The Sales Management. Simplified. Podcast with Mike Weinberg

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.

As we near the conclusion of this series covering common sales leadership sins, Mike tackles two biggies in Episode 56:  Anti-Sales Cultures and Searching for the Secret Sauce. Years ago, Mike asked the CEO of the company with the healthiest sales culture he’d ever observed for his secret. This CEO replied, “Everything flows from culture” and went on to declare that their sales culture was, in fact, the company’s secret sauce. In this episode Mike reminds listeners that culture, particularly sales culture, can be an unstoppable force (either for good or for bad!). He describes what it was like working in two incredibly healthy, positive, pro-sales cultures, and he also shares horror stories from two of the worst anti-sales cultures he’s come across – one where he worked and one where he consulted. Buckle up as Mike reads the no-holds-barred letter he sent to an executive team calling out their disdain for the sales organization and the inappropriate ways they blamed salespeople when things went wrong and categorically denied them credit when things were good. Mike also tackles how too many sales leaders live with constant FOMO, fearful that they’re missing out on some new secret sauce, shortcut, or hack for driving more sales and offers a not-so-subtle reminder that he’s never seen a sales leader or sales team struggle or fail because they didn’t have the latest and greatest cool, new tool. Resources and Links Mentioned in Episode 56: Mike’s viral LinkedIn post about the release of his newest book Fall Sales Leadership Coaching Cohort info The New Sales. Simplified. Video Coaching Series (course) October 3rd Supercharge Your Sales Leadership Event (only 8 seats remaining)  

Continuing this series tackling common sales leadership sins, Mike challenges us to pull back the covers and take a hard look at ALL the things we are asking our salespeople to do. He also makes the strong case that it’s really hard to win big in sales management when you have the wrong people in the wrong roles. Beware: Mike does not hold back putting HR people and executives on the stand asking difficult questions about their flowery, feel-good job descriptions and what feels like an insatiable desire to put kind, gentle, collaborative team-players in sales roles… Even sales roles that require developing significant new business…Roles where just about every highly successful top producing seller exhibits these two characteristics: They Are Intensely Competitive They Are Not Conflict Averse (they don’t shy away from a fight) Take a listen as Mike debunks the myth of the highly relational, collaborative sales superstar, makes the case that SALES MANAGERS’ LIVES AND JOBS WILL BE MUCH EASIER WITH THE RIGHT PEOPLE ON THEIR TEAMS, and challenges us to consider whether we are overloading our salespeople with so many tasks and responsibilities that we are actually hindering their ability to sell and bring in the new business we need!    Resources Mentioned in This Episode:  Supercharge Your Sales Leadership Full-Day Intensive (mikeweinberg.com/events) Six-Month Sales Leadership Coaching Cohort (mikeweinberg.com/leadercohort) Episode 12: Ask Candidates These 7 Intriguing Questions to Upgrade Your Interviews