STILL the Same "Not-So-Sweet 16" Common Reasons Salespeople Fail to Develop More New Business
In this episode, Mike ties together observations from his past month's work with sales leaders and sales teams in a variety of industries — all of whom seem to be struggling with the same challenges. Reviewing these "common reasons" salespeople are not winning new business at the desired rate prompted Mike to get in the way-back machine and pull out the tried-and-true list from Chapter 2 in his first book, New Sales. Simplified. If your salespeople are not creating, advancing, and closing as much new business as you'd like, share this episode and the free PDF of Chapter 2 with them! RESOURCES MENTIONED IN THIS EPISODE: Free PDF of Chapter 2: The "Not-So-Sweet 16" Reasons Salespeople Fail at New Business Development New Sales. Simplified. book 5 "Buckets of Blame" Podcast Episode The Fastest Way to Increase Sales Podcast Episode YOUR SALES STORY with AI Assist
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The Fastest Way to Increase Sales: Mike's Favorite Topic with a Fantastic Guest and an AI Assist
In Episode 98, Mike excitedly reveals something he's been teasing for several months. Listen in as he hosts his former client, dear friend from Ireland, and now partner, Fergal O'Carroll. After 35 successful years in sales and sales leadership, Fergal launched Supercharge Your Sales Velocity in 2024 with the mission of empowering sales teams to drive MORE OPPORTUNITIES, BIGGER DEALS, & FASTER WINS. Among his many passions, Fergal was an early adopter of generative AI, and he is the catalyst behind the launch of the massively upgraded offering they are announcing today, YOUR SALES STORY with an AI Assist. You may never hear Mike as passionate about a topic as he is in this episode, reminding sales leaders that their messaging, their sales story, is the team's most critical sales weapon. When your team's sales story is great, EVERYTHING is easier, you secure more meetings, face less resistance, decommoditize the conversation, justify premium pricing, and increase margins and win rates! NOTHING increases a sales team's confidence or effectiveness more (or faster) than empowering them with compelling, customer issue and customer outcome-focused, differentiated sales messaging. Enjoy Fergal and Mike's conversation, and here's to sharper messaging and MORE NEW SALES! RESOURCES MENTIONED IN THIS EPISODE: YOUR SALES STORY with AI Assist February 2026 Supercharge Your Sales Leadership Event 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 First Meeting Differentiator
Episode 97 addresses one of Mike's hot-button topics: structuring and conducting effective early-stage sales calls. As he often bemoans when leading workshops, salespeople have to work so stinking hard today to secure an initial meeting with a target prospect, and then they show up and miss the mark by conducting completely ineffective meetings. If your (or your team's) sales calls could use a boost, dive into this compelling interview with sales differentiation expert, Lee Salz, who crafted a fantastic resource titled "The First Meeting Differentiator." Lee doesn't hold back, declaring that traditional discovery meetings must die because buyers no longer tolerate one-sided sales interrogations that serve the seller and provide no value to them! After listening you'll understand why Mike boldly declared in his front cover endorsement, "I cannot think of a salesperson, regardless of tenure or industry, who wouldn't experience a transformative breakthrough from implementing the powerful approach outlined in The First Meeting Differentiator!" Here's to more effective first meetings and to MORE NEW SALES! RESOURCES MENTIONED IN THIS EPISODE: The First Meeting Differentiator ___________________________________________ 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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Intense Focus on Accountability + Strategic Targeting = Sales Lift
Mike went right from leading a virtual sales management workshop into recording this episode while he was still fired up from tackling two critical, yet often overlooked, sales management functions…. 1. Accountability for results, pipeline health, and activity (when necessary) 2. Strategic targeting of accounts Listen in as Mike shares exactly what he reviewed with this favorite client's sales leaders. LAST CALL for the LAST Supercharge Your Sales Leadership Event of 2025! There are five spots remaining for the final sales management fundamentals full-day intensive at the Porsche Experience Center next to Atlanta's airport on September 4th. If you'd like to get recharged while ramping-up your sales leadership effectiveness, join Mike for a powerful day with a packed agenda at a premium venue. More info and register at mikeweinberg.com/events RESOURCES MENTIONED IN THIS EPISODE: September 4th Supercharge Your Sales Leadership Event The Five Foundational Keys to Winning More New Sales Episode/Webinar 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 Life-Changing Impact of an Intentional Leader (and the End of Fantasy Land Sales Management)
Feedback from Jeff Hancher's story in Episode 94 of how a sales manager powerfully impacted his life compelled Mike to focus again on...The Life-Changing Impact of an Intentional Leader. After receiving so many stories from listeners about leaders who changed the trajectory of their lives, Mike shares a few of his own — highlighting the intentional investment others made in him that left a lasting impact — along with a reminder from Chapter 9 in his latest book: Managers (particularly sales managers) take up way more emotional and mental bandwidth in their people's hearts and minds than they typically realize or appreciate. Mike concludes the episode with a few takeaways from recent conversations with senior sales leaders in tech and SaaS companies — most notably that the days of "Fantasy Land" sales management are over, and that both managers and sales reps need to stop looking longingly back to 2021 and 2022 wishing things were easier. Those days are over (and have been for a while), and it is past due time to replace fantasizing with a focus on the fundamentals. RESOURCES MENTIONED IN THIS EPISODE: Episode 95 with Jeff Hancher Firm Feedback in a Fragile World (now a National Bestseller!)
Sobre The Sales Management. Simplified. Podcast with Mike Weinberg
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!
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