The Sales Management. Simplified. Podcast with Mike Weinberg

In the episode Mike confronts sales leaders with this very straightforward question: Are you the hero of your sales team or are you the hero-maker? While the question is simple, its answer has enormous implications. This topic is one of the most prevalent sales leadership issues today – one that not only damages culture, diminishes results, and derails careers, but it's also a reason so many sales leaders are maxed out and exhausted. Prepare to be challenged as Mike doesn't pull punches walking listeners through this four-part outline: WHY: the common reasons sales leaders tend to play the hero HOW/WHERE/WHEN hero-mode manifests itself WHAT: the awful consequences that result when leaders default to playing hero instead of making heroes HELP: simple fixes to help us refocus on leading and coaching instead of "doing" During the episode Mike offers listeners this short, free Sales Leader: Hero or Hero-Maker? Self-Assessment. Get your copy here.

In Episode 10 Mike hosts a super successful sales leader and executive, his friend Joe Tarulli. Be encouraged and challenged as Joe shares the keys to his success along with the key inflection points in his career as he progressed from individual contributor to sales manager to sales development leader to senior executive. Learn about the power of… Taking an annual sabbatical from social media Sales managers understanding that they win "through" their people Focusing on making heroes of members of your sales team, not playing sales team hero Sales managers driving amazing results from focusing on the highest-payoff sales management activities A sales leader's simple and highly effective approach to quickly turning around a struggling business unit Details have been finalized for all 3 venues for upcoming Supercharge Your Sales Leadership Events in the following cities: Dallas Chicago Atlanta Except for that awful last sentence "check out all the venues" everything is awesome. For more info on these powerful events at premium venues, visit https://mikeweinberg.com/events

In the episode Mike shares his foolproof framework for conducting high-impact 1:1 sales manager – salesperson accountability meetings. This one best practice, when mastered, will transform sales culture and results. And the best part? Sales leaders reduce complacency and radically increase accountability without being a jerk, demotivating, or micromanaging their teams! Listen as Mike unpacks what he calls "The Sales Management Accountability Progression" - Results then Pipeline then Activity – and models the transformative approach he learned from his sales management mentor. While it is certainly more trendy today to talk about sales coaching and sales enablement, Mike makes the strong case that this 10 to 15-minute per month 1:1 manager-salesperson accountability meeting is the single highest-payoff sales management activity. Accountability is not a dirty word and there is nothing wrong, inappropriate, or politically incorrect with holding salespeople accountable for results, pipeline health, opportunity creation and advancement, and when necessary, activity. In fact, when this 1:1 meeting is conducted properly, (good) salespeople love it, and instead of dreading accountability conversations, you will actually look forward to them! Exciting News: Mike unveils the dates and locations for Supercharge Your Sales Leadership events coming in the second-half of 2021: mikeweinberg.com/events

No sales leader has pushed and challenged Mike as hard his guest for this powerful episode. Take a listen as Mike leans in with Dennis Sorenson – one of the strongest and most strategic senior executives with whom he's worked. You'll be stretched as Dennis and Mike tackle… The true role of a sales leader The importance of dreaming big and asking, "what's possible?" Why sales leaders should invest more time with their best people How deep preparation is key for critical customer meetings and penetrating key accounts How sales process and sales culture intersect Sweating the details, leaning in, and getting your hands dirty Strong advice for newly promoted sales leaders Salespeople needing to focus on their primary job - selling Why too many senior leaders and executives are distant and clueless Mike also shares his excitement about resuming in-person Supercharge Your Sales Leadership Elite Events in the second half of 2021. Sign-up for more info at mikeweinberg.com/events.

In this wide-ranging conversation, Mike and international sales management expert Tony Cross discuss… Their amusement that the sales leadership challenges around the globe are not just similar, they're identical The importance of sales managers "managing up" in order to protect their time The single most impactful way sales managers must spend their time The sales manager's mission What the very best managers did not change during the pandemic The proper temperature of beer and Tony's favorite places to visit around the world Tony Cross is the CEO of Growth Matters International, a firm focused on sales and sales management excellence that has worked with sales leaders in 35 countries. He is based in Johannesburg, South Africa. During the episode, Mike had Tony unpack this powerful statement from his LinkedIn profile image: "No training, or consulting, or technology will make a sustainable impact on sales unless you embed sales execution disciplines into the fabric of your business – through your sales managers."

Would you (or your sales team) like to secure more meetings with prospective customers? Realizing that many newer alternatives to traditional prospecting are not delivering the promised results? Confused by supposed sales experts preaching that prospecting is dead and the telephone is no longer an effective sales tool? Ready to start creating more sales opportunities than ever? In this episode, Mike Weinberg makes a strong case that the old-fashioned phone is still one of the most effective sales tools to deliver your message and secure a meeting or conversation with a strategically selected target account. Listen as he unpacks… Six Proven, Practical Tips to Power-Up Your Prospecting: Proper Attitude & Mindset Pinpoint Focus Precise Objective Powerful Messaging Pushing Past Resistance Persistence & Perseverance Mike tackles everything from getting your mind and motivation right before picking up the phone to providing his very best tips on how to respond when your prospect says "no" to your request for a meeting. He also shares why your prospecting messaging should be like an appetizer at a fine restaurant and offers this help if you're looking to sharpen YOUR SALES STORY: https://mikeweinberg.com/yss-special-offer/

Mike hosts Jeb Blount on Episode 5 of the Sales Management. Simplified. Podcast to discuss the positives and the perils of leading a sales team through the first pandemic of our lifetime. Jeb is known as "the hardest working man in sales." He's a world-renowned speaker, CEO of Sales Gravy, a founder of the OutBound Sales Conference, and the prolific sales author of nine powerful books including the long-time bestseller, Fanatical Prospecting, and his latest blockbuster, Virtual Selling. Jeb shares why the "State of the Sales Profession" is strong and that there is tremendous long-term benefit for sellers and sales leaders who've gone through the crucible of selling and managing during the Covid-19 pandemic. Mike and Jeb also discuss what the very best salespeople are doing today and the emotional toll that being locked down has had on many (particularly younger) salespeople.

Recently I was so inspired and encouraged by a current event that I had to share my take with listeners knowing that you'll be inspired, too! Sales Leaders: We've made it this far and we are going to make it to the "other side" of Covid-19! While the over-politicization of everything and the media's obsession with negative news casts what feels like a dark, depressing, deenergizing shadow, we can finally see light at the end of this bizarre tunnel (pandemic season). Let me repeat. YOU and your team have made it this far and there are better and certainly easier days ahead! 2020 was long, hard, and challenging, and I know many of you and your sales teams are exhausted. But, NOW is not the time to take your foot off the gas, abandon ship, or abdicate your leadership role. Quite to the contrary, it's time for us to Lead and Sell with Purpose, Passion, and Pride. This episode will get sales leaders' minds and hearts right to kick off the new year and offers you powerful tips to help your team do the same.

Dominic Testo, a top-producing sales hunter, shares his expertise and insights into the world of sales. He emphasizes the power of positivity and a proactive mindset, revealing how successful salespeople navigate challenges. Dominic advocates for traditional prospecting techniques and illustrates the significance of building authentic customer relationships. He discusses the crucial role of knowledge sharing in fostering growth within sales teams, making it clear that a confident approach can drive profitability and success.

While many sales leaders talk about increasing accountability and better defining sales roles, this one demonstrated the courage and commitment to actually do it! Listen to how this CRO beat the odds and COVID, and transformed her team with these two key sales management initiatives: 1. Creating a clear distinction between sales hunters charged with acquiring new business and account managers charged with maintaining and growing existing relationships 2. Significantly ramping up accountability heading into 2020 and maintaining a focus on results and pipeline health throughout the Covid-19 crisis The transformation produced a sales increase YTD, despite selling into strong Coronavirus headwinds wreaking havoc on their customer base. And these results were achieved after trimming the size of the sales force due to disruptions in the market caused by the pandemic. Enjoy hearing about the real-world challenges and successes from this driven, focused sales leader! I had a ton of takeaways from this energizing conversation and you will, too.