The Sales Management. Simplified. Podcast with Mike Weinberg

Discover how to navigate tough market conditions with a targeted sales blitz. Unpack the essential elements of a successful campaign, including selecting the right targets and crafting effective outreach strategies. Learn the importance of teamwork and creative communication in driving sales. Hear a compelling case study that showcases tailored messaging's impact on attracting clients. Plus, find out about an exclusive event aimed at boosting sales leadership skills.

In this episode Mike hosts his long-time friend, Larry Levine (who he often refers to as the most authentic and generous person in the sales improvement industry), for a very different conversation about the current “State of Sales” and how we can respond to it. Their discussion revolves around how salespeople (and leaders) must adapt to thrive while Selling in a Post-Trust World. And as Mike declares in the foreword to Larry’s new book (with that title), it is very rare when a literary work is so perfectly timed to address a situation that is both urgent and critically important.  We are indeed living (and attempting to sell) in a post-trust world. Everywhere you turn there is deep skepticism – and unfortunately, it’s deserved. Truly, this is the issue of the day. Artificial intelligence. Deep fakes. Spam. Bots. Add to that the horrendous, annoying, trust-busting approaches causing sellers to come across as the self-absorbed, transactional, uncaring and unprofessional salespeople Larry unapologetically labels as Empty Suits. Listen in as Larry and Mike address topics you haven’t heard tackled on this show before. This is one of those episodes you’ll likely want to pass along to your sales team! RESOURCES MENTIONED IN THE EPISODE: https://sellinginaposttrustworld.com/ Text the word Trust to 21000 ____________________________________ 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

Stuart, a remarkable 19-year-old with exceptional emotional intelligence, shares his inspiring journey into sales. He reveals how personalized prospecting calls can yield impressive results, challenging the naysayers who deem phone outreach outdated. The conversation emphasizes the importance of genuine human connection in an automated world and urges sales professionals to step up their game. Stuart's success story serves as a wake-up call for those stuck in ineffective email tactics, reminding them that a warm call can make all the difference.

Kristie Jones, an influential author in the sales community, shares insights from her compelling book, Selling Your Way In. She emphasizes the unique traits of top sales performers and the 'hunter mentality' that drives their success. Kristie discusses overcoming unconscious bias in teams for better inclusivity and growth. She highlights the critical balance between sales techniques and personal health, revealing how habits formed outside of work can boost performance. Tune in for practical tips on becoming a sales rockstar!

Dennis Sorenson, a highly driven and strategic sales leader, joins the discussion to unveil three powerful philosophies that fuel his success. He delves into the critical role of ambition in achieving long-term goals and emphasizes the importance of preparation and structured practices before taking action. The conversation also highlights strategic planning and execution as the backbone of effective sales leadership. Listeners will appreciate the compelling connections drawn between focused execution in sales and lessons from golf, illustrating a clear path to unlocking sales potential.

In this podcast, the speaker emphasizes the crucial role of sales leaders in driving team culture and results. They highlight the enduring truth of best practices and the importance of executing fundamentals for victory. The speaker shares personal takeaways from their sabbatical and announces key business adjustments going forward, including team growth and a focus on working with smaller companies.

A sales team revamped their 'sales story' with issue and outcome-focused messaging, leading to improved customer perception. Mike shares tips on enhancing your sales story. He ends with predictions post-sabbatical. Learn the benefits of a compelling sales story and how it can upgrade team perception.

Learn how to coach salespeople effectively by leveraging insights from 1:1 accountability meetings, focusing on creating, advancing, and closing deals. Explore the balance between accountability and coaching, proactive outreach strategies, and overcoming common pitfalls in sales meetings. Discover the importance of strategic questioning and upgrading coaching for improved sales conversations.

In this episode, learn about the importance of focusing on primary job roles in sales, overcoming capacity concerns, and the difference between 'hunters' and 'zookeepers' in sales talent management. Explore the challenges faced by salespeople who prioritize customer service over revenue growth, and discover effective sales leadership strategies to maintain high sales momentum and address underperformance promptly.

In this episode, Mike challenges listeners to consider their personal team for success. He discusses the importance of having supporters, challengers, and mentors in life. The episode is inspired by his own breakthrough and a Netflix docuseries. Listeners are encouraged to reflect on who can help them win in all aspects of life.