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
Jul 18, 2024 • 29min
You Are The Key - As Goes Their Leader, So Goes Your Team! [Back from Sabbatical & Better Than Ever]
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.
Jun 11, 2024 • 37min
Their New Issue & Outcome-Focused “Sales Story” Radically Upgraded How This Sales Team Is Being Perceived [plus post-sabbatical predictions]
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.
May 29, 2024 • 36min
The Takeaways from 1:1 Accountability Meetings Guide Us to Coach Our Salespeople Specifically Where They Need the Help
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.
May 16, 2024 • 35min
What Mike’s Mentor Told Salespeople Who Worry about Outselling Capacity and Who Play “Good Corporate Citizen” Instead of Selling
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.
Apr 30, 2024 • 26min
WHO’S ON YOUR TEAM? [your “personal” team, not your sales team]
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.
6 snips
Apr 16, 2024 • 23min
A Prospecting Post-Mortem – Why You/Your Team Are Not Securing Enough Meetings
In this podcast, Mike Weinberg discusses the challenges faced by sales teams in securing meetings with prospective customers. He covers topics such as ineffective prospecting tactics, the importance of personalization in messaging, overcoming objections, and the value of virtual vs. in-person meetings. Listeners are encouraged to examine potential obstacles hindering their sales efforts and provided with resources for improving sales leadership and recruitment.
32 snips
Mar 26, 2024 • 35min
What’s Your Primary Purpose on Sales Calls: Proactively Developing Your Salespeople or Advancing and Closing the Sale?
In this episode, Mike discusses the importance of proactive coaching and development in sales management. He challenges managers to focus on developing their salespeople rather than just closing deals. The episode also explores effective coaching strategies for sales managers and highlights the upcoming sales leadership event at the Porsche Experience Center.
Feb 27, 2024 • 29min
Instead of Committing Sales Management Malpractice by Ignoring Underperformance, This Is How to Quickly Address It!
The podcast discusses the critical issue of underperformance in sales management and provides tips on addressing it promptly. It emphasizes the importance of clear communication, accountability, and proactive management to coach struggling team members effectively. The episode also highlights the negative impact of ignoring underperformance and encourages proactive recruitment to maintain a high-performance sales culture.
Jan 30, 2024 • 38min
Mike Tackles 8 Tough Questions from a Sales Team
In this episode, Mike answers eight great questions from a sales team, including when to move on to the next opportunity and how to make training stick. He also discusses the benefits of using a business plan, developing a better sales culture, and going 'upmarket.' Additionally, he shares tips on handing off deals and reveals the number one sales sin.
10 snips
Jan 10, 2024 • 31min
20 Timeless Tips to Help You & Your Sales Team Tackle 2024
In this podcast, the host shares 20 powerful sales tips to help you crush 2024. They discuss the importance of sales talent acquisition and share personal stories. They reflect on the previous episode and provide valuable insights on setting goals and allocating time for productivity. They emphasize the importance of focusing on high-value activities for sales success and advise against relying solely on LinkedIn. They stress the mindset shift needed to view yourself as a value creator, problem solver, and trusted advisor when pursuing prospects.
