Mike Weinberg concludes the year with an episode featuring his trusted advisors: golf coach Brian Fogt and financial advisor Jacob Turner. They discuss the similarities between investors, golfers, salespeople, and sales leaders. They stress the importance of focusing on fundamentals instead of chasing quick fixes and shiny objects. Mike shares what he would focus on as a sales leader in 2024. Topics covered include the dangers of pessimism and gimmicks in sales and investing, understanding financial news agendas, and the value of boring fundamentals in investing and sales coaching.

After a few week break, Mike is back with Episode 65 inspired by this pithy and powerful line from Taylor Swift’s interview after being named Time Magazine Person of the Year: “Trash itself out every single time.” While not a “Swiftie” and admitting he can’t name three of her songs, Mike shares his high respect for Taylor and applies her wisdom to what he has seen time and time again over the past decade in world of sales.  He also mentions that, simply by coincidence, four different people released their interviews of Mike in the past week, and he encourages you to check out these interesting and valuable conversations about sales and sales management effectiveness: Mike with Jason Bay – Outbound Squad Podcast Mike with Jeb Blount – Sales Gravy Podcast (Part One Audio) and Part Two Video Mike with John Barrows – Make It Happen Podcast, Video here or listen on Apple Podcasts Mike with Fred Diamond – Sales Game Changers Podcast (accompanied by Mike’s friend, sales leader extraordinaire, Joe Tarulli) RESOURCES MENTIONED: The next Supercharge Your Sales Leadership elite one-day intensive is February 21 at The Porsche Experience Center right next to the Atlanta Airport. Info and registration HERE. How to Lead Sales Team Meetings That Energize and Equip Your Salespeople (previous episode) or see Chapter 21 in Sales Management. Simplified.  

Discover the science behind the success of collaborative selling with Carole Mahoney, the brilliant guest on this episode. Learn why buyers experience a dopamine hit when they are part of the sales process and how managers can reinforce anti-collaborative sales approaches. Explore the importance of adopting a buyer-first mentality in sales and the impact it has on sales success. Challenge traditional sales approaches and uncover the significance of emotional intelligence in sales. Reflect on the impact of their work and discover where to find the speaker and their book.

In this podcast, Carson Heady and Mike Weinberg discuss the evolution and critique of social selling, highlighting the importance of integrating it with traditional sales techniques. They also discuss the flaws in a sales team composed mainly of project managers instead of salespeople.

In this episode, Mike Weinberg discusses the importance of salespeople writing individual business plans. He outlines nine benefits of this practice and provides a template to help. The podcast also introduces a new workshop series for sales managers to improve their skills and drive success.

In this podcast, Mike Weinberg discusses the importance of sales managers helping salespeople conduct effective sales calls. He highlights common mistakes made by salespeople and challenges managers to raise their game in coaching sellers. Mike emphasizes the importance of preparation and provides a free Pre-Call Planning Checklist. The podcast also includes discussions on a negative experience with Southwest Airlines, positive survey results from a sales leadership event, and development opportunities for sales managers.

Exploring the challenges and mindset shifts when transitioning from salesperson to sales manager, including learning to win through others, moving from a selfish to a selfless mentality, and balancing individual production with leading a team. The host expresses gratitude for the success of his book, The First Time Manager Sales, and discusses the importance of proactive developmental coaching for sales managers.

This is an episode like no other. It’s launch day for Mike’s new book and you can hear the excitement in his voice! Proclaiming with a smile that this book took 34 years to write, he remarks how odd it sounded hearing these words come out of his mouth in a recent interview: “This is my very best book.” Unprepared for the interviewer’s follow-up asking why he felt this way, Mike gave this unrehearsed, honest answer: “With no disrespect to Sales Management. Simplified. (because that’s the book that positioned me to do all of this work helping sales executives and front-line sales managers), the reality is I’ve basically worked nonstop for eight years and have had the opportunity to speak with, coach, and consult countless sales leaders on five continents. I learned a ton and with this new book I was able to distill my writing down to the bare essentials and include only what is absolutely necessary for sales management success. The First-Time Manager: Sales is my best book because all of this experience provided absolute proof of what works and what doesn’t when it comes to leading sales teams, creating healthy, high-performance cultures, and driving sales results.” While the publisher asked Mike to write The First-Time Manager: Sales for newer and first-time leaders as part of a series, the truth is that according to executives who have read it, this book is the perfect resource whether… you lead a sales team... you lead managers who lead sales teams... you're a senior executive over sales executives... you support sales leaders... you are an individual contributor salesperson considering or aspiring to a management role...   Tune in for more of the backstory of why Mike wrote the book, why it’s his shortest and favorite book yet, and what you can expect reading/listening to it. Grab your printed, Kindle, or Audible copy HERE. For a sneak peek at what your sales leader colleague’s had to say after reading an advance copy, and for the contents, introduction and a sample chapter, click HERE.

In this podcast, sales leader Drew Ellis shares insights on the discipline required to succeed as a sales manager, including the power of focus and prioritization. They also discuss effective time management strategies such as using a color-coded calendar and saying no. The importance of maintaining mental and emotional well-being is emphasized, along with tips for managing pressure and maintaining work-life balance.

The podcast explores the #1 reason why sales teams struggle to bring in new business. It discusses the common challenges faced by sales teams and emphasizes the need to prioritize high-payoff activities. The chapter highlights the struggle salespeople face in developing new business and suggests that leaders should reevaluate their priorities and hold sales teams accountable.