The Sales Management. Simplified. Podcast with Mike Weinberg Are Your Salespeople Crystal Clear on Their Mission, Targets, Offerings, and Rules of Engagement?
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Dec 3, 2025 Explore the vital importance of clarity in sales leadership. Discover how inadequate direction can be a sales sin that hinders success. Hear gripping stories of navigating procurement challenges and the need for integrity in sales. Mike emphasizes targeting the right customers over chasing convenience. He advocates for collaborative engagement over rigid proposals, urging sellers to clarify their offerings and rules of engagement. Finally, he challenges leaders to ensure their teams know the mission, targets, and sales process clearly.
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Clarity Beats Rogue Selling
- Lack of clarity from leadership causes salespeople to improvise strategy and waste time.
- Sales should execute a clear strategy, not invent it on the fly.
Own Your Sales Process
- Own and insist on your sales process; don't let prospects dictate it.
- Protect mutuality so you can both deliver the best outcome and maximize your chance to win.
Tossing The MSA Changed His Business
- Mike tossed a 32-page MSA and told procurement he was tapping out, then the SVP called apologizing.
- He later agreed to work if procurement stayed out, which changed how he sold thereafter.
