Instead of Committing Sales Management Malpractice by Ignoring Underperformance, This Is How to Quickly Address It!
The Sales Management. Simplified. Podcast with Mike Weinberg
by Mike Weinberg
6d ago
In this episode Mike tackles a critical sales management topic that does not receive enough attention.  Too many sales managers allow underperformance to go unaddressed for way too long!   Episode 69 is granular and prescriptive as Mike shares exactly how to start the conversation with a struggling salesperson and begin the all-important process of coaching that seller up, or if necessary, out. RESOURCES MIKE REFERENCED IN EPISODE 69: The First-Time Manager: Sales  book (Chapter 8) The free guide on increasing accountability and creating a high-performance sales culture: Mi ..read more
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Mike Tackles 8 Tough Questions from a Sales Team
The Sales Management. Simplified. Podcast with Mike Weinberg
by Mike Weinberg
1M ago
During Week 1 of the 2024 Sales Kickoff Meeting Season, one of Mike’s clients included a live Q&A to conclude a virtual session. The questions from the salespeople and sales leaders were so good, and so different from what Mike is typically asked, he decided to share them (along with his answers) in this episode. You’ll want to share this episode with your sales team!  Take a listen for Mike’s answers to these eight great questions: At what point do you move on to the next opportunity? How many NO’s do you need to get before giving up, or how long do you continue to pursue a prospect ..read more
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Practical Wisdom from a Highly Rated Financial Advisor, Golf Instructor, and Sales Coach to Help You Win Big in 2024! [Fundamentals Outperform Gimmicks]
The Sales Management. Simplified. Podcast with Mike Weinberg
by Mike Weinberg
2M ago
In this powerful episode, Mike puts the wrap on an amazing year. Episode 66 combines straight talk from two of Mike’s highly-rated, trusted advisors – his golf coach, Brian Fogt, and his financial advisor, Jacob Turner – along with his own Year-End/New Year’s Sales and Sales Management “Fundamentals Checklists.” Enjoy listening to Mike interact with two true professionals – people he turns to (and pays) for advice! Be amused at the similarities between investors, golfers, salespeople, and sales leaders – most of whom suffer from FOMO, tend to bore easily, and are quick to chase sexy quick fixe ..read more
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Taylor Swift is Right: Trash Takes Itself Out Every. Single. Time.
The Sales Management. Simplified. Podcast with Mike Weinberg
by Mike Weinberg
2M ago
After a few week break, Mike is back with Episode 65 inspired by this pithy and powerful line from Taylor Swift’s interview after being named Time Magazine Person of the Year: “Trash itself out every single time.” While not a “Swiftie” and admitting he can’t name three of her songs, Mike shares his high respect for Taylor and applies her wisdom to what he has seen time and time again over the past decade in world of sales.  He also mentions that, simply by coincidence, four different people released their interviews of Mike in the past week, and he encourages you to check out these intere ..read more
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How to Give Your Buyers a Dopamine Hit with Buyer First Collaborative Selling With Special Guest Carole Mahoney
The Sales Management. Simplified. Podcast with Mike Weinberg
by Mike Weinberg
3M ago
Episode 64 is not just for sales leaders! This is one you will want to share with your sales teams as Mike hosts a special guest, the brilliant Carole Mahoney. Mike declares that Buyer First: Grow Your Business with Collaborative Selling is the best-written book he’s read this year and is convinced that you and your sellers will enjoy and greatly benefit from this enlightening conversation as Carole shares the science behind the success experienced by those who sell collaboratively. Along with nodding, smiling, and shouting “Amen!” as Carole and Mike exchange #notaboutme sales philosophies, yo ..read more
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I Shot the Social Selling Charlatans & an MBA Class’ Real-Life Sales Management Disaster
The Sales Management. Simplified. Podcast with Mike Weinberg
by Mike Weinberg
3M ago
Episode 63 was inspired by Mike’s guest appearance on the Social Selling 2.0 Podcast and a 40-minute session he held with executive MBA students just before recoding this podcast. Carson Heady (featured in Episode 52) requested Mike’s take on the current state of “Social Selling” and how it has evolved since its inception. A fascinating dialogue ensued including Mike’s rant about the “founders” of the movement — none of which are still teaching/promoting social selling — and their absolutely false proclamation that “EVERYTHING in sales has changed!”  In the second half of the episode Mike ..read more
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9 Powerful Reasons and a Template to Help Your Salespeople Write Individual Business Plans
The Sales Management. Simplified. Podcast with Mike Weinberg
by Mike Weinberg
4M ago
It’s that time of year, and in Episode 62 Mike makes a strong case for having each of our salespeople draft an individual business plan for the coming year. Referring to the most popular article he’s ever published, Mike offers nine compelling benefits (for both the salesperson and the manager) resulting from having sellers write and present their plans, and he also outlines a simple template you can adapt and use. RESOURCES TO HELP WITH BUSINESS PLANS MENTIONED IN THIS EPISODE: Blog Article - Why Salespeople Should Write and Present Individual Business Plans Chapter 26 in Sales ..read more
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The Massive Transition from Salesperson to Sales Manager Poses Similar Challenges to What Selling-Sales Leaders Face Every Day
The Sales Management. Simplified. Podcast with Mike Weinberg
by Mike Weinberg
5M ago
While preparing to kick off a new engagement to help selling-sales leaders (player/coaches who are both producers and team leaders) increase sales management effectiveness, it hit Mike that the challenges these leaders face on a daily basis are almost identical to what new managers face when transitioning from individual contributor roles into team leaders. In this episode, Mike unpacks three big adjustments that first-time managers must successfully navigate… Shifting from being “responsible for one to being responsible for many” Learning to “win through others vs. winning on your own” Movin ..read more
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It Took 34 Years to Create This and It’s My Best Work Yet
The Sales Management. Simplified. Podcast with Mike Weinberg
by Mike Weinberg
6M ago
This is an episode like no other. It’s launch day for Mike’s new book and you can hear the excitement in his voice! Proclaiming with a smile that this book took 34 years to write, he remarks how odd it sounded hearing these words come out of his mouth in a recent interview: “This is my very best book.” Unprepared for the interviewer’s follow-up asking why he felt this way, Mike gave this unrehearsed, honest answer: “With no disrespect to Sales Management. Simplified. (because that’s the book that positioned me to do all of this work helping sales executives and front-line sales managers), the ..read more
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Check Your Ego. Don’t Play Hero. Prepare & Prioritize to Minimize Stress & Ensure Success
The Sales Management. Simplified. Podcast with Mike Weinberg
by Mike Weinberg
6M ago
Episode 58 kicks off an exciting series around the launch of Mike’s newest book!   While the publisher asked Mike to write The First-Time Manager: Sales specifically for newer (and aspiring) managers, every. single. executive. who read an advance copy commented that it’s a must-read for experienced leaders too… Fresh perspectives and fresh stories from the field, along with simplified frameworks and uber-practical tips for everything from coaching, to addressing underperformance, connecting on a heart-level with your people, and even interviewing best practices. This new series features r ..read more
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