The Sales Management. Simplified. Podcast with Mike Weinberg

Episode 86 is packed with several of Mike's biggest takeaways from his work in 2024.  Buckle up as he unleashes blunt observations touching on various topics including… C-Suite and corporate executives who've completely lost sight of the sales manager's primary job How the "slowdown" and having to sell into economic headwinds has exposed a significant number of salespeople (who thrived "fulfilling...

Episode 85 features a unique conversation between Mike and his friend, Greg Stanley, who specializes in helping small and medium-sized companies unlock growth potential by optimizing their revenue function and increasing valuation. Greg founded Accelerant Consultants after a long, successful stint at one of the Big 4 firms.   This dialogue touches on foundational sales management topics including...

Episode 84 was inspired by a recent discovery meeting between Mike and a smaller company looking for his help to take their new business development game to a new level. During the conversation, Mike shared his simple "Buckets of Blame" framework to help these executives get a big picture 30,000-foot view of five potential obstacles that may be preventing their sales team from bringing in new busi...

Mike is joined by sales management expert and coach (former golf pro and top-ranked salesperson), Matt Ferguson for a wide-ranging conversation covering…. The fact that almost every sales manager they know feels overwhelmed, overworked, under-appreciated and under-supported Almost 90% of sales leaders say they received ZERO training for their current role Why the transition from top-producing indi...

This episode was inspired by a session Mike facilitated last week at a client's award trip gathering where he challenged these "Pacesetters" by sharing… 5 Powerful Ways The Best Get Better.  Mike recorded this episode believing it would not only benefit sales leaders but their teams as well, particularly those sellers looking to take their game to the next level and become perennial top producers....

This episode was inspired by recent conversations between Mike and sales leaders at three different clients  — all in very different industries, and all currently selling into some significant headwinds. Building off this powerful mantra that his dad often preached:  "In good times we need to get our fair share of the business, but when things are tough we need to get an unfair share…" ...Mike unp...

In this episode Mike hosts his long-time friend, Larry Levine (who he often refers to as the most authentic and generous person in the sales improvement industry), for a very different conversation about the current "State of Sales" and how we can respond to it. Their discussion revolves around how salespeople (and leaders) must adapt to thrive while Selling in a Post-Trust World. And as Mike decl...

Episode 79 was unplanned but Mike felt compelled to describe his recent encounter with a bold, hungry 19-year-old.   Stuart was so impressive that Mike took a few minutes to record his impromptu reaction and also deliver a rant to salespeople who still (falsely) believe/proclaim that the telephone isn't an effective way to secure a conversation with strategic target prospects. Not only will you be...

Episode 78 features Kristie Jones, author the fabulous new book, Selling Your Way In, which Mike describes in the foreword as one of the most unique and powerful resources he has consumed in his 34-year career. Mike met Kristie years ago at a client they were both helping, and he's had the privilege of watching Kristie's business and influence in the sales community rapidly expand over the past de...

In Episode 77 Mike can barely contain his excitement as he announces a new addition to the team!   Dennis Sorenson, often described as the most driven and most strategic sales leader with whom Mike has worked, has not only joined our team but he joins us for this value-packed episode.   Listen in as Mike has Dennis unpack three of the powerful approaches (philosophies) that have made him such a su...

In Episode 76 Mike returns from his sabbatical with a reminder for sales leaders that they are STILL the key to driving the culture and results. As goes the leader, so goes their team! He also makes the case that regardless of the current business stresses or cycles, truth is still truth, best practices remain best practices, and solid execution of the fundamentals is the key to victory. Mike wrap...

Episode 75 continues the string of recent shows where Mike shares real-life examples from what he's observing with sales and sales management teams. In this case, Mike was blown away leading a follow-up workshop with a large team that had done the heavy lifting to sharpen their "sales story." Rep after rep testified to the difference in how customers were perceiving them and positively responding...

As Mike shares starting off this power-packed episode, every once in a while, a client challenges him to create something new. In this case, a passionate enablement leader requested something quite specific: How can sales managers take what they are learning from conducting excellent 1:1 accountability meetings to coach their people more effectively?  In Episode 74 Mike overlays his three favorite...

This thesis of Episode 73 is that the world works much better (particularly in sales) when everyone focuses on, and worries about, their primary job!   This episode was prompted by stimulating conversations in two recent sales leadership sessions.  First, at the VIP Q&A during Day 2 of the recent Supercharge Your Sales Leadership event, an operation-minded CEO asked Mike to elaborate on a bold (an...

Episode 72 is different. Instead of talking about leading your sales team, Mike challenges listeners with this important personal question: Who is on YOUR team? This episode was inspired by several factors, including a personal breakthrough Mike is experiencing in his own life, combined with a well-timed Netflix docuseries episode that perfectly depicts the transformative change you can experience...

Episode 71 was inspired by a message Mike received from an executive whose sales team was not securing enough meetings with prospective customers. The executive shared two specific frustrations: The sales team's lack of effectiveness at getting prospects to agree to an initial meeting The number of prospects cancelling at the last minute or "no-showing" for a meeting they had previously agreed to...

Mike recently led a workshop for a group of talented, hungry, driven, young sales managers who were falling into an all-too-common trap – "doing" instead of coaching, developing, and holding sales reps accountable. During the session Mike challenged this group of managers with a question he had never thought to ask before: When making joint sales calls with your people, is your primary purpose to…...

In this episode Mike tackles a critical sales management topic that does not receive enough attention.  Too many sales managers allow underperformance to go unaddressed for way too long!   Episode 69 is granular and prescriptive as Mike shares exactly how to start the conversation with a struggling salesperson and begin the all-important process of coaching that seller up, or if necessary, out. RE...

During Week 1 of the 2024 Sales Kickoff Meeting Season, one of Mike's clients included a live Q&A to conclude a virtual session. The questions from the salespeople and sales leaders were so good, and so different from what Mike is typically asked, he decided to share them (along with his answers) in this episode. You'll want to share this episode with your sales team!  Take a listen for Mike's ans...

Mike kicks off the year with 20 powerful sales tips to help you (and your salespeople) absolutely crush 2024!   He initially shared this list with his email subscribers and the feedback was so positive that he felt obligated to turn these tips into Episode 67.   Take a listen, share this episode with your sales team, and make sure to grab the free PDF with Mike's 20 tips from  HERE .   This episod...

In this powerful episode, Mike puts the wrap on an amazing year. Episode 66 combines straight talk from two of Mike's highly-rated, trusted advisors – his golf coach, Brian Fogt, and his financial advisor, Jacob Turner – along with his own Year-End/New Year's Sales and Sales Management "Fundamentals Checklists." Enjoy listening to Mike interact with two true professionals – people he turns to (and...

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...

Episode 64 is not just for sales leaders! This is one you will want to share with your sales teams as Mike hosts a special guest, the brilliant Carole Mahoney. Mike declares that Buyer First: Grow Your Business with Collaborative Selling is the best-written book he's read this year and is convinced that you and your sellers will enjoy and greatly benefit from this enlightening conversation as Caro...

Episode 63 was inspired by Mike's guest appearance on the Social Selling 2.0 Podcast and a 40-minute session he held with executive MBA students just before recoding this podcast. Carson Heady (featured in Episode 52) requested Mike's take on the current state of "Social Selling" and how it has evolved since its inception. A fascinating dialogue ensued including Mike's rant about the "founders" of...

It's that time of year, and in Episode 62 Mike makes a strong case for having each of our salespeople draft an individual business plan for the coming year. Referring to  the most popular article  he's ever published, Mike offers nine compelling benefits (for both the salesperson and the manager) resulting from having sellers write and present their plans, and he also outlines a simple template yo...