The Sales Management. Simplified. Podcast with Mike Weinberg

In Episode 111, Mike offers a "stream of consciousness" delivering observations and takeaways from leading recent cohort sessions for sales leadership teams implementing the RPA accountability framework. A senior executive asked:  "As we roll out the RPA meeting as prescribed,  what are two pieces of advice (the two keys) that will guarantee success? Without hesitating, Mike responded with:   Cade...

In Episode 110, Mike shares a sad personal update and tackles one of the most important and most misunderstood sales leadership issues: Sales DNA.  Prompted by client work, fresh research, and a painfully honest post-race interview from the Indy 500, Mike challenges sales leaders to  stop pretending that your "nice," relational salespeople are going to be successful hunters! Mike also breaks down...

In this special Q&A-style episode, Mike Weinberg is joined by sales leadership coach Matt Ferguson for a practical, fast-paced conversation tackling real-world sales management challenges submitted by sales leaders and reps. Mike and Matt dive into topics like: Transitioning from top rep to first-time sales manager Coaching underperformers back to quota Why most pipeline reviews fail Creating proa...

In episode 108, Mike hosts outbound sales guru, Jason Bay, founder and leader of Outbound Squad. Jason and Mike get in the "Way Back Machine" looking at the evolution of SDRs, what went wrong with that model, and why prospecting is so damn hard today. If your team is struggling to book meetings and create new opportunities, this episode is for you as Jason shares strategies that are working right...

In Episode 107 Mike shares a personal update on his social media sabbatical and one of his biggest observations after participating in so many Q1 sales team kickoff meetings. Listen in as Mike unpacks his frustration and confusion about how few salespeople are conducting professional, consultative, value-delivering, opportunity-creating, conversational meetings with prospects and customers. He bri...

Mike gets asked to read a lot of books about sales and sales management. Most recently, he read  Focused  – from his Canadian buddy, sales management expert, and former fantasy football adversary, Steve Rosen. Mike was so blown away that he actually asked Steve if he could provide the foreword and help promote the book. Truly, it was  that good.  So good, in fact, that this was Mike's visceral rea...

Episode 105 starts with a startling proclamation as Mike reveals what feels like a seismic decision to pull the plug on LinkedIn. He transparently shares what's going on in his mind and heart, along with what he's reading and experiencing, that prompted this bold (and surprising) move. The episode concludes with a simple, practical sales management checklist that Mike will be working through durin...

Dennis Sorensen is back! A former super successful senior sales executive who has built a thriving, multifaceted sales improvement firm, Dennis is embedded inside companies doing real transformational work around sales leadership, playbooks, process-driven selling, and unlocking crazy potential through his concept of A mbition . In this episode, Dennis shares what he's seeing on the front lines —...

This first release of 2026 features talent guru, coach, and leadership team expert, Mike Goldman, who played a formative role in Mike Weinberg's life on a college campus 39 years ago! Goldman's most recent book,  The Strength of Talent , is a USA Today National Bestseller, and packed with wisdom and practical advice for sales leaders. In this engaging dialogue, Mike and Mike touch on everything fr...

Mike celebrated the 10th anniversary of the release of Sales Management. Simplified . with a free, live "THANK-YOU" web session for sales leaders.  Episode 102 is the audio recording of that session where Mike shared his biggest lessons and takeaways from the past decade working to increase sales management effectiveness and answered 15 questions submitted by leaders who registered for the session...

In Episode 101 Mike brings back a favorite phrase (procurement weenies) from his book  #SalesTruth and shares a fresh story about one of his own sales situations to challenge sales leaders on the topic of CLARITY.  Do your sellers have absolute clarity on… Your company's mission/purpose/why? Whom they're supposed to be targeting for new business? Exactly what they should be selling (your offerings...

Episode 100 is epic as Mike combines celebrating the 10th anniversary of the book,  Sales Management. Simplified.  and the 100th episode of this podcast! Mike opens with a HUGE THANK YOU to the sales leadership community for making  Sales Management. Simplified. what it's become, and as a token of appreciation, closes with a 30-minute, power-packed, lighting-fast summary of the book sharing a key...

In this episode, Mike ties together observations from his past month's work with sales leaders and sales teams in a variety of industries — all of whom seem to be struggling with the same challenges.  Reviewing these "common reasons" salespeople are not winning new business at the desired rate prompted Mike to get in the  way-back machine  and pull out the tried-and-true list from Chapter 2 in his...

In Episode 98, Mike excitedly reveals something he's been teasing for several months. Listen in as he hosts his former client, dear friend from Ireland, and now partner, Fergal O'Carroll. After 35 successful years in sales and sales leadership, Fergal launched Supercharge Your Sales Velocity in 2024 with the mission of empowering sales teams to drive  MORE OPPORTUNITIES, BIGGER DEALS, & FASTER WIN...

Episode 97 addresses one of Mike's hot-button topics:  structuring and conducting effective early-stage sales calls. As he often bemoans when leading workshops, salespeople have to work so stinking hard today to secure an initial meeting with a target prospect, and then they show up and miss the mark by conducting completely ineffective meetings. If your (or your team's) sales calls could use a bo...

Mike went right from leading a virtual sales management workshop into recording this episode while he was still fired up from tackling two critical, yet often overlooked, sales management functions…. 1.  Accountability for results, pipeline health, and activity (when necessary) 2.  Strategic targeting of accounts   Listen in as Mike shares exactly what he reviewed with this favorite client's sales...

Feedback from Jeff Hancher's story in Episode 94 of how a sales manager powerfully impacted his life compelled Mike to focus again on... The Life-Changing Impact of an Intentional Leader. After receiving so many stories from listeners about leaders who changed the trajectory of their lives, Mike shares a few of his own — highlighting the intentional investment others made in him that left a lastin...

Episode 94 is a special one for several reasons, not the least of which is that it's the first show where the guest made Mike cry! You will be challenged listening to this interview with Mike's friend, sales executive extraordinaire and leadership guru Jeff Hancher, who shares his personal journey from pain and poverty to powerful purpose.  Jeff's story of resilience and how sales changed the traj...

Today's special guest,  Ahson Wardak, made such an impression at a recent  Supercharge Your Sales Leadership  event that Mike had to have him on the show! Ahson was recently promoted to regional vice president after an incredible run as a top-performing individual contributor.  Listen in to hear what a true large account, large deal sales rockstar sounds like. Enjoy Ahson's contrarian take on the...

In Episode 92 Mike doesn't hold back sharing two takeaways from a recent multi-day speaking and sales training engagement in Las Vegas and then he absolutely unloads on the recent changes at Southwest Airlines. RESOURCES MENTIONED IN THIS EPISODE: Southwest Airlines  Spirit Magazine Freedom Story  featuring Mike The Upcoming September 2025  Supercharge Your Sales Leadership Event New Sales. Simpli...

In Episode 91 Mike unpacks two recent personal experiences and one seller/buyer "conflict" to demonstrate that PERSPECTIVE IS EVERYTHING! RESOURCES MENTIONED IN THIS EPISODE: The Micah Project Honduras The June 3  Supercharge Your Sales Leadership  event ______________________________________ This episode is sponsored by  Pursuit Sales Solutions.  If you are looking for help adding A-player talent...

The response to "Hannah the Hunter" sharing the simple tweaks she made to transform her results in the previous episode was so overwhelming (30% more listens/downloads in the first week after release than any other episode), Mike was compelled to dedicate Episode 90 to further unpacking the sales gems Hannah so beautifully articulated.  Listen in as Mike shares his take (and takeaways) on these th...

2024 was record sales year for Hannah Romell… And this an episode like no other! "Hannah the Hunter" (as she refers to herself) is the first person Mike has hosted not having spoken to the guest before the show. She got his attention with a LinkedIn post sharing her gratitude and excitement about her breakout year. Tune in to hear firsthand  how Hannah adopted a handful of simple, yet transformati...

By popular demand, Greg Stanley returns for Episode 88. Greg was recently featured in Episode 85 where he and Mike covered a variety of topics but barely scratched the surface on compensation plans. The feedback was so positive from that conversation with many listeners specifically requesting a full episode dedicated solely to sales comp, Mike got him back on the show as quickly as possible. Whil...

In this first episode of 2025, Mike is simple and straight forward tackling one of the biggest obstacles to sales success that he is currently seeing —  sales managers, salespeople, and entire sales teams who have lost sight of their primary job and lost focus on WINNING NEW SALES! Too many sellers and leaders are engaging in tension-relieving activities instead of goal-achieving activities.  They...