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)

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: <a href="https://www.linkedin.com/posts/mikeweinberg2013_as-excited-as-i-am-about-my-new-book-its-activity-7090011175324717056--INM?utm_source=share&amp;utm_medium=member_desktop" rel="noopener nofollow" target="_blank">Mike’s viral LinkedIn post</a> about the release of his newest book <a href="https://mikeweinberg.com/leadercohort/" rel="noopener nofollow" target="_blank">Fall Sales Leadership Coaching Cohort info</a> <a href="http://mikeweinberg.com/courses" rel="noopener nofollow" target="_blank">The New Sales. Simplified. Video Coaching Series (course)</a> <a href="http://mikeweinberg.com/atlanta2023" rel="noopener nofollow" target="_blank">October 3rd Supercharge Your Sales Leadership Event</a> (only 8 seats remaining)

Devastating Damage from Anti-Sales Cultures & Leaders with FOMO Always Searching for the Secret Sauce

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

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: <ol> <li> They Are Intensely Competitive </li> <li> They Are Not Conflict Averse (they don’t shy away from a fight)</li> </ol> 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: <a href="http://mikeweinberg.com/events" rel="noopener nofollow" target="_blank">Supercharge Your Sales Leadership Full-Day Intensive</a> (<a href="http://mikeweinberg.com/events" rel="noopener nofollow" target="_blank">mikeweinberg.com/events</a>) <a href="http://mikeweinberg.com/leadercohort" rel="noopener nofollow" target="_blank">Six-Month Sales Leadership Coaching Cohort</a> (<a href="http://mikeweinberg.com/leadercohort" rel="noopener nofollow" target="_blank">mikeweinberg.com/leadercohort</a>) Episode 12: <a href="https://mikeweinberg.com/podcast/episode12/" rel="noopener nofollow" target="_blank">Ask Candidates These 7 Intriguing Questions to Upgrade Your Interviews</a>

Collaborators or Sales Killers? Why It’s Insanity to Expect Salespeople to Do All Things Well

In Episode 54 Mike continues the series on Common Sales Leadership Sins, and this time he touches the “third rail” — compensation!   If you have complacent salespeople, Mike argues that the very first place to look is at the compensation plan... And he claims to be the very first person to discover and publicly declare that the words COMPensation and COMPlacency start with the same four letters!   As the sales leader, you may be the very best at selecting and developing talent, arming, equipping, and enabling your team, coaching on sales skills and deals, and even at holding people accountable, BUT if your sales comp plan is incentivizing the wrong behaviors and is not driving the desired results, then you have a massive problem.   Mike unpacks his three big pet peeves when it comes to comp plans:   1. Plans that are too flat (not enough difference between what top and bottom-performers “earn”)   2. “Commission Annuities” (commission in name only, commission that really isn’t variable, or paying people in perpetuity to service/renew accounts for deals that were sold years ago)   3. Not rewarding New Sales (paying the same rate/percentage in variable comp for renewing/servicing existing business as for the heavy lifting to develop true new business - major cross-sell/up-sell victories or acquiring net new customers)   Resources mentioned in this episode:   Mike’s Article:  4 Very Common Causes for Lack of New Opportunity CreationSupercharge Your Sales Leadership, October Event in Atlanta. Only 2 VIP and 21 full-day intensive spots remain available

In Episode 54 Mike continues the series on Common Sales Leadership Sins, and this time he touches the “third rail” — compensation!   If you have complacent salespeople, Mike argues that the very first place to look is at the compensation plan... And he claims to be the very first person to discover and publicly declare that the words COMPensation and COMPlacency start with the same four letters!   As the sales leader, you may be the very best at selecting and developing talent, arming, equipping, and enabling your team, coaching on sales skills and deals, and even at holding people accountable, BUT if your sales comp plan is incentivizing the wrong behaviors and is not driving the desired results, then you have a massive problem.   Mike unpacks his three big pet peeves when it comes to comp plans:   1. Plans that are too flat (not enough difference between what top and bottom-performers “earn”)   2. “Commission Annuities” (commission in name only, commission that really isn’t variable, or paying people in perpetuity to service/renew accounts for deals that were sold years ago)   3. Not rewarding New Sales (paying the same rate/percentage in variable comp for renewing/servicing existing business as for the heavy lifting to develop true new business - major cross-sell/up-sell victories or acquiring net new customers)   Resources mentioned in this episode:   Mike’s Article:  <a href="https://mikeweinberg.com/4-very-common-causes-for-lack-of-new-opportunity-creation/" rel="noopener nofollow" target="_blank">4 Very Common Causes for Lack of New Opportunity Creation</a><a href="https://mikeweinberg.com/atlanta2023/" rel="noopener nofollow" target="_blank">Supercharge Your Sales Leadership</a>, October Event in Atlanta. Only 2 VIP and 21 full-day intensive spots remain available

It’s Really Hard to Out-Manage a Stupid Sales Compensation Plan

In Episode 53 Mike resumes the series on Common Sales Leadership Sins by tackling two biggies: 1. Desk (and CRM/screen) Jockey Sales Management 2. Not coaching and mentoring salespeople Prepare to be challenged about your priorities as Mike asks you to open your calendars for a time (and gut) check on whether there is enough evidence to convict you of being a people-development-focused sales leader.   Too many frontline sales leaders are cheating themselves of what should be one of the most satisfying and results-driving parts of their job — helping their people get better  at doing their own jobs! Buckle up for a dose of blunt sales management truth that you cannot effectively lead a team staring at analytics, dashboards, or CRM screens. Salespeople win by connecting with other humans. What makes us think we can lead and develop them with our heads buried in data or via email? From the Heart: After concluding the episode Mike took a few minutes to share personally about two losses he just experienced with the passing of his step grandmother and a meaningful spiritual influence in his life, Tim Keller.   Resources, Posts, Events mentioned in this episode: JUST ANNOUNCED: The next Supercharge Your Sales Leadership event:  October 3rd, Atlanta. More info at mikeweinberg.com/events Mike’s article from the 2020 World Series: This MLB Manager Blew It Relying on Analytics Rather Than His Eyes  Episode 13: Game Changing Lessons from My World-Class Golf Coach  

In Episode 53 Mike resumes the series on Common Sales Leadership Sins by tackling two biggies: 1. Desk (and CRM/screen) Jockey Sales Management 2. Not coaching and mentoring salespeople Prepare to be challenged about your priorities as Mike asks you to open your calendars for a time (and gut) check on whether there is enough evidence to convict you of being a people-development-focused sales leader.   Too many frontline sales leaders are cheating themselves of what should be one of the most satisfying and results-driving parts of their job — helping their people get better  at doing their own jobs! Buckle up for a dose of blunt sales management truth that you cannot effectively lead a team staring at analytics, dashboards, or CRM screens. Salespeople win by connecting with other humans. What makes us think we can lead and develop them with our heads buried in data or via email? From the Heart: After concluding the episode Mike took a few minutes to share personally about two losses he just experienced with the passing of his step grandmother and a meaningful spiritual influence in his life, Tim Keller. Resources, Posts, Events mentioned in this episode: JUST ANNOUNCED: The next Supercharge Your Sales Leadership event:  October 3rd, Atlanta. More info at <a href="http://mikeweinberg.com/events" rel="noreferrer noopener nofollow" target="_blank">mikeweinberg.com/events</a> Mike’s article from the 2020 World Series:<a href="https://mikeweinberg.com/this-mlb-manager-blew-it-relying-solely-on-analytics-rather-than-his-eyes/" rel="noreferrer noopener nofollow" target="_blank"> This MLB Manager Blew It Relying on Analytics Rather Than His Eyes</a> <a href="https://mikeweinberg.com/podcast/episode13/" rel="noreferrer noopener nofollow" target="_blank">Episode 13</a>: Game Changing Lessons from My World-Class Golf Coach

The Dangers and Damage from Desk Jockey “Leadership” and Not Coaching Salespeople

In Episode 52 Mike takes a break from the current series on sales leadership sins to host fellow St. Louisan and sales rockstar, Carson Heady. Carson is a managing director in Microsoft’s US Health Solutions business and was a highly decorated, multi-year award winning salesperson and Microsoft’s Social Selling Lead prior to taking on his current leadership assignment.  Carson self-describes as perpetual optimist, resourceful problem eliminator and an outcome driver! He’s also a podcast host and author of two Amazon bestsellers, Birth of Salesman and Salesman on Fire. Mike invited him on the show after an enlightening lunch conversation where Carson shared what it’s been like leading his team through recent turbulent times in the world of tech. Enjoy this wide-ranging conversation that pivots from leading through uncertainty and “controlling what you can control” to mastering social selling. And prepare for your mouth to drop when Carson shares how many different contacts he engaged enroute to closing the biggest enterprise deal of his career. Carson Heady on Linkedin __________ Last Call:  Take advantage of this once-per-year special on Mike’s most focused course to help sharpen your most critical sales weapon – YOUR SALES STORY. 40% OFF through May 3rd at mikeweinberg.com/your-sales-story/

In Episode 52 Mike takes a break from the current series on sales leadership sins to host fellow St. Louisan and sales rockstar, Carson Heady. Carson is a managing director in Microsoft’s US Health Solutions business and was a highly decorated, multi-year award winning salesperson and Microsoft’s Social Selling Lead prior to taking on his current leadership assignment.  Carson self-describes as perpetual optimist, resourceful problem eliminator and an outcome driver! He’s also a podcast host and author of two Amazon bestsellers, Birth of Salesman and Salesman on Fire. Mike invited him on the show after an enlightening lunch conversation where Carson shared what it’s been like leading his team through recent turbulent times in the world of tech. Enjoy this wide-ranging conversation that pivots from leading through uncertainty and “controlling what you can control” to mastering social selling. And prepare for your mouth to drop when Carson shares how many different contacts he engaged enroute to closing the biggest enterprise deal of his career. <a href="https://www.linkedin.com/in/carsonvheady/" rel="noopener nofollow" target="_blank">Carson Heady on Linkedin</a> __________ Last Call:  Take advantage of this once-per-year special on Mike’s most focused course to help sharpen your most critical sales weapon – YOUR SALES STORY. 40% OFF through May 3rd at <a href="https://mikeweinberg.com/your-sales-story/" rel="noopener nofollow" target="_blank">mikeweinberg.com/your-sales-story/</a>

Leading Through Turbulent Times + Mastering Social and Enterprise Selling

This fun episode combines management takeaways from Mike’s first visit to Augusta National and the continuation of the current series covering sales leadership sins that damage culture and diminish results. Mike happily declares that the Masters lived up to all the hype and he shares a few observations processed through a sales and sales management lens…  Overdeliver. Go the extra mile and give customers/prospects/patrons more than they expect Professionals prepare and practice – like professionals Don’t count out the old guy as a worthy competitor Winners don’t whine about circumstances or the “luck of the draw” EQ and likability matter  While tackling Common Sales Leadership Sin #4 (Lack of Accountability), sales managers are reminded in a not-so-subtle fashion that their single most important job is ensuring that their people do their jobs!  Mike unpacks a handful of reasons that managers struggle to hold sellers accountable and goes further declaring that ignoring underperformance is akin to sales management malpractice. Resources to help upgrade accountability mentioned in this episode:  Download the free guide, “The Fastest Way to Increase Accountability, Reduce Complacency, and Create a High-Performance Culture” from mikeweinberg.com and link to a 15-minute video from that free PDF Read Chapter 20 in Sales Management. Simplified.  (buy on Amazon here) Listen to Episode 9   ________ This episode is sponsored by Mike’s least expensive, shortest, and most focused online course—YOUR SALES STORY.  Sharpening your sales story is the fastest way increase a salesperson's or sales team’s confidence and effectiveness and this week only (through May 3rd) the course is 40% of the regular price. Learn more at mikeweinberg.com/your-sales-story/

This fun episode combines management takeaways from Mike’s first visit to Augusta National and the continuation of the current series covering sales leadership sins that damage culture and diminish results. Mike happily declares that the Masters lived up to all the hype and he shares a few observations processed through a sales and sales management lens… <ul> <li>Overdeliver. Go the extra mile and give customers/prospects/patrons more than they expect</li> <li>Professionals prepare and practice – like professionals</li> <li>Don’t count out the old guy as a worthy competitor</li> <li>Winners don’t whine about circumstances or the “luck of the draw”</li> <li>EQ and likability matter</li> </ul> While tackling Common Sales Leadership Sin #4 (Lack of Accountability), sales managers are reminded in a not-so-subtle fashion that their single most important job is ensuring that their people do their jobs!  Mike unpacks a handful of reasons that managers struggle to hold sellers accountable and goes further declaring that ignoring underperformance is akin to sales management malpractice. Resources to help upgrade accountability mentioned in this episode: <ol> <li>Download the free guide, “The Fastest Way to Increase Accountability, Reduce Complacency, and Create a High-Performance Culture” from <a href="http://mikeweinberg.com/" rel="noopener nofollow" target="_blank">mikeweinberg.com</a> and link to a 15-minute video from that free PDF</li> <li>Read Chapter 20 in Sales Management. Simplified. (buy on Amazon <a href="http://amzn.to/2tz7phn" rel="noopener nofollow" target="_blank">here</a>)</li> <li>Listen to <a href="https://mikeweinberg.com/podcast/episode9/" rel="noopener nofollow" target="_blank">Episode 9</a></li> </ol> ________ This episode is sponsored by Mike’s least expensive, shortest, and most focused online course—<a href="https://mikeweinberg.com/your-sales-story/" rel="noopener nofollow" target="_blank">YOUR SALES STORY</a>.  Sharpening your sales story is the fastest way increase a salesperson's or sales team’s confidence and effectiveness and this week only (through May 3rd) the course is 40% of the regular price. Learn more at <a href="https://mikeweinberg.com/your-sales-story/" rel="noopener nofollow" target="_blank">mikeweinberg.com/your-sales-story/</a>

Management Takeaways from My Trip to the Masters & Sales Leadership Sin #4

In Episode 50, Mike vents his frustration about senior executives who have lost sight of the sales manager’s primary job as he continues this series tackling The Unlucky 13 Sales Leadership Sins That Damage Culture and Diminish Results. Sin #3:  IT’S REALLY HARD TO LEAD THE SALES TEAM WHEN YOU’RE BURIED IN CRAP! Too many sales leaders are losing too much of their valuable time getting dragged into meetings, digging out from under an obscene amount of email, and being diverted and distracted from their primary job — and the consequences for sales are devastating. Listen in as Mike addresses this common challenge and offers practical tips to help sales leaders unbury themselves (and redeploy that time on the precious few highest-payoff activities that truly move the needle on culture and results).

In Episode 50, Mike vents his frustration about senior executives who have lost sight of the sales manager’s primary job as he continues this series tackling The Unlucky 13 Sales Leadership Sins That Damage Culture and Diminish Results. Sin #3:  IT’S REALLY HARD TO LEAD THE SALES TEAM WHEN YOU’RE BURIED IN CRAP! Too many sales leaders are losing too much of their valuable time getting dragged into meetings, digging out from under an obscene amount of email, and being diverted and distracted from their primary job — and the consequences for sales are devastating. Listen in as Mike addresses this common challenge and offers practical tips to help sales leaders unbury themselves (and redeploy that time on the precious few highest-payoff activities that truly move the needle on culture and results).

It’s Really Hard to Lead the Sales Team When You’re Buried in Crap

Mike begins Episode 49 sharing the pain from a recent lost deal that he really wanted along with the lessons learned from the experience. He takes this opportunity to remind listeners of the importance of doing a post-mortem analysis and that winners take ownership of the outcome (exhibiting internal locus of control) instead of playing the victim and blaming others and circumstances when they lose.  This episode also kicks off a new series reviewing The Unlucky 13 Sales Leadership Sins That Damage Culture and Diminish Results and Mike unpacks the first two of these common challenges:  Poor Goals and Results Focus Unclear Strategy and Direction Managers Buried in Crap Lack of Accountability Desk/CRM Jockey Sales Management and “Leading” via Email Not Coaching and Mentoring Salespeople Sales Leader Playing Sales Team Hero Unhelpful Compensation Plans Wrong People in the Wrong Roles Painful, Unproductive Sales Team Meetings Allowing Salespeople to Live in Reactive Mode and Forget Their Primary Job An Anti-Sales Culture Searching for Shortcuts or the Secret Sauce=  As Mike suggests, put your defense shield down, check your ego, and take a look in the mirror to see which of these very common sales leadership sins may be getting in the way of you having the culture and results you desire for your sales team.  ______ Reminder: The next Supercharge Your Sales Leadership Event takes place May 3rd at The Porsche Experience Center adjacent to the Atlanta Airport. All previous ten events have sold out. Get more info and register at mikeweinberg.com/atlanta2023 to join Mike and 50 driven sales leaders for this powerful experience!

Mike begins Episode 49 sharing the pain from a recent lost deal that he really wanted along with the lessons learned from the experience. He takes this opportunity to remind listeners of the importance of doing a post-mortem analysis and that winners take ownership of the outcome (exhibiting internal locus of control) instead of playing the victim and blaming others and circumstances when they lose.  This episode also kicks off a new series reviewing The Unlucky 13 Sales Leadership Sins That Damage Culture and Diminish Results and Mike unpacks the first two of these common challenges: <ol> <li>Poor Goals and Results Focus</li> <li>Unclear Strategy and Direction</li> <li>Managers Buried in Crap</li> <li>Lack of Accountability</li> <li>Desk/CRM Jockey Sales Management and “Leading” via Email</li> <li>Not Coaching and Mentoring Salespeople</li> <li>Sales Leader Playing Sales Team Hero</li> <li>Unhelpful Compensation Plans</li> <li>Wrong People in the Wrong Roles</li> <li>Painful, Unproductive Sales Team Meetings</li> <li>Allowing Salespeople to Live in Reactive Mode and Forget Their Primary Job</li> <li>An Anti-Sales Culture</li> <li>Searching for Shortcuts or the Secret Sauce=</li> </ol> As Mike suggests, put your defense shield down, check your ego, and take a look in the mirror to see which of these very common sales leadership sins may be getting in the way of you having the culture and results you desire for your sales team. ______ Reminder: The next<a href="http://mikeweinberg.com/atlanta2023" rel="noopener nofollow" target="_blank"> Supercharge Your Sales Leadership Event </a>takes place May 3rd at The Porsche Experience Center adjacent to the Atlanta Airport. All previous ten events have sold out. Get more info and register at <a href="http://mikeweinberg.com/atlanta2023" rel="noopener nofollow" target="_blank">mikeweinberg.com/atlanta2023</a> to join Mike and 50 driven sales leaders for this powerful experience!

Losing this Deal Stung and Starting a New Series Covering Common Sales Leadership Sins

Mike recorded Episode 48 from a hotel during a crazy travel streak between sales kickoff meetings and the most recent Supercharge Your Sales Leadership Event.    In this long overdue episode, Mike pokes fun at the "bandwagon jumpers" in the sales improvement space who are once again (looking for “likes” and “clicks”) predicting the death of sales, this time due to ChatGBT. He references this LinkedIn post where he expresses his skepticism and reminds sellers and sales leaders that these very same people were proclaiming that AI would kill our profession five years ago!   Inspired by his preparation for a workshop he was leading for a favorite client’s kickoff meeting, Mike also shares his take on why so many sales calls and presentations fall flat and offers up his favorite trick to help salespeople radically power-up their presentations. Learn how the magic in “Slide 4” can transform the dynamic in the room, and how your seller, solution, and company are all perceived.    ____________   Reminder: The next Supercharge Your Sales Leadership Event takes place May 3rd at The Porsche Experience Center adjacent to the Atlanta Airport. All previous ten events have sold out. Get more info and register at mikeweinberg.com/atlanta2023 to join Mike and 50 driven sales leaders for this powerful experience!

Mike recorded Episode 48 from a hotel during a crazy travel streak between sales kickoff meetings and the most recent Supercharge Your Sales Leadership Event.    In this long overdue episode, Mike pokes fun at the "bandwagon jumpers" in the sales improvement space who are once again (looking for “likes” and “clicks”) predicting the death of sales, this time due to ChatGBT. He references this <a href="https://www.linkedin.com/posts/mikeweinberg2013_you-are-being-compared-to-hitler-because-activity-7032365481541996544-WYSa?utm_source=share&amp;utm_medium=member_desktop" rel="noopener nofollow" target="_blank">LinkedIn post </a>where he expresses his skepticism and reminds sellers and sales leaders that these very same people were proclaiming that AI would kill our profession five years ago!   Inspired by his preparation for a workshop he was leading for a favorite client’s kickoff meeting, Mike also shares his take on why so many sales calls and presentations fall flat and offers up his favorite trick to help salespeople radically power-up their presentations. Learn how the magic in “Slide 4” can transform the dynamic in the room, and how your seller, solution, and company are all perceived.   ____________   Reminder: The next Supercharge Your Sales Leadership Event takes place May 3rd at The Porsche Experience Center adjacent to the Atlanta Airport. All previous ten events have sold out. Get more info and register at <a href="http://mikeweinberg.com/atlanta2023" rel="noopener nofollow" target="_blank">mikeweinberg.com/atlanta2023</a> to join Mike and 50 driven sales leaders for this powerful experience!

Artificial Intelligence Will Not Replace You and One Trick to Power-Up Your Sales Team’s Presentations

Mike is concerned that one month into the new year too many sales teams have not nailed down their strategic, finite target account lists. Too many supposed sales hunters are operating on autopilot while an abundance of account managers are simply doing the “milk run” in territory caretaker and maintenance mode! In Episode 47 Mike shares why Selecting Targets is the very first piece of his New Sales Driver Framework and he challenges sellers and sales leaders to declare  which target accounts (growable existing customers and ideal profile prospects) they are committed to proactively pursuing to develop new business. Listen as Mike unpacks the four characteristics of a great target list:  Strategic Finite Focused Written (yes, written or printed!)    To WIN MORE NEW SALES, sales leaders must get salespeople out of reactive mode waiting for leads and opportunities to chase and get them PROACTIVELY pursuing named target customers and prospects! Posts mentioned in this episode: Where Is Your Strategic, Finite Target Account List? Mike’s post honoring his step-grandfather, Ed Davidheiser Unpacking the 5 Foundational Keys to Winning More New Sales   NEW EVENT DATE ANNOUNCED: With the February 28th session now sold out, we are excited to announce the next SUPERCHARGE YOUR SALES LEADERSHIP dates: The next one-day intensive will be Wednesday, May 3rd with May 4th as the VIP Day that includes VIP Q&amp;A, private lunch with Mike and the Porsche Driving Experience on the track! More info and register at mikeweinberg.com/atlanta2023

Mike is concerned that one month into the new year too many sales teams have not nailed down their strategic, finite target account lists. Too many supposed sales hunters are operating on autopilot while an abundance of account managers are simply doing the “milk run” in territory caretaker and maintenance mode! In Episode 47 Mike shares why Selecting Targets is the very first piece of his New Sales Driver Framework and he challenges sellers and sales leaders to declare  which target accounts (growable existing customers and ideal profile prospects) they are committed to proactively pursuing to develop new business. Listen as Mike unpacks the four characteristics of a great target list: <ol> <li>Strategic</li> <li>Finite</li> <li>Focused</li> <li>Written (yes, written or printed!)</li> </ol> To WIN MORE NEW SALES, sales leaders must get salespeople out of reactive mode waiting for leads and opportunities to chase and get them PROACTIVELY pursuing named target customers and prospects! Posts mentioned in this episode: <a href="https://mikeweinberg.com/strategic-finite-target-account-list/" rel="noopener nofollow" target="_blank">Where Is Your Strategic, Finite Target Account List?</a> <a href="https://mikeweinberg.com/honoring-the-life-of-edward-w-davidheiser-a-true-mentor-in-life-and-sales/" rel="noopener nofollow" target="_blank">Mike’s post honoring his step-grandfather, Ed Davidheiser</a> <a href="https://mikeweinberg.com/podcast/episode42/" rel="noopener nofollow" target="_blank">Unpacking the 5 Foundational Keys to Winning More New Sales</a> NEW EVENT DATE ANNOUNCED: With the February 28th session now sold out, we are excited to announce the next SUPERCHARGE YOUR SALES LEADERSHIP dates: The next one-day intensive will be Wednesday, May 3rd with May 4th as the VIP Day that includes VIP Q&amp;A, private lunch with Mike and the Porsche Driving Experience on the track! More info and register at <a href="http://mikeweinberg.com/atlanta2023" rel="nofollow" target="_blank">mikeweinberg.com/atlanta2023</a>

This Is the First Step in a Successful New Business Development Sales Initiative

Execs, sales leaders, and aspiring sales managers: Ready to create a healthy, high-performance sales culture and drive significant long-term sales growth? Had it with the noise and nonsense that passes for sales advice today and the nonstop pitches promising you a new hack, trick, or tool to solve all that ails your sales? Join practitioner, speaker, coach, and globally trusted sales expert Mike Weinberg, author of the bestselling and most reviewed sales management book, for straight talk, blunt truth, and powerful, practical techniques that will maximize sales management effectiveness and help your team WIN MORE NEW SALES!

Episode 46 features one of Mike’s all-time favorite senior sales executives.  Dennis Sorenson is a seasoned global sales leader with a reputation for building high-performance teams. He currently serves as the Senior Vice President of Revenue and Sales at Alegeus and Mike claims that no client has stretched or challenged him more than Dennis. Listen as Dennis drops gem after gem offering…  His sales management secret for effectively “managing up” and how to keep your executive boss from distracting and derailing you  That consistency is one of the most underrated characteristics of great leaders His 4 P’s when it comes to coaching sellers for big sales calls and presentations (Plan, Prepare, Practice, Play) 3 F’s for leading the team through tough times (Filter negativity, Focus on what you can control, and stick to the Fundamentals)   Dennis and Mike also address the move from individual contributor into sales management and point out…  The positives and pitfalls when a salesperson gets promoted to lead the team they were a part of How (counterintuitively) new managers must slow down to speed up their ramp up! The transition from winning on your own to winning through your people  Mike’s favorite response came when he asked how Dennis found/made time for so many 1:1 conversations with individuals at every level of the sales organization: “The number one thing on my list as a sales leader is talent. If I don’t make time to find, attract, and bring in great talent, and take the talent that I have and develop that talent, then I’m not doing my job.” Links: February 28th, Supercharge Your Sales Leadership Event:  mikeweinberg.com/atlanta2023 Sales Leadership Coaching Cohort:  mikeweinberg.com/leadercohort Previous Episode featuring Dennis Sorenson: https://mikeweinberg.com/podcast/episode8

Episode 46 features one of Mike’s all-time favorite senior sales executives.  Dennis Sorenson is a seasoned global sales leader with a reputation for building high-performance teams. He currently serves as the Senior Vice President of Revenue and Sales at Alegeus and Mike claims that no client has stretched or challenged him more than Dennis. Listen as Dennis drops gem after gem offering… <ul> <li>His sales management secret for effectively “managing up” and how to keep your executive boss from distracting and derailing you </li> <li>That consistency is one of the most underrated characteristics of great leaders</li> <li>His 4 P’s when it comes to coaching sellers for big sales calls and presentations (Plan, Prepare, Practice, Play)</li> <li>3 F’s for leading the team through tough times (Filter negativity, Focus on what you can control, and stick to the Fundamentals) </li> </ul> Dennis and Mike also address the move from individual contributor into sales management and point out… <ul> <li>The positives and pitfalls when a salesperson gets promoted to lead the team they were a part of</li> <li>How (counterintuitively) new managers must slow down to speed up their ramp up!</li> <li>The transition from winning on your own to winning through your people</li> </ul> Mike’s favorite response came when he asked how Dennis found/made time for so many 1:1 conversations with individuals at every level of the sales organization: “The number one thing on my list as a sales leader is talent. If I don’t make time to find, attract, and bring in great talent, and take the talent that I have and develop that talent, then I’m not doing my job.” Links: February 28th, Supercharge Your Sales Leadership Event:  <a href="https://mikeweinberg.com/atlanta2023/" rel="noopener nofollow" target="_blank">mikeweinberg.com/atlanta2023</a> Sales Leadership Coaching Cohort:  <a href="https://mikeweinberg.com/leadercohort/" rel="noopener nofollow" target="_blank">mikeweinberg.com/leadercohort</a> Previous Episode featuring Dennis Sorenson: <a href="https://mikeweinberg.com/podcast/episode8" rel="noopener nofollow" target="_blank">https://mikeweinberg.com/podcast/episode8</a>

This Senior Leader Builds High-Performance Sales Teams with 4 P’s, 3 F’s, and Smart Talent Management

In Episode 45 Mike puts the wraps on 2022, shares highlights, stats, reflections, and frustrations from a fantastic year, while challenging sales leaders to…   Celebrate significant victories  Identify the time and energy “draculas” sucking the life out of them and stealing their passion and productivity Articulate two BIG business goals for 2023 and tie significant rewards to achieving those goals Become more selfishly productive by better time-blocking high-payoff sales management activities Provide better support to drive even more production from their A-Players Quickly coach-up (or coach-out) underperformers    Mike offers leaders two powerful opportunities to maximize sales management effectiveness for 2023 — one is lower cost, lower commitment (mikeweinberg.com/atlanta2023) and the other is longer-term and includes ongoing support (mikeweinberg.com/leadercohort)   Thank you for making the Sales Management. Simplified. Podcast a success in 2022. Here’s to GREAT SALES LEADERSHIP and your team winning MORE NEW SALES in the new year!

In Episode 45 Mike puts the wraps on 2022, shares highlights, stats, reflections, and frustrations from a fantastic year, while challenging sales leaders to… <ul> <li>Celebrate significant victories </li> <li>Identify the time and energy “draculas” sucking the life out of them and stealing their passion and productivity</li> <li>Articulate two BIG business goals for 2023 and tie significant rewards to achieving those goals</li> <li>Become more selfishly productive by better time-blocking high-payoff sales management activities</li> <li>Provide better support to drive even more production from their A-Players</li> <li>Quickly coach-up (or coach-out) underperformers</li> </ul>   Mike offers leaders two powerful opportunities to maximize sales management effectiveness for 2023 — one is lower cost, lower commitment (<a href="http://mikeweinberg.com/atlanta2023" rel="noopener nofollow" target="_blank">mikeweinberg.com/atlanta2023</a>) and the other is longer-term and includes ongoing support (<a href="http://mikeweinberg.com/leadercohort" rel="noopener nofollow" target="_blank">mikeweinberg.com/leadercohort</a>)   Thank you for making the Sales Management. Simplified. Podcast a success in 2022. Here’s to GREAT SALES LEADERSHIP and your team winning MORE NEW SALES in the new year!

Big Thanks, Brags & Beefs from an Amazing Year Plus Powerful Tips to Maximize Success in 2023

Mike tackles two topics in Episode 44 inspired by sessions he led this past week.   1. Your Sellers’ “Why” and Motivation to Sell Matter — a lot Mike shares his dad’s powerful advice that has served as the foundation for his successful sales career. He also addresses the significant mental and emotional baggage that hinders hesitant sellers from proactively pursuing prospects, pushing past resistance, and persistently following-up. When we understand “why” we sell and view ourselves as professional problem solvers instead of as pests, everything changes! Hear the strong message Mike delivered to help get a sales teams’ heads and heart in the right place so their motivation to sell is pure and honorable! 2. Reflect, Reset, Refocus to End &amp; Start the Year Right During a session with the sales leadership cohort, Mike and the members discussed the importance of “seasons” in life and the unique opportunity that year-end/new year presents for leaders with their teams. Let’s not miss the chance celebrate major accomplishments, personal growth, and for some, even just surviving a crazy year. It’s also the perfect time to ask thoughtful questions about what worked well this past year that your people should repeat, and alternatively, what strategies and approaches didn’t work so we don’t live out the definition of insanity, doing the same thing over and over expecting a different result! Take advantage of this season to help your team (and yourself) reset and refocus to begin the new year with energy, excitement, and a plan to win. Get more info on the sales leadership coaching cohort here:  mikeweinberg.com/leadercohort  _____ TWO EARLY 2023 DEVELOPMENT OPPORTUNITIES FOR SALES LEADERS Supercharge Your Sales Leadership events are back and the first one is scheduled for February 28 at the Porsche Experience Center adjacent to Atlanta Airport. Join 50 driven sales leader colleagues and Mike for this powerful 1-day intensive or 2-day VIP experience. INFO &amp; REGISTER at mikeweinberg.com/atlanta2023  The first Sales Leadership Coaching Cohort of 2023 will start in late January. This comprehensive 6-month program is limited to 12 sales leaders. If you are ready to maximize your effectiveness as a sales leader and your team’s results, and would benefit from coaching, community, care, and proven, powerful content, get more info and schedule an exploratory conversation at mikeweinberg.com/leadercohort

Mike tackles two topics in Episode 44 inspired by sessions he led this past week. 1. Your Sellers’ “Why” and Motivation to Sell Matter — a lot Mike shares his dad’s powerful advice that has served as the foundation for his successful sales career. He also addresses the significant mental and emotional baggage that hinders hesitant sellers from proactively pursuing prospects, pushing past resistance, and persistently following-up. When we understand “why” we sell and view ourselves as professional problem solvers instead of as pests, everything changes! Hear the strong message Mike delivered to help get a sales teams’ heads and heart in the right place so their motivation to sell is pure and honorable! 2. Reflect, Reset, Refocus to End &amp; Start the Year Right During a session with the sales leadership cohort, Mike and the members discussed the importance of “seasons” in life and the unique opportunity that year-end/new year presents for leaders with their teams. Let’s not miss the chance celebrate major accomplishments, personal growth, and for some, even just surviving a crazy year. It’s also the perfect time to ask thoughtful questions about what worked well this past year that your people should repeat, and alternatively, what strategies and approaches didn’t work so we don’t live out the definition of insanity, doing the same thing over and over expecting a different result! Take advantage of this season to help your team (and yourself) reset and refocus to begin the new year with energy, excitement, and a plan to win. Get more info on the sales leadership coaching cohort here:  <a href="http://mikeweinberg.com/leadercohort" rel="noopener nofollow" target="_blank">mikeweinberg.com/leadercohort</a> _____ TWO EARLY 2023 DEVELOPMENT OPPORTUNITIES FOR SALES LEADERS Supercharge Your Sales Leadership events are back and the first one is scheduled for February 28 at the Porsche Experience Center adjacent to Atlanta Airport. Join 50 driven sales leader colleagues and Mike for this powerful 1-day intensive or 2-day VIP experience. <a href="https://mikeweinberg.com/atlanta2023/" rel="nofollow" target="_blank">INFO &amp; REGISTER</a> at <a href="http://mikeweinberg.com/atlanta2023" rel="nofollow" target="_blank">mikeweinberg.com/atlanta2023</a> The first Sales Leadership Coaching Cohort of 2023 will start in late January. This comprehensive 6-month program is limited to 12 sales leaders. If you are ready to maximize your effectiveness as a sales leader and your team’s results, and would benefit from coaching, community, care, and proven, powerful content,<a href="https://mikeweinberg.com/leadercohort" rel="nofollow" target="_blank"> get more info and schedule an exploratory conversation</a> at <a href="http://mikeweinberg.com/leadercohort" rel="nofollow" target="_blank">mikeweinberg.com/leadercohort</a>

Motivation Matters. Reflect, Reset, Refocus to End & Start the Year Right

Sales team meetings don’t have to be drudgery for the sales leader or salespeople, and they shouldn’t be painful and unproductive either! In Episode 43, Mike…  Reminds leaders of the purpose and impact of great team meetings  Rants about the most common sales meeting sins Challenges sales managers that if you cannot answer this question with an emphatic “yes” then something needs to change quickly:  Do your salespeople leave sales team meetings with more energy and better equipped to sell than when the meeting began?   Unpacks several suggested agenda topics that will radically increase the impact of your team meetings Reveals the secret to turn “role play” from something awkward and cringeworthy into the important practice session it should be  Take a listen and learn to “give the work away,” create more interaction and more value for your salespeople so they leave team meetings more energized and better equipped to sell than ever.  _________ JUST ANNOUNCED – TWO EARLY 2023 DEVELOPMENT OPPORTUNITIES FOR SALES LEADERS Supercharge Your Sales Leadership events are back and the first one is scheduled for February 28 at the Porsche Experience Center adjacent to Atlanta Airport. Join 50 driven sales leader colleagues and Mike for this powerful 1-day intensive or 2-day VIP experience. INFO &amp; REGISTER at mikeweinberg.com/atlanta2023    The first Sales Leadership Coaching Cohort of 2023 will start in late January. This comprehensive 6-month program is limited to 12 sales leaders. If you are ready to maximize your effectiveness as a sales leader and your team’s results, and would benefit from coaching, community, care, and proven, powerful content, get more info and schedule an exploratory conversation at mikeweinberg.com/cohortinfo  

Sales team meetings don’t have to be drudgery for the sales leader or salespeople, and they shouldn’t be painful and unproductive either! In Episode 43, Mike… <ul> <li>Reminds leaders of the purpose and impact of great team meetings </li> <li>Rants about the most common sales meeting sins</li> <li>Challenges sales managers that if you cannot answer this question with an emphatic “yes” then something needs to change quickly:  Do your salespeople leave sales team meetings with more energy and better equipped to sell than when the meeting began?</li> <li> </li> <li>Unpacks several suggested agenda topics that will radically increase the impact of your team meetings</li> <li>Reveals the secret to turn “role play” from something awkward and cringeworthy into the important practice session it should be</li> </ul> Take a listen and learn to “give the work away,” create more interaction and more value for your salespeople so they leave team meetings more energized and better equipped to sell than ever. _________ JUST ANNOUNCED – TWO EARLY 2023 DEVELOPMENT OPPORTUNITIES FOR SALES LEADERS Supercharge Your Sales Leadership events are back and the first one is scheduled for February 28 at the Porsche Experience Center adjacent to Atlanta Airport. Join 50 driven sales leader colleagues and Mike for this powerful 1-day intensive or 2-day VIP experience. <a href="https://mikeweinberg.com/atlanta2023/" rel="noopener nofollow" target="_blank">INFO &amp; REGISTER</a> at <a href="http://mikeweinberg.com/atlanta2023" rel="nofollow" target="_blank">mikeweinberg.com/atlanta2023</a> The first Sales Leadership Coaching Cohort of 2023 will start in late January. This comprehensive 6-month program is limited to 12 sales leaders. If you are ready to maximize your effectiveness as a sales leader and your team’s results, and would benefit from coaching, community, care, and proven, powerful content, <a href="https://mikeweinberg.com/cohortinfo/" rel="noopener nofollow" target="_blank">get more info and schedule an exploratory conversation</a> at <a href="http://mikeweinberg.com/cohortinfo" rel="nofollow" target="_blank">mikeweinberg.com/cohortinfo</a>

How to Lead Sales Team Meetings That Energize and Equip Your Salespeople

The feedback and appreciation for Mike’s recent special web session: "Boom Times or Bust - The 5 Keys to Winning More New Sales” has been so positive, it prompted him to share the full recording with podcast listeners. In this audio recording, Mike…  Explains what he is seeing that prompted him to offer this session Cautions sellers and sales leaders to beware of fads and bandwagon jumpers in the sales improvement space Shares his confusion about a giant company that asked him to propose a virtual selling training program  Unpacks five foundational keys for a successful new business development focused sales attack (regardless of economic conditions) Announces the once-per-year limited offer for the New Sales. Simplified. Video Coaching Series  If you prefer to watch the video recording (which incorporates the slides Mike used for the special web session), visit the episode page:  mikeweinberg.com/episode42  And if you would like to set yourself or your sales team up to maximize sales in 2023, take advantage of the limited-time offer on the New Sales. Simplified. Video Coaching Series (including special packages for sales leaders who purchase access for their teams).

The feedback and appreciation for Mike’s recent special web session: "Boom Times or Bust - The 5 Keys to Winning More New Sales” has been so positive, it prompted him to share the full recording with podcast listeners. In this audio recording, Mike… <ul> <li>Explains what he is seeing that prompted him to offer this session</li> <li>Cautions sellers and sales leaders to beware of fads and bandwagon jumpers in the sales improvement space</li> <li>Shares his confusion about a giant company that asked him to propose a virtual selling training program </li> <li>Unpacks five foundational keys for a successful new business development focused sales attack (regardless of economic conditions)</li> <li>Announces the once-per-year limited offer for the New Sales. Simplified. Video Coaching Series</li> </ul> If you prefer to watch the video recording (which incorporates the slides Mike used for the special web session), visit the episode page:  <a href="http://mikeweinberg.com/episode42" rel="noopener nofollow" target="_blank">mikeweinberg.com/episode42</a> And if you would like to set yourself or your sales team up to maximize sales in 2023, take advantage of the limited-time offer on the <a href="http://mikeweinberg.com/morenewsales" rel="noopener nofollow" target="_blank">New Sales. Simplified. Video Coaching Series</a> (including special packages for sales leaders who purchase access for their teams).

Unpacking the 5 Foundational Keys to Winning More New Sales

While waiting for a connecting flight at Chicago O’Hare last week, Mike dialed in for an impromptu Q&amp;A session with a sales team going through the New Sales. Simplified. Video Coaching Series. That Q&amp;A evolved into an impactful coaching conversation around overcoming a prospect’s resistance to meeting in-person. In this episode, Mike recaps three powerful tips for securing the meeting after the contact resists the salesperson’s initial request to meet. He also spends a few minutes thanking the sales community for supporting New Sales. Simplified. and celebrating its 10 years as a bestseller. Most importantly, Mike invites listeners to a special free web session on November 10th.  Join him for… BOOM OR BUST, THE 5 KEYS TO WINNING MORE NEW SALES Register at mikeweinberg.com/5keys Amidst all the confusion and concern around the changing business climate… Mike wants to remind sellers and sales leaders of the five simple keys for a successful new business development focused sales attack. Regardless of whether we’re panicking from a pandemic, struggling with supply chain shortages, or now facing headwinds as we potentially head into a recession, the fundamentals for WINNING MORE NEW SALES remain the same.  Links: Register for the free web session New Sales. Simplified. Selling in a Crisis

While waiting for a connecting flight at Chicago O’Hare last week, Mike dialed in for an impromptu Q&amp;A session with a sales team going through the New Sales. Simplified. Video Coaching Series. That Q&amp;A evolved into an impactful coaching conversation around overcoming a prospect’s resistance to meeting in-person. In this episode, Mike recaps three powerful tips for securing the meeting after the contact resists the salesperson’s initial request to meet. He also spends a few minutes thanking the sales community for supporting New Sales. Simplified. and celebrating its 10 years as a bestseller. Most importantly, Mike invites listeners to a special free web session on November 10th.  Join him for… <a href="https://mikeweinberg.com/5keys" rel="nofollow" target="_blank">BOOM OR BUST, THE 5 KEYS TO WINNING MORE NEW SALES</a> Register at <a href="https://mikeweinberg.com/5keys" rel="nofollow" target="_blank">mikeweinberg.com/5keys</a> Amidst all the confusion and concern around the changing business climate… Mike wants to remind sellers and sales leaders of the five simple keys for a successful new business development focused sales attack. Regardless of whether we’re panicking from a pandemic, struggling with supply chain shortages, or now facing headwinds as we potentially head into a recession, the fundamentals for WINNING MORE NEW SALES remain the same.  Links: <a href="https://mikeweinberg.com/5keys" rel="nofollow" target="_blank">Register for the free web session</a> <a href="https://amzn.to/3D9Og6B" rel="nofollow" target="_blank">New Sales. Simplified.</a> <a href="https://amzn.to/3sArLTA" rel="nofollow" target="_blank">Selling in a Crisis</a>

3 Prospecting Tips to Overcome Resistance and Secure More Meetings

While observing the launch of Jeb Blount’s brand new bestseller, Mike sensed something different. Just seeing the fun Jeb was having promoting Selling in a Crisis, and enjoying the excited reaction from so many sellers and sales influencers, Mike texted Jeb with a crazy question:   “Jeb, I’m seeing the reaction to the book from sellers and influencers.  The timing is absolutely perfect as my client sales teams are preparing to sell into strong headwinds next year. The community needs this book. Do you think it’s possible that Selling in a Crisis could be even bigger than Fanatical Prospecting?” That text led to a phone call which led to this wide ranging conversation. In Episode 40, Mike has Jeb share his take on the “State of Sales,” what we learned selling through the pandemic, dealing with supply chain challenges and passing along price increases, and now how we must prepare to sell in a very different business climate than we’ve experienced in the past fifteen years.   Books Mentioned in this Episode: Selling in a Crisis Selling the Price Increase New Sales. Simplified.

While observing the launch of Jeb Blount’s brand new bestseller, Mike sensed something different. Just seeing the fun Jeb was having promoting Selling in a Crisis, and enjoying the excited reaction from so many sellers and sales influencers, Mike texted Jeb with a crazy question:   “Jeb, I’m seeing the reaction to the book from sellers and influencers.  The timing is absolutely perfect as my client sales teams are preparing to sell into strong headwinds next year. The community needs this book. Do you think it’s possible that Selling in a Crisis could be even bigger than Fanatical Prospecting?” That text led to a phone call which led to this wide ranging conversation. In Episode 40, Mike has Jeb share his take on the “State of Sales,” what we learned selling through the pandemic, dealing with supply chain challenges and passing along price increases, and now how we must prepare to sell in a very different business climate than we’ve experienced in the past fifteen years. Books Mentioned in this Episode: <a href="https://amzn.to/3sArLTA" rel="noopener nofollow" target="_blank">Selling in a Crisis</a> <a href="https://amzn.to/3sxnG2i" rel="noopener nofollow" target="_blank">Selling the Price Increase</a> <a href="https://amzn.to/3D9Og6B" rel="noopener nofollow" target="_blank">New Sales. Simplified.</a>

Selling In A Crisis

Mike provoked the sales leaders gathered at the Sales Execution Simplified event in London with this statement that generated a healthy dialogue in the room:  Struggling salespeople (who are neither hitting their sales numbers nor maintaining a healthy pipeline) should have a feeling of discomfort as they leave their 1:1 accountability meeting! In this short episode recorded in Belfast, Mike shares highlights from his trip to the UK during the historic week following the death of Her Majesty The Queen, and regarding the all important 1:1 regular manager-salesperson accountability meeting, he reminds sales leaders that… - this meeting is most effective when kept short and focused on thing - accountability - should be completely fact/data-based and not based on feelings - the impact of these critical sessions gets diluted when managers pivot from accountability to coaching - we actually seek to create discomfort for underperforming salespeople -  if sellers are falling short of their sales goals and their pipelines are weak (not enough total coverage, not enough new opportunities being created, not enough existing opportunities being advanced) then we do not want them walking away thinking everything is fine - while we should be coaching and encouraging our struggling salespeople, we should NOT be doing that in our regular, brief accountability meeting

Mike provoked the sales leaders gathered at the Sales Execution Simplified event in London with this statement that generated a healthy dialogue in the room:  Struggling salespeople (who are neither hitting their sales numbers nor maintaining a healthy pipeline) should have a feeling of discomfort as they leave their 1:1 accountability meeting! In this short episode recorded in Belfast, Mike shares highlights from his trip to the UK during the historic week following the death of Her Majesty The Queen, and regarding the all important 1:1 regular manager-salesperson accountability meeting, he reminds sales leaders that… - this meeting is most effective when kept short and focused on thing - accountability - should be completely fact/data-based and not based on feelings - the impact of these critical sessions gets diluted when managers pivot from accountability to coaching - we actually seek to create discomfort for underperforming salespeople -  if sellers are falling short of their sales goals and their pipelines are weak (not enough total coverage, not enough new opportunities being created, not enough existing opportunities being advanced) then we do not want them walking away thinking everything is fine - while we should be coaching and encouraging our struggling salespeople, we should NOT be doing that in our regular, brief accountability meeting

Underperformers Should Leave the 1:1 Manager-Salesperson Accountability Meeting with an Uncomfortable Feeling

Episode 38 is a must listen for every sales leader - veteran, new, or aspiring.  Mike continues the powerful conversation with super impressive new sales leader Drew Ellis as they cover Drew’s transition from top-producing individual contributor into leadership. Hear how Drew…  Built frameworks for leading his team before he even had the job Hired for culture, grit, and fit Was secure enough to bring people onto his team better than himself Implemented disciplines around proactive new business development and sales process Stressed the importance of “first dates” and continually filling the top of funnel Adapted Mike’s “Accountability Framework” (results, pipeline, activity) for his new team Stays sharp and motivated  If you missed the first half of Mike’s conversation with Drew, listen at mikeweinberg.com/episode37  Please leave a review on Apple Podcasts (or wherever you listen) if you were inspired by this dialogue and received value from this episode. Drew Ellis on Linkedin

Episode 38 is a must listen for every sales leader - veteran, new, or aspiring.  Mike continues the powerful conversation with super impressive new sales leader Drew Ellis as they cover Drew’s transition from top-producing individual contributor into leadership. Hear how Drew… <ul> <li>Built frameworks for leading his team before he even had the job</li> <li>Hired for culture, grit, and fit</li> <li>Was secure enough to bring people onto his team better than himself</li> <li>Implemented disciplines around proactive new business development and sales process</li> <li>Stressed the importance of “first dates” and continually filling the top of funnel</li> <li>Adapted Mike’s “Accountability Framework” (results, pipeline, activity) for his new team</li> <li>Stays sharp and motivated</li> </ul> If you missed the first half of Mike’s conversation with Drew, listen at <a href="https://mikeweinberg.com/podcast/episode37/" rel="noopener nofollow" target="_blank">mikeweinberg.com/episode37</a> Please leave a review on <a href="https://podcasts.apple.com/us/podcast/the-sales-management-simplified-podcast-with/id1538657842" rel="noopener nofollow" target="_blank">Apple Podcasts</a> (or wherever you listen) if you were inspired by this dialogue and received value from this episode. <a href="https://www.linkedin.com/in/drewellissap/" rel="noopener nofollow" target="_blank">Drew Ellis</a> on Linkedin

Part 2 with Drew:  The Attitude, Approach & Actions as This Sales Leader Built His Winning Team & Culture

In this powerful episode Mike hosts impressive sales leader Drew Ellis, a mid-market vice president for SAP.  Drew is the very first guest whom Mike did not know personally to be invited on the show.  Their new relationship started with a LinkedIn message thanking Mike for Sales Management. Simplified. The online dialogue led to a Zoom meeting where Drew shared the trajectory of his sales, and now sales management, career. Mike was so blown away by Drew’s sales acumen and passion for sales leadership and excellence that he asked Drew to come on the podcast. In Part One of this conversation hear how Drew became a sales rock star during the Great Recession of 2008-2009 which opened new doors and opportunities.  Listen to Drew share how his career progressed and his secret to becoming a true trusted advisor (and “thick as thieves”) with your most important customers! This episode is not just for leaders and is a great dialogue to share with your sales team members as well. Drew Ellis on Linkedin _______ SUPERCHARGE YOUR SALES LEADERSHIP - ONLY 4 SPOTS REMAINING! The upcoming October 11th event at the Porsche Experience Center was sold out but one group had to shift to the November session which opened up four spots. If you are looking to radically increase your sales management effectiveness in a one-day intensive with Mike and 50 hungry, energized sales leaders, get more info here on the premium venue (Porsche Experience Center Atlanta), packed agenda, and powerful outcomes from attending. 

In this powerful episode Mike hosts impressive sales leader Drew Ellis, a mid-market vice president for SAP.  Drew is the very first guest whom Mike did not know personally to be invited on the show.  Their new relationship started with a LinkedIn message thanking Mike for Sales Management. Simplified. The online dialogue led to a Zoom meeting where Drew shared the trajectory of his sales, and now sales management, career. Mike was so blown away by Drew’s sales acumen and passion for sales leadership and excellence that he asked Drew to come on the podcast. In Part One of this conversation hear how Drew became a sales rock star during the Great Recession of 2008-2009 which opened new doors and opportunities.  Listen to Drew share how his career progressed and his secret to becoming a true trusted advisor (and “thick as thieves”) with your most important customers! This episode is not just for leaders and is a great dialogue to share with your sales team members as well. <a href="https://www.linkedin.com/in/drewellissap/" rel="noopener nofollow" target="_blank">Drew Ellis on Linkedin</a> _______ SUPERCHARGE YOUR SALES LEADERSHIP - ONLY 4 SPOTS REMAINING! The upcoming October 11th event at the Porsche Experience Center was sold out but one group had to shift to the November session which opened up four spots. If you are looking to radically increase your sales management effectiveness in a one-day intensive with Mike and 50 hungry, energized sales leaders, get <a href="http://mikeweinberg.com/atlanta2022" rel="noopener nofollow" target="_blank">more info here </a>on the premium venue (Porsche Experience Center Atlanta), packed agenda, and powerful outcomes from attending.

This Super Impressive Sales Leader Became “Thick as Thieves” and a True Trusted Advisor to Win Career Defining Deals

The Sales Management. Simplified. Podcast with Mike Weinberg

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 &amp; Mindset Pinpoint Focus Precise Objective Powerful Messaging Pushing Past Resistance Persistence &amp; 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/

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: <ol> <li>Proper Attitude &amp; Mindset</li> <li>Pinpoint Focus</li> <li>Precise Objective</li> <li>Powerful Messaging</li> <li>Pushing Past Resistance</li> <li>Persistence &amp; Perseverance</li> </ol> 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: <a href="https://mikeweinberg.com/yss-special-offer/" rel="noopener nofollow" target="_blank">https://mikeweinberg.com/yss-special-offer/</a>

6 Practical Tips to Power-Up Your Prospecting

Jeb Blount

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.

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.

Jeb Blount on the Positives & Perils Leading Sales Teams Through a Pandemic

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.

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.

Inspired by Current Events:  Leading & Selling with Purpose, Passion & Pride

If you’ve ever wanted to hear what a perennial top-producing, true-blue, legit A-Player salesperson sounds like, this is your chance! Dominic Testo joins me for Episode 3, and after listening to us talk sales, you are going to ask me to bring Dominic and other A-Players back for more. In this gripping conversation where we cover topics ranging from positivity to prospecting to sales process to procurement to profitability, Dominic shares how a top-producing sales hunter sees himself, his role, his customers, and his duty to make his company successful. If you love sales, this episode is guaranteed to make you smile and nod, and many will likely shout, “Amen!” as Dominic preaches the gospel on how to masterfully and consistently develop new business. Some sales leaders will use this episode as a blueprint when looking to hire their next sales hunter, and many others will have their current sales teams to listen to it in the hopes that Dominic’s mentality, approach, and confidence will rub off on them.

If you’ve ever wanted to hear what a perennial top-producing, true-blue, legit A-Player salesperson sounds like, this is your chance! Dominic Testo joins me for Episode 3, and after listening to us talk sales, you are going to ask me to bring Dominic and other A-Players back for more. In this gripping conversation where we cover topics ranging from positivity to prospecting to sales process to procurement to profitability, Dominic shares how a top-producing sales hunter sees himself, his role, his customers, and his duty to make his company successful. If you love sales, this episode is guaranteed to make you smile and nod, and many will likely shout, “Amen!” as Dominic preaches the gospel on how to masterfully and consistently develop new business. Some sales leaders will use this episode as a blueprint when looking to hire their next sales hunter, and many others will have their current sales teams to listen to it in the hopes that Dominic’s mentality, approach, and confidence will rub off on them.

How a Top-Producer Prospects, Owns Sales Process, Beats Procurement & Drives Profit

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. 

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.

This Sales Leader Transformed Her Team with Smart Talent Management & Serious Accountability

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