The Sales Management. Simplified. Podcast with Mike Weinberg
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 truth, and powerful, practical techniques that will maximize sales management effectiveness and help your team WIN MORE NEW SALES!
Episodes
Mentioned books
Aug 7, 2025 • 30min
Intense Focus on Accountability + Strategic Targeting = Sales Lift
The host dives into the importance of accountability and strategic targeting in sales management. Recent insights from a workshop highlight how these elements can elevate sales performance. Anecdotes from a Nashville conference add a personal touch, including a collaboration to enhance sales narratives using AI. The conversation emphasizes the risks of complacency and the necessity of proactive business development in ensuring a healthy sales pipeline. Get ready for powerful strategies and motivational insights!
Jul 8, 2025 • 29min
The Life-Changing Impact of an Intentional Leader (and the End of Fantasy Land Sales Management)
The podcast explores the profound influence of intentional leadership through heartfelt stories of mentorship. Personal anecdotes illustrate how leaders can shape self-perception and personal growth. It emphasizes that emotional investment from managers is often underestimated. As the sales landscape shifts, the discussion urges a return to fundamental practices while moving away from wistful thinking about easier times. Embracing accountability and proactive behaviors is essential for fostering a culture of ownership within teams.
7 snips
Jun 17, 2025 • 36min
Sales Leader Extraordinaire Shares His Journey from Pain and Poverty to Powerful Purpose
In a heartfelt conversation, Jeff Hancher, a sales executive and leadership guru, shares his inspiring journey from a challenging upbringing to reaching powerful goals in sales. He emphasizes resilience and the transformative impact of genuine connections in leadership. Jeff discusses key leadership lessons from his book, "Firm Feedback in a Fragile World," focusing on balancing empathy with accountability. Highlighting the significance of critical conversations, he motivates leaders to foster winning cultures that enable growth and success. This episode is sure to inspire any sales leader!
18 snips
Jun 5, 2025 • 44min
How an Enterprise Sales Rockstar Sounds, Thinks, Behaves, and Balances Being Patient and Proactive
Ahson Wardak, recently promoted to regional vice president, shares his journey from top individual contributor to sales leader. He offers a refreshing take on the adage 'people buy from people they like,' emphasizing the necessity of trust over likability. Ahson discusses how he balances patience with proactivity in enterprise sales, the importance of engaging with clients' challenges, and the nuances of nurturing long-term relationships despite organizational complexities. His insights are a must-listen for anyone striving for success in the sales realm.
May 14, 2025 • 32min
2 Sales Management Tips and Why Southwest Airlines Should Take the Heart off Their Airplanes
The podcast dives into two crucial sales management takeaways from a recent training in Las Vegas. It discusses the importance of keeping sales teams focused on revenue by eliminating distractions. A passionate critique of Southwest Airlines reveals a worrying trend away from their core values, impacting customer trust. The host emphasizes the need for emotional connections in both sales teams and client relationships, urging leaders to nurture these bonds for success.
Apr 10, 2025 • 35min
Perspective Is Everything (In Life and Sales)
Explore how shifting your perspective can turn frustrations into opportunities, both in life and sales. Personal anecdotes highlight the transformation from self-pity to serving others. Delve into the complexities of sales and hiring, advocating for empathy and customized approaches. Hear about travel trials that inspire compassion and the importance of value in client interactions. Plus, get insights on balancing customer engagement and announcements about upcoming events that promise to electrify sales leadership.
Mar 26, 2025 • 30min
Three Tweaks That Produced a Transformation
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.
15 snips
Mar 5, 2025 • 41min
How “Hannah the Hunter” Achieved a Blowout Year and Breakthrough Sales Success
In this conversation, Hannah Romell, known as "Hannah the Hunter," shares her impressive achievement of surpassing sales goals with 167% of her quota. She attributes her success to transformative sales training that shifted her perception of sales as a noble profession. Topics include the importance of assertiveness, how she restructured her sales approach for better effectiveness, and her focus on vital sales actions: Create, Advance, and Close. Hannah's journey is an inspiring testament to the power of mindset and supportive management in sales.
17 snips
Feb 17, 2025 • 40min
Is Sales Compensation Aligned with Strategy and Driving the Desired Behavior and Results?
Greg Stanley, a sales compensation expert from Accelerant Consultants, shares his insights on aligning sales compensation with company strategy. He emphasizes the need for compensation plans that reflect revenue contribution, not just attribution. Stanley discusses the importance of tailored compensation structures to motivate different sales roles and drive performance. He also addresses common pitfalls in compensation changes and the significance of involving salespeople in these discussions to maintain trust and morale. Tune in for practical tips on optimizing sales management effectiveness.
Feb 3, 2025 • 36min
Identify & Eliminate Time Draculas. Become More Selfishly-Productive. Drive More Results.
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.
