In this episode, insightful tweaks from a successful salesperson are unpacked. A positive mindset and ownership of the sales process are emphasized as game-changers. The significance of calendar control for better productivity is highlighted. The role of supportive management in facilitating breakthrough success is discussed, showcasing how encouragement and preparation can lead to impressive results. Finally, practical strategies for nurturing sales talent and fostering a high-performance culture are explored.
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insights INSIGHT
Sales: A Noble Pursuit
Adopt the mindset that sales is a noble profession, focused on helping customers succeed.
This shifts prospecting from being a bother to a rescue mission.
volunteer_activism ADVICE
Mindset Check
Evaluate your mindset towards yourself and prospects.
See yourself as a consultant and prospects as people you can help.
question_answer ANECDOTE
Hannah's Transformation
Hannah improved by owning her sales process, talking less, and probing more.
She lingered on questions, uncovering deeper needs before presenting solutions.
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Bob Rotella's "Putting Out of Your Mind" is a renowned book on sports psychology, specifically focusing on golf. It delves into the mental aspects of the game, emphasizing the importance of managing pressure and maintaining focus. Rotella uses anecdotes and case studies to illustrate his points, offering practical strategies for improving mental toughness. The book's principles are applicable beyond golf, offering valuable insights into managing pressure and achieving peak performance in any field. It's a must-read for athletes and anyone seeking to improve their mental game.
The First-Time Manager: Sales
Mike Weinberg
This book is part of the First-Time Manager Series, which has sold over 500,000 copies. It provides candid guidance on how to master the expanded responsibilities of a sales manager. Key topics include knowing your role, cultivating the manager mindset, leading your team, and creating a winning culture. The book helps new sales managers avoid common pitfalls and succeed in their new roles by adopting the right mindset and practices.
Sales Management. Simplified.
Mike Weinberg
L.J. Ganser
Mike Weinberg's "Sales Management Simplified" is a comprehensive guide for sales managers seeking to improve their team's performance and create a high-performing sales culture. The book delves into various aspects of sales management, including accountability, coaching, compensation, and recruiting. It offers practical strategies and frameworks to address common challenges faced by sales leaders. Weinberg's insights are based on his extensive experience working with sales teams and his understanding of the dynamics of sales organizations. The book is known for its straightforward approach and actionable advice, making it a valuable resource for sales managers at all levels.
New Sales. Simplified
S. Anthony Iannarino
Mike Weinberg
This book provides a proven formula for prospecting, developing, and closing deals. It covers strategies such as identifying genuine prospects, drafting a compelling sales story, using email, voicemail, and social media effectively, and structuring winning sales calls. With a no-nonsense approach and practical advice, the book helps sales professionals overcome common mistakes and build a successful business development strategy.
Sales Truth
Sales Truth
Mark Blount
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 motivation)
Better Ownership of Sales Process (particularly during sales calls, demos, and presentations)
Better Control of the Calendar
In addition, Mike challenges sales leaders with the examples Hannah shared about how her managers pushed her, challenged her, calmed her, encouraged her, prepared her, and practiced with her — all of which contributed to her breakthrough success.
RESOURCES MENTIONED IN THIS EPISODE:
The free guide with the fastest way to increase accountability, reduce complacency, and build a high-performance sales culture
The Sales Management. Simplified. Podcast with Mike Weinberg 
