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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

29:23

STILL the Same "Not-So-Sweet 16" Common Reasons...

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

2025/10/30

In this episode, Mike ties together observations from his past month's work with sales leaders and sales teams in a variety of industries — all of whom seem to be struggling with the same challenges. Reviewing these "common reasons" salespeople are not winning new business at the desired rate prompted Mike to get in the way-back machine and pull out the tried-and-true list from Chapter 2 in his first book, New Sales. Simplified. If your salespeople are not creating, advancing, and closing as much

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35:19

The Fastest Way to Increase Sales: Mike’s Favorite...

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

2025/10/15

In Episode 98, Mike excitedly reveals something he’s been teasing for several months. Listen in as he hosts his former client, dear friend from Ireland, and now partner, Fergal O’Carroll. After 35 successful years in sales and sales leadership, Fergal launched Supercharge Your Sales Velocity in 2024 with the mission of empowering sales teams to drive MORE OPPORTUNITIES, BIGGER DEALS, & FASTER WINS. Among his many passions, Fergal was an early adopter of generative AI, and he is the catalyst behind

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33:42

The First Meeting Differentiator

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

2025/09/30

Episode 97 addresses one of Mike’s hot-button topics: structuring and conducting effective early-stage sales calls. As he often bemoans when leading workshops, salespeople have to work so stinking hard today to secure an initial meeting with a target prospect, and then they show up and miss the mark by conducting completely ineffective meetings. If your (or your team’s) sales calls could use a boost, dive into this compelling interview with sales differentiation expert, Lee Salz, who crafted a

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29:40

Intense Focus on Accountability + Strategic Targeting...

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

2025/08/07

Mike went right from leading a virtual sales management workshop into recording this episode while he was still fired up from tackling two critical, yet often overlooked, sales management functions…. 1. Accountability for results, pipeline health, and activity (when necessary) 2. Strategic targeting of accounts Listen in as Mike shares exactly what he reviewed with this favorite client’s sales leaders. LAST CALL for the LAST Supercharge Your Sales Leadership Event of 2025! There are five

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28:57

The Life-Changing Impact of an Intentional Leader...

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

2025/07/08

Feedback from Jeff Hancher's story in Episode 94 of how a sales manager powerfully impacted his life compelled Mike to focus again on...The Life-Changing Impact of an Intentional Leader. After receiving so many stories from listeners about leaders who changed the trajectory of their lives, Mike shares a few of his own — highlighting the intentional investment others made in him that left a lasting impact — along with a reminder from Chapter 9 in his latest book: Managers (particularly sales

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36:25

Sales Leader Extraordinaire Shares His Journey from...

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

2025/06/17

Episode 94 is a special one for several reasons, not the least of which is that it’s the first show where the guest made Mike cry! You will be challenged listening to this interview with Mike’s friend, sales executive extraordinaire and leadership guru Jeff Hancher, who shares his personal journey from pain and poverty to powerful purpose. Jeff’s story of resilience and how sales changed the trajectory of his life will remind many listeners of why we got into the sales profession in the first

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Sales Leader Extraordinaire Shares His Journey from...

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

2025/06/17

Episode 94 is a special one for several reasons, not the least of which is that it’s the first show where the guest made Mike cry! You will be challenged listening to this interview with Mike’s friend, sales executive extraordinaire and leadership guru Jeff Hancher, who shares his personal journey from pain and poverty to powerful purpose. Jeff’s story of resilience and how sales changed the trajectory of his life will remind many listeners of why we got into the sales profession in the first

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43:45

How an Enterprise Sales Rockstar Sounds, Thinks,...

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

2025/06/05

Today’s special guest, Ahson Wardak, made such an impression at a recent Supercharge Your Sales Leadership event that Mike had to have him on the show! Ahson was recently promoted to regional vice president after an incredible run as a top-performing individual contributor. Listen in to hear what a true large account, large deal sales rockstar sounds like. Enjoy Ahson’s contrarian take on the widely accepted sales adage that "people buy from people they like” and pay particular attention how he

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31:46

2 Sales Management Tips and Why Southwest Airlines...

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

2025/05/14

In Episode 92 Mike doesn’t hold back sharing two takeaways from a recent multi-day speaking and sales training engagement in Las Vegas and then he absolutely unloads on the recent changes at Southwest Airlines. RESOURCES MENTIONED IN THIS EPISODE: Southwest Airlines Spirit Magazine Freedom Story featuring Mike The Upcoming September 2025 Supercharge Your Sales Leadership Event New Sales. Simplified. Chapter 14 - Planning & Executing the New Business Development Sales Attack This episode is

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35:07

Perspective Is Everything (In Life and Sales)

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

2025/04/10

In Episode 91 Mike unpacks two recent personal experiences and one seller/buyer “conflict” to demonstrate that PERSPECTIVE IS EVERYTHING! RESOURCES MENTIONED IN THIS EPISODE: The Micah Project Honduras The June 3 Supercharge Your Sales Leadership event ______________________________________ This episode is sponsored by Pursuit Sales Solutions. If you are looking for help adding A-player talent to your team, contact Mike’s friends at pursuitsalessolutions.com/weinberg

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30:07

Three Tweaks That Produced a Transformation

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

2025/03/26

The response to “Hannah the Hunter” sharing the simple tweaks she made to transform her results in the previous episode was so overwhelming (30% more listens/downloads in the first week after release than any other episode), Mike was compelled to dedicate Episode 90 to further unpacking the sales gems Hannah so beautifully articulated. Listen in as Mike shares his take (and takeaways) on these three critical areas where Hannah’s slight adjustments produced outsized results: Better Mindset (and

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41:28

How “Hannah the Hunter” Achieved a Blowout Year and...

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

2025/03/05

2024 was record sales year for Hannah Romell… And this an episode like no other! “Hannah the Hunter” (as she refers to herself) is the first person Mike has hosted not having spoken to the guest before the show. She got his attention with a LinkedIn post sharing her gratitude and excitement about her breakout year. Tune in to hear firsthand how Hannah adopted a handful of simple, yet transformational, changes following a New Sales. Simplified. workshop that made a world of difference: How

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40:14

Is Sales Compensation Aligned with Strategy and...

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

2025/02/17

By popular demand, Greg Stanley returns for Episode 88. Greg was recently featured in Episode 85 where he and Mike covered a variety of topics but barely scratched the surface on compensation plans. The feedback was so positive from that conversation with many listeners specifically requesting a full episode dedicated solely to sales comp, Mike got him back on the show as quickly as possible. While Mike has been quite outspoken (in Chapter 10 in Sales Management. Simplified. and Episode 54) about

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35:45

Identify & Eliminate Time Draculas. Become More...

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

2025/02/03

In this first episode of 2025, Mike is simple and straight forward tackling one of the biggest obstacles to sales success that he is currently seeing — sales managers, salespeople, and entire sales teams who have lost sight of their primary job and lost focus on WINNING NEW SALES! Too many sellers and leaders are engaging in tension-relieving activities instead of goal-achieving activities. They’re busy but not productive. They’re distracted by lower-payoff tasks and not prioritizing the only three

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01:04:07

8 Sales Management Takeaways from the Past Year and 3...

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

2024/12/31

Episode 86 is packed with several of Mike’s biggest takeaways from his work in 2024. Buckle up as he unleashes blunt observations touching on various topics including… C-Suite and corporate executives who’ve completely lost sight of the sales manager’s primary job How the “slowdown” and having to sell into economic headwinds has exposed a significant number of salespeople (who thrived “fulfilling demand” when business was dropped in their laps) lack the propensity and ability to “create demand”

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46:27

Revenue “Attribution” vs “Contribution” and Why...

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

2024/12/11

Episode 85 features a unique conversation between Mike and his friend, Greg Stanley, who specializes in helping small and medium-sized companies unlock growth potential by optimizing their revenue function and increasing valuation. Greg founded Accelerant Consultants after a long, successful stint at one of the Big 4 firms. This dialogue touches on foundational sales management topics including getting the right people in the right jobs, ensuring that the sales deployment model aligns with the

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31:13

A Big Picture Diagnostic: 5 Reasons Your Sales Team...

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

2024/11/25

Episode 84 was inspired by a recent discovery meeting between Mike and a smaller company looking for his help to take their new business development game to a new level. During the conversation, Mike shared his simple “Buckets of Blame” framework to help these executives get a big picture 30,000-foot view of five potential obstacles that may be preventing their sales team from bringing in new business at the desired rate – and to estimate the percentage of “blame” to attribute to each of the five

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43:29

Real World Dialogue on Why So Many Sales Leaders Feel...

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

2024/11/14

Mike is joined by sales management expert and coach (former golf pro and top-ranked salesperson), Matt Ferguson for a wide-ranging conversation covering…. The fact that almost every sales manager they know feels overwhelmed, overworked, under-appreciated and under-supported Almost 90% of sales leaders say they received ZERO training for their current role Why the transition from top-producing individual contributor into sales manager is so difficult How the phrase “you are who you hang out with” is

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40:18

5 Powerful Ways The Best (Sellers) Get Better

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

2024/10/30

This episode was inspired by a session Mike facilitated last week at a client’s award trip gathering where he challenged these “Pacesetters” by sharing… 5 Powerful Ways The Best Get Better. Mike recorded this episode believing it would not only benefit sales leaders but their teams as well, particularly those sellers looking to take their game to the next level and become perennial top producers. As you listen, be encouraged that there is no secret sauce or shortcut to staying on top or breaking

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21:17

The 3 Critical Elements to Create a Successful Sales...

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

2024/10/07

This episode was inspired by recent conversations between Mike and sales leaders at three different clients — all in very different industries, and all currently selling into some significant headwinds. Building off this powerful mantra that his dad often preached: "In good times we need to get our fair share of the business, but when things are tough we need to get an unfair share…" ...Mike unpacks the old school concept of creating a focused, intense, orchestrated sales blitz (or campaign) and

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