous admiration and respect for this episode’s guest and is convinced that Kurt Cushing loves his job more than any other big company sales leader he knows! Enjoy this energizing conversation and Mike’s excitement hosting this sales director extraordinaire as they tackle a range of sales leadership topics including: How creating and maintaining a healthy sales culture starts with recruiting and selection Why we should never settle when hiring for a sales role The massive pivot from

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38:27

Smart Sales Enablement Is About Much More than Tech...

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

2021/09/28

“Sales Enablement” has become one of most popular (overused and misunderstood) terms in the sales world today. Mike jokes in Chapter 2 of Sales Truth that as trendy as it is to wax eloquently about enabling sales teams, it is hard to find three people who can agree exactly what that even means. In this revealing episode Mike hosts Mike Kunkle, a respected sales transformation architect and an internationally-recognized expert on sales training, sales effectiveness, and sales enablement, and author

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30:37

Game Changing Lessons for Sales Leaders from My...

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

2021/08/06

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

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37:12

Ask Sales Candidates These 7 Intriguing Questions to...

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

2021/07/19

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

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34:14

Are You the Hero or the Hero-Maker of Your Sales Team?

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

2021/06/24

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

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50:09

Wisdom from a Talented Sales Leader Who Became a...

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

2021/06/05

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

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38:26

The 1:1 Accountability Meeting - The Single...

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

2021/05/04

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

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45:35

This Strong, Strategic Senior Exec Will Stretch You...

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

2021/04/14

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

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42:22

An Intriguing Take on Sales Management Priorities...

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

2021/03/24

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

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51:23

6 Practical Tips to Power-Up Your Prospecting

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

2021/02/22

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

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52:09

Jeb Blount on the Positives & Perils Leading Sales...

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

2021/01/22

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

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24:17

Inspired by Current Events: Leading & Selling with...

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

2020/12/28

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

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49:56

How a Top-Producer Prospects, Owns Sales Process,...

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

2020/12/09

If you’ve ever wanted to hear what a perennial top-producing, true-blue, legit A-Player salesperson sounds like, this is your chance! Dominic Testo joins me for Episode 3, and after listening to us talk sales, you are going to ask me to bring Dominic and other A-Players back for more. In this gripping conversation where we cover topics ranging from positivity to prospecting to sales process to procurement to profitability, Dominic shares how a top-producing sales hunter sees himself, his role, his

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43:17

This Sales Leader Transformed Her Team with Smart...

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

2020/11/04

While many sales leaders talk about increasing accountability and better defining sales roles, this one demonstrated the courage and commitment to actually do it! Listen to how this CRO beat the odds and COVID, and transformed her team with these two key sales management initiatives: 1. Creating a clear distinction between sales hunters charged with acquiring new business and account managers charged with maintaining and growing existing relationships 2. Significantly ramping up accountability

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18:39

Introduction: Sales Leaders, YOU are the Key!

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

2020/11/03

If you’re ready to increase sales management effectiveness and lead a winning, energized sales team that consistently brings in new business, then The Sales Management. Simplified. Podcast is for you. In this premier episode, three-time bestselling author and sales management expert Mike Weinberg shares why he created this show exclusively for sales leaders and the hallmarks that will set The Sales Management. Simplified. Podcast apart. Sales executives and sales managers are the key — the key to

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100 results

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