Identify & Eliminate Time Draculas. Become More Selfishly-Productive. Drive More Results.
Feb 3, 2025
The discussion kicks off with the importance of focusing on goal-oriented activities, with a strong push for time-blocking to enhance productivity. Listeners learn about 'Time Draculas'—those non-revenue tasks that drain energy and distract salespeople from closing deals. The conversation emphasizes the three key actions: Create, Advance, and Close. A practical success story highlights how one salesperson reclaimed valuable time and boosted sales by tackling a major Time Dracula. Strategies for effective time management among sales leaders are also discussed.
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insights INSIGHT
Tension vs. Goal-Achieving Activities
Many salespeople choose tension-relieving activities over goal-achieving ones.
This leads to busy work without actual results.
volunteer_activism ADVICE
The Three Key Sales Verbs
Focus on the three key sales verbs: create, advance, and close.
Prioritize these activities to drive meaningful results.
insights INSIGHT
Focus on Winning New Sales
The primary reason for underperformance in sales is the lack of focus on core sales activities.
Salespeople often get distracted by less important tasks.
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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 sales verbs that matter — Create. Advance. Close.
Listen in for a refresher on the power of time-blocking high-payoff activities and the importance of identifying and eliminating “Time Draculas” — those non-revenue generating, lower-value activities that suck an exorbitant amount of sellers’ time and energy and keep them from building pipeline and closing deals.
Mike concludes the episode with a helpful, practical example of a salesperson who experienced a major breakthrough simply by identifying and addressing one massive Time Dracula that was stealing his selling time.
The Sales Management. Simplified. Podcast with Mike Weinberg 
