The Sales Management. Simplified. Podcast with Mike Weinberg

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.

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.

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.

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.

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.

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.