The Sales Management. Simplified. Podcast with Mike Weinberg

For Episode 31 Mike brings back sales superstar Dominic Testo for a command performance. Dominic was featured in the wildly popular Episode 3: How a Top Producer Prospects, Owns Sales Process, Beats Procurement & Drives Profit. Much has transpired in the past 18 months and Mike wanted sales leaders and salespeople alike to hear how Dominic has not only survived, but thrived through the pandemic, massive supply chain challenges, and passing on what feels like perpetual price increases. Hear how this top-producer took advantage of challenging times to elevate his already strong sales game to become… More patient More strategic More consultative More proactive Even more successful And more valuable to his customers As Dominic told Mike during pre-show prep, "There's a tremendous amount of opportunity in hard times. The best of the best will not let it slip by." Two Unique 1-Day Opportunities for Execs, Sales Leaders, and Sales Managers Just announced: SALES EXECUTION SIMPLIFIED – London, September 14, 2022. Mike is co-hosting this full-day session in his favorite city with sales management guru friends from South Africa, Tony Cross and Alan Versteeg. More info here: https://event.growthmattersintl.com/ses22/ SUPERCHARGE YOUR SALES LEADERSHIP – Atlanta, October 11, 2022 at Mike's happy place - The Porsche Experience Center. Only 13 (of 50) seats remaining. More info here: mikeweinberg.com/atlanta2022

Discover why sales teams struggle with creating opportunities at the top of the pipeline. Mike Weinberg shares insights from a workshop that unveil the reasons behind this issue, including skills, accountability, compensation, and innate talent. Learn strategies to enhance sales performance by measuring effectiveness, driving performance, and streamlining the sales process.

In this unique episode, leaders are confronted with the weighty reality that they take up way more emotional and mental space in their people's minds and hearts than they often recognize or appreciate. There is nothing mutually exclusive about maintaining a results-focused, kickass sales culture and simultaneously creating a community that cares for, supports, encourages, and values salespeople. In fact, the very best sales cultures and sales leaders balance accountability and empathy exceedingly well! Buckle up as Mike rails against the devolution of sales management into a desk/CRM jockey job (and the dangers of faux leadership via email) and forcefully reminds leaders that they are managing human beings with emotions, not drones. Prepare to be challenged about your own self-awareness regarding the head and heart space you occupy in your team members and learn four simple, practical tips to help you become better stewards of this awesome responsibility.

In episode 28 Mike hosts Anthony Iannarino, the man he often refers to as the smartest person in the sales improvement business and Mike's #1 go-to sales guru. Anthony is on a mission to elevate the sales profession and is laser focused on helping sellers become truly consultative. His brand-new book, Elite Sales Strategies, show salespeople how to put themselves in a "One-Up" position where they approach prospects and clients from a position of authority and strength. In this powerful interview, expect to be challenged about everything from your mindset, to how you're upgrading your (or your team's) business acumen, to how you (or your team) prepare for and conduct sales calls. And buckle up because Anthony makes the argument that the traditional method of conducting discovery sales calls actually contributes to salespeople getting commoditized. Within the first few minutes of this conversation, you'll understand Mike's affection and respect for Anthony and also be hungry to elevate your sales game and become a "One-Up" Sales Pro! Links: Elite Sales Strategies on Amazon Anthony Iannarino on LinkedIn Mike's Episode 18: Ineffective Sales Calls, Premature Presentations/Demos, and Selling Like Everyone Else Gets You Commoditized

Sales is simple. And so is the process of developing new business. Regardless how complex your business or marketplace, the fundamentals for executing a successful sales attack are not! With golf season around the corner, Mike, in his quest to improve his game, went old school and has been reading the classic book published in 1957, Ben Hogan's Five Lessons: The Modern Fundamentals of Golf. He was blown away by two realties from this priceless book. First, how absolutely clear, basic, and simple these fundamentals are. And second, the fact that the "modern" lessons from 65 years ago are still very much applicable and true today, despite the "changes" in the golf world and advances in technology! Sound familiar, sales leaders? Studying Ben Hogan's Five Lessons inspired this episode and prompted Mike to list and briefly unpack his five fundamental focus areas that he helps sales teams master: 1. A Strategic, Finite, Workable Target List 2. Compelling Messaging (a customer issue and outcome-focused "Sales Story") 3. Proactive Pursuit and Prospecting (ability to secure a meeting) 4. Effective Consultative/Discovery/Early Stage Sales Calls 5. The Calendar, Personal Productivity, Pipeline Accountability If you're looking to up your (or your team's) new business development sales game, this episode is for you. The five fundamental focus areas are a great checklist and the table stakes for executing a successful sales attack, creating more new opportunities, filling the pipeline, and WINNING MORE NEW SALES. 8 (of the 50) spots are left for the upcoming Supercharge Your Sales Leadership 1-Day Intensive in Atlanta on May 3rd. Ready to radically increase sales management effectiveness, create a healthy, high-performance sales culture, and tackle today's biggest sales leadership challenges? Join Mike and 50 hungry, driven sales leaders at The Porsche Experience Center in Atlanta!

If you or your team are charged with initiating sales conversations, creating new sales opportunities, and bringing in new business, then this cross-continent conversation is for you. This episode is like no other! Mike was actually the guest on the Deal Podcast hosted by Jiri Siklar, a top-producing senior account executive for AWS based in Europe. Mike was so blown away with his Jiri's sales brilliance and his philosophy on prospecting that he turned the interview around, started asking questions of Jiri, and received his permission to use excerpts of this powerful conversation in this episode. Enjoy this power-packed dialogue as Jiri and Mike… Discuss the #SalesTruth that everyone is sick of the LinkedIn "connect and pitch" approach and the constant cold outreach and spammy messages Confront the nonsense from the #SocialSelling charlatans that everything in sales has changed, nothing that used to work is still effective, and the lie that the phone is dead or only deployed by dinosaurs Reveal the reality that the telephone is sexier (and in many cases, more effective) than ever, and offers an amazing opportunity for sales hunters to stand out simply because so few sellers use it Make the case that the most successful salespeople use ALL effective, ethical, and appropriate methods to prospect for new opportunities, and that newer tools and approaches are wonderful supplements to, not replacements for, traditional methods like the phone Provide practical tips for picking up the phone and using voicemail effectively More About Mike's new friend: Jiri Siklar was born in the Czech Republic, and currently lives near Vienna, Austria. He's made quota 52 consecutive months and was the #1 salesperson is his region of Europe four straight years. His Deal Podcast (most episodes in German) has 10,000 listeners. Jiri will be joining Mike as a guest on The Sales Management. Simplified. Podcast in the near future. Mike referred listeners to Episode 25: A Foolproof Framework to Guarantee Consistent Deal Flow and a Full, Healthy Pipeline Dates and Details are now available for the May and October Supercharge Your Sales Leadership Events! If you're ready to radically increase sales management effectiveness, these elite experience events are for you.

This podcast discusses the importance of maintaining a healthy pipeline and consistent deal flow. It emphasizes the need to spread effort and focus across prospects and opportunities at all stages of the sales cycle. The speaker shares their experience leading a sales workshop and discusses the challenges of prioritizing prospecting amidst distractions and obstacles. They also highlight the danger of neglecting new business development efforts by focusing solely on service work and hot opportunities.

Mike unequivocally declared that this episode (Part 2 of his interview with Nick Hejna) is The. Single. Best. conversation he's ever had with a sales leader around sales process. Nick and Mike paint the clearest possible picture of why having, following, and owning a sales process is not only important for the seller, but is actually in THE BEST INTEREST OF THE PROSPECT/CLIENT! You'll also be challenged to consider that the best sales leaders don't play "hero" of their teams but focus on making heroes of their people, and that not every top producer fits the bill for a management role. And Nick concludes this powerful conversation by sharing his love for the sales profession and the opportunity it offers top performers to achieve financial (and life) freedom. If you are enjoying and getting value from Mike's podcast, please rate the show and leave a brief review on Apple Podcasts. Books Mentioned in this Episode: Let's Get Real or Let's Not Play by Mahan Khalsa (the 1st Edition from 1999, beige paperback is Mike's choice) Baseline Selling by Dave Kurlan The Lost Art of Closing by Anthony Iannarino

In a dynamic conversation, Nick Hejna, the Executive Vice President and National Sales Leader for AssuredPartners, shares insights on sales leadership in the insurance industry. He emphasizes the importance of focus and specialization for new business development, revealing that effective sales specialists outpace generalists. Nick discusses creating accountability for activity and opportunity generation, highlighting that true sales growth requires pushing through challenges. He outlines three non-negotiables for top producers and advocates for smart compensation strategies that motivate proactive sales efforts.

In this Year-End/New Year's episode Mike… …reflects back on his highlights and challenges of 2021, …reveals the "deflating" effect that Covid and current events have had on him personally, …shares what he's working on and his own commitment to become more productive, and …challenges sales leaders with several questions to help get their minds and hearts in the right place heading into 2022. How will you take back control of your calendar, maximize time spent on the precious few high-payoff sales leadership activities, and accomplish more sales management and drive more results in less time? In spite of whatever circumstances you find yourself in, what must you do to protect your mindset and motivation to remain positive and proactive as you lead your team? How effectively is your sales team executing on the big fundamentals? Have you gotten caught up in trendy sales fads, or does your FOMO have you searching for new tools, toys and quick fixes instead of focusing your people on the basics that always drive results… Strategic Target Lists (of growable existing customers and ideal profile prospects) A Sharp Sales Story (that leads with the issues your solution addresses and the outcomes you create for customers) Proactive Pursuit and Prospecting (to CREATE new opportunities at the top of the funnel) Effective Consultative Discovery Sales Calls Calendar and Pipeline Management and Accountability Thank you for listening and the incredible reaction to this podcast in 2021! If you are receiving value, sign up here to receive email notification of new episodes or subscribe on your favorite podcast platform. And please take a minute to post a review for this show on Apple Podcasts. Resources mentioned in this episode: Michael Hyatt books and courses referenced by Mike: Free to Focus book, online course, Win at Work & Succeed at Life book Mike's Your Sales Story online course Fly. The. Airplane. article