The Sales Management. Simplified. Podcast with Mike Weinberg
Mike Weinberg
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Top 10 The Sales Management. Simplified. Podcast with Mike Weinberg Episodes
Goodpods has curated a list of the 10 best The Sales Management. Simplified. Podcast with Mike Weinberg episodes, ranked by the number of listens and likes each episode have garnered from our listeners. If you are listening to The Sales Management. Simplified. Podcast with Mike Weinberg for the first time, there's no better place to start than with one of these standout episodes. If you are a fan of the show, vote for your favorite The Sales Management. Simplified. Podcast with Mike Weinberg episode by adding your comments to the episode page.
The Takeaways from 1:1 Accountability Meetings Guide Us to Coach Our Salespeople Specifically Where They Need the Help
The Sales Management. Simplified. Podcast with Mike Weinberg
05/29/24 • 35 min
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 sales verbs (Create. Advance. Close.) on top of the Sales Management Accountability Progression (Results. Pipeline. Activity). The result is a powerful, prescriptive guide to help managers ask exactly the rights questions and provide more effective coaching to salespeople based on specific gaps/shortfalls uncovered during accountability meetings, depending on whether the salesperson...
- Lacks sufficient total pipeline coverage (not enough deals or dollars in the funnel), typically because they are not CREATING enough NEW OPPORTUNITIES
- Is not ADVANCING existing OPPORTUNITIES
- Is NOT CLOSING
Resources Mentioned In This Episode:
The Sales Management Foundations Virtual Workshop Series (get more info and register now for the June 24 launch)
Episode 39: Underperformers Should Leave the 1:1 Manager-Salesperson Accountability Meeting with an Uncomfortable Feeling
Supercharge Your Sales Leadership – October and November event info and register
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5 Powerful Ways The Best (Sellers) Get Better
The Sales Management. Simplified. Podcast with Mike Weinberg
10/30/24 • 40 min
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.
As you listen, be encouraged that there is no secret sauce or shortcut to staying on top or breaking through to even higher levels of performance. As Mike so powerfully points out, those who continue to improve and remain at the very top of the sales ranking don’t do that with tricks or hacks. They continue to dominate because they double down on the proven foundational fundamentals that always lead to success.
RESOURCES MENTIONED IN THIS EPISODE:
Who Is On Your Team Podcast Episode
New Sales. Simplified.: The Essential Handbook for Prospecting & New Business Development
Be on the lookout for our The Sales Management. Simplified. Video Coaching Series annual special. If you’re looking to provide access for multiple managers, contact us for special pricing and packages. Email us at [email protected]
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This episode is sponsored by Pursuit Sales Solutions. If you are looking for help adding A-player talent to your team, contact Mike’s friends at pursuitsalessolutions.com/weinberg
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The 3 Critical Elements to Create a Successful Sales Blitz Campaign
The Sales Management. Simplified. Podcast with Mike Weinberg
10/07/24 • 21 min
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 unpacks the old school concept of creating a focused, intense, orchestrated sales blitz (or campaign) and his theory that these types of short-duration campaigns are often so successful because they incorporate all three elements of his NEW SALES DRIVER framework from New Sales. Simplified.
- Select Targets
- Create & Deploy Weapons
- Plan & Execute the Attack
If you or your team would benefit from creating additional intensity, focus, and accountability, while at the same time sharpening both your strategic target list and your sales weapons, then this episode is for you.
RESOURCES MENTIONED IN THIS EPISODE:
New Sales. Simplified.: The Essential Handbook for Prospecting & New Business Development
2024’s Final Supercharge Your Sales Leadership Event: https://mikeweinberg.com/atlanta2024/
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This episode is sponsored by Pursuit Sales Solutions. If you are looking for help adding A-player talent to your team, contact Mike’s friends at pursuitsalessolutions.com/weinberg
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1st Round MLB Pick Shares Life & Leadership Lessons: From Pro Baseball to Successful Sales Pro
The Sales Management. Simplified. Podcast with Mike Weinberg
08/24/22 • 57 min
Special guest, former Major League Baseball first round draft pick, Jacob Turner, and Mike talk about the discipline, determination, and desire required to succeed at the highest in level of sports and sales. Hear Jacob’s journey from high school standout, to “bonus baby” (signing a $5,000,000+ contract at 18 years old) through the ups, downs, and disappointments of his MLB career to his transformation into a successful, confident sales professional and strategic wealth advisor.
Enjoy Jacob’s evolution from an admittedly “anti-sales” person to someone who has embraced the role and profession of selling to become a trusted advisor, value-creator and consultant. Speaking directly, Jacob shares how much he initially hated the word sales, how bad he was when he started, and the process he followed to drastically improve (building on the New Sales. Simplified. framework).
Hear how Jacob has applied Max Scherzer’s pitching advice that “confidence is a choice” to selling, and how he has experienced first-hand that owning your sales process breeds confidence and drives success!
Links:
Jacob Turner on LinkedIn
New Sales. Simplified (book) and (video course)
Wisdom from a Talented Sales Leader Who Became a Super Successful Senior Executive
The Sales Management. Simplified. Podcast with Mike Weinberg
06/05/21 • 50 min
In Episode 10 Mike hosts a super successful sales leader and executive, his friend Joe Tarulli.
Be encouraged and challenged as Joe shares the keys to his success along with the key inflection points in his career as he progressed from individual contributor to sales manager to sales development leader to senior executive.
Learn about the power of...
- Taking an annual sabbatical from social media
- Sales managers understanding that they win “through” their people
- Focusing on making heroes of members of your sales team, not playing sales team hero
- Sales managers driving amazing results from focusing on the highest-payoff sales management activities
- A sales leader’s simple and highly effective approach to quickly turning around a struggling business unit
Details have been finalized for all 3 venues for upcoming Supercharge Your Sales Leadership Events in the following cities:
Except for that awful last sentence “check out all the venues“ everything is awesome.
For more info on these powerful events at premium venues, visit https://mikeweinberg.com/events
Are You the Hero or the Hero-Maker of Your Sales Team?
The Sales Management. Simplified. Podcast with Mike Weinberg
06/24/21 • 34 min
In the episode Mike confronts sales leaders with this very straightforward question:
Are you the hero of your sales team or are you the hero-maker?
While the question is simple, its answer has enormous implications.
This topic is one of the most prevalent sales leadership issues today – one that not only damages culture, diminishes results, and derails careers, but it’s also a reason so many sales leaders are maxed out and exhausted.
Prepare to be challenged as Mike doesn’t pull punches walking listeners through this four-part outline:
- WHY: the common reasons sales leaders tend to play the hero
- HOW/WHERE/WHEN hero-mode manifests itself
- WHAT: the awful consequences that result when leaders default to playing hero instead of making heroes
- HELP: simple fixes to help us refocus on leading and coaching instead of “doing”
During the episode Mike offers listeners this short, free Sales Leader: Hero or Hero-Maker? Self-Assessment. Get your copy here.
This Sales Leader Transformed Her Team with Smart Talent Management & Serious Accountability
The Sales Management. Simplified. Podcast with Mike Weinberg
11/04/20 • 43 min
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.
Insecurity About Price and Ineffective Messaging Destroy Sales Performance
The Sales Management. Simplified. Podcast with Mike Weinberg
12/10/21 • 32 min
Mike pulls no punches wrapping up this mini-series covering the Ugly 8 Common Reasons Sellers Get Relegated to Vendor Status and Commoditized.
Buckle up as Mike takes on salespeople who are either insecure about price or too quick to make it about price (Reason #7).
The blunt #SalesTruth is that THE JOB of a professional salesperson is to justify the difference between our premium pricing and the lower price of a competitor. That. Is. Our. Job. Mike confronts sellers who whine that if their price was lower they would sell more with the reality that if they had the best price then we probably wouldn’t need them! Companies who are the low-price leader don’t deploy highly compensated salespeople, do they?
Mike also reminds sellers that the SALES STORY is your most critical weapon and when your story (messaging) is boring, confusing, or self/company/product-focused (Reason #8) and doesn’t articulate the issues you/your solution address and the outcomes you achieve for customers, it is almost impossible to be perceived as a value-creator, advisor, or consultant.
But when your sales story is great, everything changes and everything about sales becomes easier.
Due to the overwhelming response to this series, Mike is hosting a free Q&A session to take your toughest questions around these common Ugly 8 Reasons sellers get downgraded in the customer’s eyes and treated like just a vendor or commodity seller. Register for that Q&A session at mikeweinberg.com/QandA
This episode was brought to you by the New Sales. Simplified. Video Coaching Series. If you’re looking to achieve breakout success in 2022 and create more opportunities and close more sales than ever before, check out the year-end special on Mike’s best work to help salespeople Win More New Sales.
3 Prospecting Tips to Overcome Resistance and Secure More Meetings
The Sales Management. Simplified. Podcast with Mike Weinberg
11/03/22 • 31 min
While waiting for a connecting flight at Chicago O’Hare last week, Mike dialed in for an impromptu Q&A session with a sales team going through the New Sales. Simplified. Video Coaching Series. That Q&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:
Smart Sales Enablement Is About Much More than Tech Stacks, Tools & Toys
The Sales Management. Simplified. Podcast with Mike Weinberg
09/28/21 • 38 min
“Sales Enablement” has become one of most popular (overused and misunderstood) terms in the sales world today. Mike jokes in Chapter 2 of Sales Truth that as trendy as it is to wax eloquently about enabling sales teams, it is hard to find three people who can agree exactly what that even means.
In this revealing episode Mike hosts Mike Kunkle, a respected sales transformation architect and an internationally-recognized expert on sales training, sales effectiveness, and sales enablement, and author of the helpful new book, The Building Blocks of Sales Enablement. Mike and Mike tackle topics ranging from the sales leader’s critical responsibilities of “pointing” and “arming” the team to the reality that all sales training and development efforts fall flat when frontline sales managers are not an integral part of the process.
Take a listen and be encouraged that despite all the noise and nonsense you read online about sales tools, tech stacks, and toys, the most effective sales effectiveness initiatives are built on the solid foundation of “old school” timeless principles.
Links
- Mike Kunkle on LinkedIn: https://www.linkedin.com/in/mikekunkle
- Mike Kunkle’s new book, The Building Blocks of Sales Enablement: https://amzn.to/3kKUX74
- ATD Sell Conference: https://sell.td.org/
- Your Sales Story Online Course: https://mikeweinberg.com/your-sales-story/
- Sales Management Simplified: https://mikeweinberg.com/sales-management-simplified-book/
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FAQ
How many episodes does The Sales Management. Simplified. Podcast with Mike Weinberg have?
The Sales Management. Simplified. Podcast with Mike Weinberg currently has 83 episodes available.
What topics does The Sales Management. Simplified. Podcast with Mike Weinberg cover?
The podcast is about Management, Podcasts, Sales and Business.
What is the most popular episode on The Sales Management. Simplified. Podcast with Mike Weinberg?
The episode title 'The Takeaways from 1:1 Accountability Meetings Guide Us to Coach Our Salespeople Specifically Where They Need the Help' is the most popular.
What is the average episode length on The Sales Management. Simplified. Podcast with Mike Weinberg?
The average episode length on The Sales Management. Simplified. Podcast with Mike Weinberg is 36 minutes.
How often are episodes of The Sales Management. Simplified. Podcast with Mike Weinberg released?
Episodes of The Sales Management. Simplified. Podcast with Mike Weinberg are typically released every 17 days.
When was the first episode of The Sales Management. Simplified. Podcast with Mike Weinberg?
The first episode of The Sales Management. Simplified. Podcast with Mike Weinberg was released on Nov 3, 2020.
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