Podcast appearances and mentions of mike weinberg

If you work in software sales, IT sales, SaaS sales, or lead a sales team, this episode will hit home. I sat down with Mike Weinberg to talk about what's really broken in sales today. We discussed why so many sellers are failing despite having tools, automation, and SDR support—and why the basics still matter more than ever. Ressourcen: Software Sales Formula: https://www.softwaresalesformula.com Book a call: https://2ly.link/24kPi Kickscale: Kickscale Extended Free Version: https://2ly.link/269dj  Timestamps: (02:00) – The Real Reason Sales Reps Fail (04:30) – Discovery Is Dead: Mike's Take (06:30) – Why Sellers Avoid Selling (09:00) – Fake Gurus and the Sales Echo Chamber (12:30) – How to Spot Real Sales Expertise (16:00) – The Dangerous SDR Model (18:30) – Sales Managers Waste 80% of Time (21:00) – The Top Funnel is Your Job (25:00) – Why More Volume Kills Sales (28:00) – Sales Skills That Kill Sales (30:00) – Are Salespeople Born or Made? (33:00) – How to Sell Without Being Manipulative (37:00) – Conflict Aversion Is Killing Deals (42:00) – Why “Being Liked” Doesn't Win Deals (46:00) – Sales Management's Hidden Crisis (50:00) – Sales Truth vs. Sales Simplified (54:00) – Mike's Real Mission in Sales Infos: jiri@softwaresalesformula.com https://www.softwaresalesformula.com 

From Disinterest to Dialogue…Master the Art of Engaging Prospects. Lightning Round: Top 10 Ways to Shorten the Sales Cycle Question: Tawanda from Baltimore M.D. asks, “ I do not know what has happened in the last 30 days but I cannot get anyone to answer a call, an email, or a text. What is going on with prospects? I have goals to hit. What ideas do you have that can help?” Book: Exactly What To Say by Phil Jones  

From Disinterest to Dialogue…Master the Art of Engaging Prospects. Lightning Round: Top 10 Ways to Shorten the Sales Cycle Question: Tawanda from Baltimore M.D. asks, “ I do not know what has happened in the last 30 days but I cannot get anyone to answer a call, an email, or a text. What is going on with prospects? I have goals to hit. What ideas do you have that can help?” Book: Exactly What To Say by Phil Jones  

Thank you for joining us on this SPECIAL 5th ANNIVERSARY EPISODE of the Winning at Selling Podcast. I'm Professor Scott Plum of the Minnesota Sales Institute and with me is Bill Hellkamp of REACH Development Systems Sales managers have a tough job. Pressure from upper management to increase sales. Handling customer problems that have escalated. And most importantly, getting their sales team to get out of the office and do some real selling. It's not easy and there are plenty of frustrating issues to overcome. So put on your Big Boy pants as Scott and I welcome Author and Sale Management Expert, Mike Weinberg to discuss The Frustrations of Sales Managers and other fantastic philosophies on Episode 661 of the Winning at Selling podcast. 5th Anniversary Highlights·        261 shows with over 130 hours of sales related content.·        Over 70 guest appearances including Mike Weinberg, Frank Cespedes, Mark Hunter, Steve Keating, David Hoffeld, Anthony Iannarino, Victor Antonio and Robert Jolles ·        Detailed book reviews for 17 books – a total of 4178 pages·        483,603 podcast downloads. ·        Top 1% of all podcasts worldwide!

Are you approaching your leads with a defeatist attitude?Are you approaching your leads with a defeatist attitude? What assumptions are you making about potential clients before the conversation even begins? In this episode, I discuss how your mindset can impact sales success and share strategies to stop expecting the worst, turning each lead into an opportunity until proven otherwise.Listen to this new 7-minute episode for insights on transforming your approach to leads, improving your sales conversions, and ensuring every inquiry is treated as a valuable opportunity.Episode Summary: In this episode of the Wedding Business Solutions podcast, I explore how approaching leads with a defeatist attitude can impact our sales success. Drawing inspiration from Mike Weinberg's "New Sales Simplified," I discuss the detrimental effect of assuming negative outcomes with potential clients, like expecting ghosting or price shopping. It's crucial to approach each lead positively and tailor our communication to align with clients' preferences. By reducing customer friction, such as ensuring easy contact methods and adapting to generational changes, we can enhance engagement. I urge fellow wedding business professionals to shift their mindset, valuing and converting the leads we already have, rather than just seeking more, ultimately improving our sales outcomes.If you have any questions about anything in this, or any of my podcasts, or have a suggestion for a topic or guest, please reach out directly to me at Alan@WeddingBusinessSolutions.com or visit my website Podcast.AlanBerg.com Please be sure to subscribe to this podcast and leave a review (thanks, it really does make a difference). If you want to get notifications of new episodes and upcoming workshops and webinars, you can sign up at www.ConnectWithAlanBerg.com  View the full transcript on Alan's site: https://alanberg.com/blog/Mon. Feb. 17th, Las Vegas, NV - Save $100 with this link: https://tinyurl.com/LVMini100Mon. Feb. 24th, Miami, FL - https://events.humanitix.com/nawp I'm Alan Berg. Thanks for listening. If you have any questions about this or if you'd like to suggest other topics for "The Wedding Business Solutions Podcast" please let me know. My email is Alan@WeddingBusinessSolutions.com. Look forward to seeing you on the next episode. Thanks. Listen to this and all episodes on Apple Podcast, YouTube or your favorite app/site: Apple Podcast: http://bit.ly/weddingbusinesssolutions YouTube: www.WeddingBusinessSolutionsPodcast.tv Spotify: https://spoti.fi/3sGsuB8 Stitcher: http://bit.ly/wbsstitcher Google Podcast: http://bit.ly/wbsgoogle iHeart Radio: https://ihr.fm/31C9Mic Pandora: http://bit.ly/wbspandora ©2025 Wedding Business Solutions LLC & AlanBerg.com

In this episode, sales expert, consultant, and bestselling author Mike Weinberg shares Key Insights for Building a Winning Team. Bradley Hamner chats with Mike as he shares how he went from struggling with sales to becoming one of the top voices in sales leadership.They talk about what it really takes to build a great sales team, why some of the best salespeople struggle when they move into management, and how business owners can set their teams up for success. Mike also breaks down the difference between “hunters” and “farmers” in sales and why finding someone who can do it all is nearly impossible.They also dig into the challenges of hybrid sales roles, how the economy is changing the sales game, and why business owners need to create their own opportunities instead of waiting for leads to come in.To wrap things up, Mike shares how he plans to help spread the word about this episode and discusses possible future collaborations with Bradley.Connect with Mike Weinberg:Website: MikeWeinberg.comLinkedIn: Mike Weinberg (https://www.linkedin.com/in/mikeweinberg/)Books: New Sales. Simplified. (https://mikeweinberg.com/new-sales-simplified/) | Sales Management. Simplified. (https://mikeweinberg.com/sales-management-simplified/)Thanks to our sponsors...BlueprintOS equips business owners to design and install an operating system that runs like clockwork. Through BlueprintOS, you will grow and develop your leadership, clarify your culture and business game plan, align your operations with your KPIs, develop a team of A-Players, and execute your playbooks. Register to join us at an upcoming WebClass, The Blueprint to S.C.A.L.E., and learn more about this system when you visit www.blueprintos.com!Autopilot Recruiting is a continuous recruiting service where you'll be assigned a recruiter that has been trained to recruit on your behalf every business day. Go to www.autopilotrecruiting.com to get started.Coach P found great success as an insurance agent and agency owner. He leads a large, stable team of professionals who are at the top of their game year after year. Now he shares the systems, processes, delegation, and specialization he developed along the way. Gain access to weekly training calls and mentoring at www.coachpconsulting.com. Be sure to mention the Above The Business Podcast when you get in touch.TodayApp is a corporate approved app that allows you to build custom activities and track all your commissions and bonus structures, and integrates perfectly with your CRM. It can even manage your employees' time, track production, have a leaderboard with metrics, and more. Contact Today App and for a custom demo and let them know you heard about them on The Above The Business Podcast. https://todayapppro.com/Club Capital is the ultimate partner for financial management and marketing services, designed specifically for insurance agencies, fitness franchises, and youth soccer organizations. As the nation's largest accounting and financial advisory firm for insurance agencies, Club Capital proudly serves over 1,000 agency locations across the country—and we're just getting started. With Club Capital, you get more than just services; you get a dedicated account manager backed by a team of specialists committed to your success. From monthly accounting and tax preparation to CFO services and innovative digital marketing, we've got you covered.Ready to experience the transformative power of Club Capital? Schedule your free demo today at club.capital and see the difference firsthand. Don't forget to visit club.capital and mention you heard about us on the Above The Business podcast!

Send us a textFor anyone who's ever felt a bit wary about stepping into fatherhood, Matt Ferguson's story is one you won't want to miss. Despite being the eldest of four siblings, Matt confesses his initial hesitation towards becoming a dad. Yet, as he shares with us on the Quarterback Dadcast, the arrival of his own children brought a transformative shift in his perspective. We explore how he navigates this new chapter, balancing the demands of a successful sales career with the joys and challenges of parenting. His insights into maintaining strong family bonds through various stages of life will offer a refreshing take on modern communication.As a successful sales coach and speaker, Matt's transition from the golf industry to a thriving sales career also unfolds, highlighting the unexpected opportunities and pivotal moments that have shaped his life path. We recount together the timeless reminder that the days are long and the years are short as fathers.Throughout the episode, we celebrate the small wins that accumulate into life's big achievements. Drawing lessons from sports, family values, and even the profound impact of losing his brother Drew, our conversation will emphasize the importance of mindset, self-belief, and gratitude. Our lighter moments include a humorous exchange about celebrity lookalikes, ensuring listeners walk away with both insights and smiles. Join our community of dads, share your own experiences, and let's continue to support each other on this incredible journey of fatherhood.Please don't forget to leave us a review wherever you consume your podcasts! Please help us get more dads to listen weekly and become the ultimate leader of their homes!

In this episode, Bradley dives into the concept of sales recruiting DNA, exploring the critical distinction between "hunters" and "farmers" in sales roles. Inspired by the work of Mike Weinberg, author of New Sales. Simplified. and Sales Management. Simplified., Bradley unpacks how these sales personalities align with the business growth model of Acquisition, Ascension, and Retention (AAR).Bradley explains:Acquisition (Hunters): Salespeople who thrive on securing new customers, embracing rejection, and chasing the next deal.Ascension (Farmers): Sales professionals focused on nurturing existing client relationships, upselling, cross-selling, and retaining customers for long-term growth.Key takeaways include practical strategies for identifying the right DNA for each role and how to build a sales team that supports the growth and scalability of your business.Highlights:Why the AAR framework is essential for every business.How to match sales roles to the right personality types.The challenges of finding "unicorn" salespeople who can do it all.Why separating acquisition and ascension roles leads to better results.Examples of how businesses successfully implement these roles.Resources Mentioned:New Sales. Simplified. by Mike WeinbergSales Management. Simplified. by Mike WeinbergGym Launch by Alex HormoziIf you're building or expanding your sales team, this episode is a must-listen! Learn how to identify hunters and farmers and position your business for long-term success. Don't forget to subscribe and leave a review!Thanks to our sponsors...BlueprintOS equips business owners to design and install an operating system that runs like clockwork. Through BlueprintOS, you will grow and develop your leadership, clarify your culture and business game plan, align your operations with your KPIs, develop a team of A-Players, and execute your playbooks. Register to join us at an upcoming WebClass, The Blueprint to S.C.A.L.E., and learn more about this system when you visit www.blueprintos.com!Autopilot Recruiting is a continuous recruiting service where you'll be assigned a recruiter that has been trained to recruit on your behalf every business day. Go to www.autopilotrecruiting.com to get started.Coach P found great success as an insurance agent and agency owner. He leads a large, stable team of professionals who are at the top of their game year after year. Now he shares the systems, processes, delegation, and specialization he developed along the way. Gain access to weekly training calls and mentoring at www.coachpconsulting.com. Be sure to mention the Above The Business Podcast when you get in touch.TodayApp is a corporate approved app that allows you to build custom activities and track all your commissions and bonus structures, and integrates perfectly with your CRM. It can even manage your employees' time, track production, have a leaderboard with metrics, and more. Contact Today App and for a custom demo and let them know you heard about them on The Above The Business Podcast. https://todayapppro.com/Club Capital is the ultimate partner for financial management and marketing services, designed specifically for insurance agencies, fitness franchises, and youth soccer organizations. As the nation's largest accounting and financial advisory firm for insurance agencies, Club Capital proudly serves over 1,000 agency locations across the country—and we're just getting started. With Club Capital, you get more than just services; you get a dedicated account manager backed by a team of specialists committed to your success. From monthly accounting and tax preparation to CFO services and

Send us a textMike Weinberg, a renowned author and sales management consultant, joins us for a heartfelt conversation on the Quarterback Dadcast about the intricate journey of fatherhood. Mike also hosts The Sales Management Simplified Podcast, which helps sales leaders and teams improve and energize their teams.Imagine balancing pride with the necessity of letting go as your children carve their own paths. Mike shares his experiences raising three children, each on a unique journey. They have all taken different paths. His perspective on nurturing individual growth and supporting career choices, even when they deviate from initial expectations, is both enlightening and relatable.Reflecting on his upbringing, Mike opens up about how his parents' divorce and frequent relocations shaped his desire for stability. He candidly shares the lessons learned from his father's wisdom and his mother's resilience, illustrating how these experiences have informed his approach to parenting and personal development. With humor and vulnerability, Mike inspired me to share a teenage job fiasco that instilled in me the values of integrity and accountability—lessons that now underpin my coaching and professional life.  Thanks Mom! Join us as we explore the dynamics of family relationships and the joy of shared experiences. The episode celebrates storytelling, touching on everything from the significance of Thanksgiving to the role of step-parents and the power of gratitude in navigating life's challenges. Through personal anecdotes and lively exchanges, we aim to inspire connections and offer insights that resonate with all listeners—dads, moms, and grandparents alike, leaving you with a renewed appreciation for the pivotal role of family in shaping our lives.Please don't forget to leave us a review wherever you consume your podcasts! Please help us get more dads to listen weekly and become the ultimate leader of their homes!

Connect with Kristie Jones on LinkedIn & let he know what your favourite part of the episode was. Get the new book: "Selling Your Way In, The Playbook for Setting Your Income and Owning Your Life" by Kristie K Jones. ________________________ Connect with Paul M. Caffrey on LinkedIn. Get 5 Scripts to help you 5x your Pipeline here. Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition." Key Lessons for Sales Professionals & Founders: Choose the right sales role by understanding your motivations, superpowers, and desired compensation. Be intentional and proactive about your career to maximize your income and own your life. When transitioning from founder-led sales to building a sales team, take the time to define your ideal customer profile and product-market fit. When hiring sales professionals, focus on finding the right fit for your company culture and ensure they align with your ideal customer profile. Prospecting tip: Just do it. Consistent prospecting is essential for success in sales. Sales tip: Introduce prospects to other prospects to win their hearts and build relationships. To get promoted, understand your why, earn the right to be promoted, and sell your promotion to others. Summary In this conversation, Kristie Jones, author of "Selling Your Way In," shares insights on choosing the right sales role, the importance of self-awareness, and navigating the real estate industry. She also discusses the transition from founder-led sales to building a sales team, the process of hiring sales professionals, and her experience working with Mike Weinberg on the book. Kristie provides valuable tips on prospecting, sales, and getting promoted. In this conversation, Kristie Jones discusses various aspects of sales and career advancement. She emphasizes the importance of having the right motivations for seeking promotions and career growth. Jones shares her personal experience of wanting to pay for her son's college education and how that drove her to work towards financial success. She also recommends reading books on psychology and sociology to gain a deeper understanding of human behavior and improve sales skills. Lastly, Jones highlights the significance of thorough preparation and research in sales, urging sales professionals to avoid asking questions that can easily be found online. P.S. Enjoy the Show, Rate Us in your Podcast APP!! (The more stars, the better lol)

Mike Weinberg, a sales strategist and author, discusses the importance of new business development and the challenges salespeople face in creating opportunities. He emphasizes the need for a proactive mindset and taking ownership of one's sales territory. Mike also highlights the power of a strong sales story and messaging in engaging prospects and winning deals. In this conversation, Mike Weinberg shares valuable insights on sales messaging, tone, and the importance of focusing on the customer's needs. He emphasizes the need for salespeople to articulate the value they provide and avoid self-focused pitches. Mike also discusses the importance of tone in sales conversations, highlighting the need for authenticity and a natural, comfortable manner of speaking. The conversation also touches on the topic of qualifying prospects and the balance between persistence and pushiness. Mike concludes by offering advice to new salespeople, emphasizing the importance of serving the customer and mastering the fundamentals of selling.Check out Mike here - https://mikeweinberg.com/Join our free sales community here:https://www.skool.com/wham-a-sales-community-8669/about#NEED HELP WITH SALES?

In this episode, Luigi is joined by Paul Reilly to dissect the traits needed to be a prospecting great in both boom times and turbulent times. Join them as they cover: 

Episode Summary Randy Welch talks about mission-driven sales in the education sector. He discusses his background in school psychology and administration, and how it led him to a career in education technology focused on school safety solutions. He emphasizes the importance of truly understanding customer needs through active listening. Randy also provides insights into navigating the challenges of the education market by prioritizing safety over sales numbers. The interview covers Randy's vision for developing a holistic safety ecosystem and recommendations for incorporating learning into a sales mindset. About the guest Randy Welch is an educator at heart but found his way into the technology sector through his passion to ensure the safety and security of school students and staff. At Motorola Solutions, Randy oversees the education focused Sales efforts for the North America region and highlights the technology, safety, and security solutions schools need to solve their biggest safety challenges. Prior to Motorola Solutions, Randy served for more than 20 years as a school psychologist, special education director, Chief Program Officer, and board member for multiple public and charter schools. Randy has also spoken nationally and internationally about a variety of education topics. Connect with Randy Welch Key takeaways- Understand customer needs through active listening, not just hearing what they say - Prioritize solving customer problems and mission over making sales numbers  - Develop a holistic, integrated ecosystem approach to school safety rather than isolated systems - Keep focus on the mission of keeping students safe even during budget cuts or challenges - Incorporate continuous learning into sales through recommended books and shared learning - Bring an educator's passion for learning to the sales field Quotes"Someone has a problem, your job is not to solve their problem, your job is to help them find a solution to that problem." - Randy Welch on drawing connections between education and sales. Recommended Resource Books-"New Sales. Simplified." by Mike Weinberg. -"Sales Management. Simplified." by Mike Weinberg. -"Selling in a Crisis" by Jeb Blount. -"Sales EQ" by Jeb Blount -"The Little Red Book of Selling" by Jeffrey Gitomer. ⁠Connect with Randy Welch⁠⁠⁠⁠⁠ | ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Follow us on LinkedIn ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ |⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Website

Lightning Round: Top 10 Ways to Learn from First Quarter Results Question: Katarina from Athens, Greece asks, "My team is GREAT at top of funnel. We have a clear process, a well-defined target market, and a great ability to get through the door—but we struggle to get the deal to close. I am wondering if we are chasing too much business that is never going to close. How do you know if and when you should walk away?"  Book:  New Sales Simplified by Mike Weinberg   ❖ Learn more about the Mastermind here.

Lightning Round: Top 10 Ways to Learn from First Quarter Results Question: Katarina from Athens, Greece asks, "My team is GREAT at top of funnel. We have a clear process, a well-defined target market, and a great ability to get through the door—but we struggle to get the deal to close. I am wondering if we are chasing too much business that is never going to close. How do you know if and when you should walk away?"  Book:  New Sales Simplified by Mike Weinberg   ❖ Learn more about the Mastermind here.

There's a magical thing that happens when one knows how to go OUT INTO THE WORLD and come back with closed sales. Net New Business Development. Here are a few things that might be associated with said skill owning a 25 acre compound ability to eat at Chipotle for every meal FOREVER and never run out of money and the achievement of all your worldly desires It's not magic. It's prospecting. and prospecting for sales, just like prospecting for gold.... is a skill. Mike Weinberg is here to teach us that skill Behold.

Connect with Kristie Jones on LinkedIn & let he know what your favourite part of the episode was. Join the waitlist for the new book: "Selling Your Way In, The Playbook for Setting Your Income and Owning Your Life" by Kristie K Jones. ________________________ Connect with Paul M. Caffrey on LinkedIn. Get 5 Scripts to help you 5x your Pipeline here. Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition." Key Lessons for Sales Professionals & Founders: Choose the right sales role by understanding your motivations, superpowers, and desired compensation. Be intentional and proactive about your career to maximize your income and own your life. When transitioning from founder-led sales to building a sales team, take the time to define your ideal customer profile and product-market fit. When hiring sales professionals, focus on finding the right fit for your company culture and ensure they align with your ideal customer profile. Prospecting tip: Just do it. Consistent prospecting is essential for success in sales. Sales tip: Introduce prospects to other prospects to win their hearts and build relationships. To get promoted, understand your why, earn the right to be promoted, and sell your promotion to others. Summary In this conversation, Kristie Jones, author of "Selling Your Way In," shares insights on choosing the right sales role, the importance of self-awareness, and navigating the real estate industry. She also discusses the transition from founder-led sales to building a sales team, the process of hiring sales professionals, and her experience working with Mike Weinberg on the book. Kristie provides valuable tips on prospecting, sales, and getting promoted. In this conversation, Kristie Jones discusses various aspects of sales and career advancement. She emphasizes the importance of having the right motivations for seeking promotions and career growth. Jones shares her personal experience of wanting to pay for her son's college education and how that drove her to work towards financial success. She also recommends reading books on psychology and sociology to gain a deeper understanding of human behavior and improve sales skills. Lastly, Jones highlights the significance of thorough preparation and research in sales, urging sales professionals to avoid asking questions that can easily be found online. P.S. Enjoy the Show, Rate Us in your Podcast APP!! (The more stars, the better lol)

Mike Weinberg is a coach, speaker, trainer, consultant and a multiple best-selling author. His specialities are new business development and sales management, and he's on a mission to simplify sales and create high-performance salespeople and sales teams. Known as a #SalesTruth-teller, salespeople and sales leaders appreciate his blunt, funny, tell-it-like-it-is style, and his ability to share simple, practical, powerful, and easy-to-implement concepts. He's spoken on five continents and has become one of the most trusted and sought after sales improvement experts in the world. Mike works with companies in all industries ranging in size from a few million to many billions of dollars."SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy are joined by renowned sales coach, speaker, and author Mike Weinberg. Together, they delve into the crucial role of authentic leadership in sales management. They emphasize the importance of connecting with sales teams on both a professional and personal level, highlighting the impact of emotional and mental support on performance and culture. Through personal anecdotes and expert insights, they provide actionable strategies for sales leaders to effectively lead with heart while driving results.KEY TAKEAWAYSSales leadership involves balancing accountability with empathy, fostering a culture of high performance while prioritizing the well-being of team members.Authenticity in leadership builds trust and loyalty among sales teams, leading to increased engagement and productivity.Effective sales management requires recognizing and respecting the emotional and mental bandwidth occupied by salespeople, using it wisely to inspire and motivate.Healthy, assertive conversations rooted in genuine care and concern strengthen relationships between sales managers and their teams, driving long-term success.The integration of head and heart in sales leadership leads to a harmonious blend of results-driven focus and compassionate leadership, creating an unstoppable force in sales culture.QUOTES"Sales is about results, but it's equally about connecting with the hearts of your team members.""Balancing accountability with empathy is the hallmark of effective sales leadership.""Authenticity breeds trust, and trust is the foundation of strong sales teams."Learn more about Mike Weinberg: LinkedIn: https://www.linkedin.com/in/mikeweinberg2013/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

In this episode, Pete brings on guest Mike Weinberg, a renowned expert in sales management and new business development. With a passion for helping sellers and sales teams succeed in winning new sales, Mike has established himself as one of the most trusted and sought-after sales experts in the field.   Known for his candid, humorous, and tell-it-like-it-is approach, Mike is often referred to as a #SalesTruth-teller. Sales leaders and salespeople alike appreciate his ability to communicate simple, practical, powerful, and easy-to-implement concepts. Mike's expertise extends across industries of all sizes, ranging from companies with a few million dollars in revenue to those with billions in turnover.   Tune in to this episode to gain valuable insights and strategies from Mike on sales management, new business development, and the secrets to achieving success in the world of sales.    Whether you're a seasoned professional or just starting out, Mike's wealth of knowledge is sure to leave you inspired and empowered to achieve your sales goals.

We review Home Alone 4 (2002) on movie podcast The Collector's Cut. Home Alone: Taking Back the House is directed by Rod Daniel and stars Mike Weinberg, French Stewart, Missi Pyle patreon: https://www.patreon.com/mildfuzztv twitter: https://twitter.com/ScreamsMidnight email: mftvquestions@gmail.com Audio version: https://the-collectors-cut.pinecast.co/Episode Notes

Are you spending countless hours into your landscape business but can't seem to get the growth you crave? Maybe it's time to cut through the tactical noise and refocus on your sales strategy. This week on the show, we get to the root of what truly cultivates landscape prosperity with bestselling author Mike Weinberg and ACE Peer Group member David Amigo to talk about transforming your approach to sales and communication. We'll unpack the five fundamentals of sales success and learn the value of shifting from a passive order-taker to a proactive demand creator in your landscaping enterprise. THE BIG IDEA:  Solid Fundamentals + Focus = Sales KEY MOMENTS: [05:21] Making Sales Simple [07:45] How Landscape Sales Have Changed  [11:32] Going on the Sales Offensive  [17:12] Why SImple Sells [20:03] Being Assertive in Sales Is Not a Bad Thing [22:48] What If I Don't Have a Sales Manager/Team [25:28] The 3 Verbs off Sales QUESTIONS WE ANSWER 1. How do you juggle landscape sales management and operations effectively?2. What is the importance of having a reliable sales pipeline?3. What are the key components of successful landscape sales strategies?4. How can salespeople create, advance, and close more deals? 5. What are the fundamentals of sales leadership? 6. How do you create a compelling sales story? 7. How can landscape businesses improve their sales processes? FOR SHOW NOTES & MORE, GO TO: https://mcfarlinstanford.com/podcast/ep-017-landscape-sales-simplified/

About Mark Garrett Hayes: SalesCoachr's Founder, Mark Garrett Hayes, is the author of the value-packed and highly-praised book 'Sales Coaching Essentials.' Endorsed by best-selling authors like Mike Weinberg, Matt Dixon, Jeb Blount, and top sales leaders worldwide, this book will help you crack the code and show you how to enable your frontline sales managers to perform at their best as coaches. You'll discover why all sales leaders must become better coaches and learn practical ways to make this happen – so you can get the best from your most important strategic asset – your people. Check out the latest episode of our Conversational Selling podcast to learn more about Mark.In this episode, Nancy and Mark discuss the following:The importance of coaching in the modern world.The difference between coaching and bossing people around.Why trust is the fundamental skill required to coach people. Mark's story of transition from business development representative to a coach.How long does it take a person to make that transition?Different coaching styles.How often should people get coached?Proactive and reactive coaching.Key Takeaways:  Coaching will help you think more about how to involve your team in thinking for themselves and coming up with solutions.Coaching is like connecting with someone's operating system.We look at coaching through the prism of the kinds of meetings or reviews that sales leaders would run.Also, we apply coaching as a style in how you recruit, identify, recruit on board, and keep great salespeople.If you are running a business, you must ask yourself, where will something like coaching pay dividends?"Well, my area is sales coaching, but coaching is a universal skill because it leverages people's innate abilities. When we direct people, we boss people, we over-manage people, and we tend to impose our solutions upon them. In doing so, we overlook their contribution, responsibility, and accountability and shortcut their creativity. So, when I'm directing, bossing, and telling people what to do, I'm not involving them. Secondly, I'm creating huge amounts of work for myself. So, if I coach people, I get to enlist them and get them to co-create solutions, which often they will understand better than I will because they're the ones experiencing them through their eyes." – MARK."So, coaching also involves curiosity. To coach people, you must be curious about what they think and are experiencing, so you have to ask questions. And in doing so, that curiosity is helping people to create perhaps an understanding of something they didn't see before that. When you think of the great, I think the great movie parents, if you will, they're less autocratic and more democratic, which is not to say that we just throw all the strictures out the window and say, yeah, let's go crazy here and have no form of leadership, but rather it's a way to give people a feeling that, okay, you're my leader, but you trust me to think. And as a child, what is it like to be given that feeling that my parents trust me? Okay, they say, this is how we'd like you to behave. We don't want you to do these things, but we trust you to think, and we will involve you in decision-making what you think your boundaries are. And that's a whole different conversation." – MARK."I've coached in different parts of the world, understanding what coaching is and how coaching fits into sales leadership. The challenges that people face when using coaching styles and what that is. We used elements of psychology to understand what coaching means in terms of how you change gears in your mind and various psychology models, not too much psychology, but enough to be useful. And to help people tactfully and tactically apply coaching in everyday sales leadership positions. And what people said to me afterward was, this is practical. And I said that's the nicest thing you can say because I don't want people to say, oh, we love the handouts. Oh, we love the PowerPoint presentations. But people felt this connected with me. And I can now turn conversations and relationships with my salespeople around. I'm a better leader, and they're being led better." – MARK. Connect with Mark Garrett Hayes:LinkedIn: https://www.linkedin.com/in/markgarretthayes/SalesCoachr:https://www.salescoachr.com/Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/  Connect with Nancy Calabrese: Twitter: https://twitter.com/oneofakindsalesFacebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website: https://oneofakindsales.comPhone: 908-879-2911 LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com 

On this episode of the Sales Gravy Podcast, I dive into part two of my conversation with sales leadership expert Mike Weinberg on what new sales managers need to do to get off to a successful start. The information in this episode is so good that you'll want to listen twice and take good notes. Navigating the Challenges of Being a New Sales Manager The episode kicks off with an engaging story from Jeb Blount about his early days in sales leadership. Thrust into a managerial role at just 23 years old due to an unexpected incident, Jeb shares rapid rise to responsibility highlights the often-unpredictable path to sales leadership and the importance of adaptability and quick learning in such roles. A key highlight of Jeb's story is the impact of mentorship on his career. He credits Mary Gardner, the Area Vice President of his group, for fundamentally shaping his approach to sales leadership. Mary's emphasis on coaching and her advice on being observant and patient offers timeless wisdom for new sales managers. Core Principles for New Sales Managers Mike Weinberg stresses the importance of 'keeping your mouth shut and your ears open' as a new leader. This approach is not about being passive but rather about being strategically observant, identifying opportunities for improvement, and understanding team dynamics before jumping into action. One of the critical roles of a sales manager is to coach rather than directly involve oneself in every sale. This part of the discussion sheds light on the common mistake new managers make - trying to be the hero in every sales call, which ultimately hampers the development of their team. Mike and Jeb discuss the balance between personal sales contributions and the development of the team. The insight here is clear: sales leadership is less about personal selling skills and more about elevating the capabilities of the team. Challenges in Sales Leadership Many sales leaders are overwhelmed with non-sales-related tasks, preventing them from focusing on key activities like coaching, mentoring, and strategy development. The discussion underscores the need for support from higher management. Often, new sales leaders are not given clear priorities, leading to misaligned efforts and burnout. It is crucial for executives to understand and support the primary role of sales managers - revenue generation. Key Takeaways for New Sales Managers New sales leaders must prioritize coaching, adaptability, and team development over individual sales achievements. The journey of a sales leader is unique and challenging, but with the right approach and support, it can be incredibly rewarding. Remember, as a new sales manager, your success lies in how well you can elevate your team, not just your personal sales achievements. So listen, observe, coach, and lead your team to new heights. Getting off to a good start in your first 90 days as a new sales manager is crucial. The key to success is knowing where to start, where to focus, and what to avoid. In this brilliant, must watch Expert Voice, sales leadership expert and bestselling author Mike Weinberg shares seven keys to success for new sales managers. Watch Now

Sales guru Mike Weinberg, consultant, coach, speaker, and bestselling author, joins host John Barrows on today's episode to explore the nuances of sales management. They explore insights on transitioning from an individual contributor to a first-time sales manager, recognize the importance of coaching, and discover how to navigate the evolving landscape of sales with an emphasis on accountability and effective leadership. This episode offers strategies for anyone looking to excel in sales leadership while maintaining a hunter mentality.Elevate your sales game with the JB Sales Membership that includes monthly live training by John Barrows, interactive workshops, insightful AMAs, and unlimited access to our comprehensive on-demand library. Certifications included! Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: bit.ly/JBMembershipVisit the HubSpot Website: https://www.hubspot.com/Everything Mike Weinberg:https://mikeweinberg.com/ https://www.linkedin.com/in/mikeweinberg2013/ https://twitter.com/mike_weinberg https://www.instagram.com/mike_weinberg/

This is episode 642. Read the complete transcription on the Sales Game Changers Podcast website here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Mike Weinberg, author of The First-Time Manager: Sales and Joe Tarulli, GM and Sales Leader at Pyrotek. MIKE'S ADVICE:  "Evaluate your calendar and get focused on the things that move the needle when it comes to creating, advancing, and closing sales. It's understanding the job is to win through your people and good things will happen." JOE'S ADVICE:  "Keep it simple, find a process, and stick to it. There's a lot of benefit to consistency and the one-on-one accountability meeting is a great example of that. If you're constantly moving the target and trying different approaches, it's very hard to know where you're making gains and making losses. so pick a methodology, stick to it, and be consistent."      

In this episode, Mike Weinberg talks about his latest book The First Time Manager: Sales. Connect with Mike and The New Business Sales Coach. Check out the show notes, more free content, and get coaching at https://outboundsquad.com

On this episode of the Sales Gravy Podcast, I sit down with Mike Weinberg for Part One of our conversation on the state of the Sales Profession, sales leadership, and getting started as a new sales manager. This conversation was a special treat because Mike is such an important and trusted voice within the sales profession and it is rare that Mike and I can find the time to get together. Embracing the Fundamentals: Getting Started as a New Sales Manager in a Rapidly Changing World As we work to sell more in the face of constant change, the wisdom of industry veterans like Mike Weinberg stands out as a beacon, guiding us through the evolving landscape of customer relationships, technology, sales strategies, and sales leadership. His insights, derived from decades of experience, provide a roadmap for both aspiring and seasoned sales manager in navigating the complex and often misunderstood profession of sales. Understanding the Core of Sales The art of selling, despite technological advancements and evolving methodologies, remains fundamentally anchored in human interaction and relationships. Weinberg underscores that the crux of effective selling lies in understanding and addressing customer needs, clear communication, and building trust. These timeless principles are the bedrock upon which successful sales strategies are built, regardless of the industry or market dynamics. The Evolution of Sales Training and Leadership Sales training and leadership have undergone significant transformation over the years. Weinberg points out a critical gap in many organizations - the transition from being a top-performing salesperson to an effective sales manager. This shift requires not only a change in skills but also a fundamental shift in mindset. Sales Management is about nurturing and developing talent, fostering a culture of accountability, and leading by example. It's about guiding teams through challenges and inspiring them to achieve collective success. Technology: A Tool, Not a Replacement In our tech-driven age, there's a growing tendency to rely heavily on technology for sales processes. While technology undoubtedly offers efficiency and data-driven insights, Weinberg cautions against allowing it to overshadow the human element. Automation and AI are tools to enhance, not replace, the personal touch that is central to building and maintaining customer relationships. The challenge for modern sales professionals is to integrate technology into their strategies without losing the essence of personal connection. Debunking the Myths of Social Selling Social selling has been touted as a revolutionary approach in the digital era. However, Weinberg challenges this notion, arguing that while it is a valuable component of a broader strategy, it is not a standalone solution. The effectiveness of traditional methods like phone calls and face-to-face meetings remains significant. Social selling should complement, not replace, these time-tested techniques. Navigating Crises in Sales Management Leading a sales team through periods of crisis requires more than just strategic acumen. It demands adaptability, empathy, and clear communication. Weinberg emphasizes the importance of maintaining team morale and productivity during such times. Sales leaders must be beacons of stability and clarity, guiding their teams through uncertainty with a steady hand and an empathetic approach. Personal Growth and Future Trends Weinberg's journey also highlights the importance of personal growth and adaptation in a rapidly changing industry. The future of sales lies in balancing technological advancements with the irreplaceable human elements. As AI and machine learning continue to shape the landscape, sales professionals and leaders must remain agile, constantly learning and evolving to integrate new tools and techniques without losing sight of the fundamental human connections that drive sales. Master the Fundamentals

In this episode we welcome best-selling author Mike Weinberg!  As a top performer in sales, Mike has embarked on a journey from being a stellar salesperson to a triumphant sales management culture leader. His ride, filled with trials, triumphs and a treasure trove of insights, not only makes for an engaging tale but offers a wealth of wisdom on the importance of sales management and the challenges that come with its transition.We traverse into the details of Mike's latest book and explore the process behind its creation and the impact it's making. Furthermore, Mike shares his expertise on the necessity of traditional sales principles and the importance of rewarding salespeople who bring new business.In addition, Mike shares his candid thoughts on how social selling has found its place in mainstream sales, emphasizing the importance of offering value and building relationships. He also underscores the significance of using social as a channel effectively and strategically. Finally, Mike guides us through the essentials of sales management, highlighting the importance of customer-centric sales approaches and spends time discussing the shift from forecast to pipeline. Don't miss an unforgettable episode filled with expert advice, valuable insights, and a bit of humor. 

Do you remember your first sales manager?  What did they do that worked and what lessons did you learn from their mistakes.  Too often sales managers are created for the wrong reasons and lead the sales teams into unsuccessful territory.  But that won't happen to you because you are listening and learning.  So, get out your talking pad as Bill, and I welcome author and selling expert Mike Weinberg to discuss The Key to Success as a First Time Sales Manager on episode 587 of the Winning at Selling Podcast.

w/ Mike Weinberg... A job in sales management is nothing like your old job in sales. Guest Mike Weinberg shares the many polar opposites between winning on your own, and winning through your people. Plus, managing strategies that are sustainable, and those that simply aren't.    Have senior leaders lost sight of the sales manager's job? How do you transition from being selfish to selfless? Mark and Mike discuss the essentials for new and experienced sales managers to be influential and effective.  → 13:35 - Tips for New Sales Managers   → 21:30 - What Should Experienced Managers Be Doing?   Learn more from Mike Weinberg here.     

Many people misunderstand what it means to be a manager, especially a sales manager. This confusion causes many new managers to spend time on things that are unimportant, act selfishly, and avoid difficult conversations. Today we welcome Mike Weinberg back to the podcast to talk about stepping out as an entrepreneur, the pivot new leaders need to make, leading a sales team, and his new book, “The First-Time Manager: Sales.”

On BDO's new PE PErspectives podcast episode , Mike Weinberg, Managing Partner of Levine Leichtman Capital Partners, and Jeff Roth, Founding Partner of Bruin Capital, join host Todd Kinney to discuss:Deal-acquisition and value creation strategies: How the changing market has evolved the way fund managers are investing (or not)Key challenges facing portfolio company CFOs: How CFOs are managing inflation and high interest rates while navigating skillset gaps Talent management concerns: How fund managers are working with portfolio company leaders to ensure the right talent is in place to execute value creation plansListen here: Partnering with Portfolio Company CFOs to Navigate Talent and Workforce Challenges.

New Sales Simplified by Mike Weinberg One of the most highly recommended sales books we've ever read on the show . never ask for permission to speak in a sales call Why our clients are as frustrated as they are with the state of salesmanship they are experiencing Why getting in the car for one client sales meeting trumps 5 video calls Why sales scripts work Why you can never be paid too much to pick up the phone and make a cold call Why the phone is your friend Sales prospecting is easy and Many many other topics for the modern sales professional

En este episodio hablo sobre 7 libros que nos dan herramientas para convertirnos en esa versión de nosotros que tanto deseamos. Les recuerdo que pueden probar Monday.com en el siguiente link: try.monday.com/mb Cómo ganar amigos e influir en las personas" de Dale Carnegie presenta varios puntos clave para mejorar tus relaciones interpersonales y aumentar tu capacidad de influir en los demás. El libro "The Compound Effect" (El efecto compuesto) es una obra de Darren Hardy publicada en 2011. El libro es una guía para ayudar a las personas a alcanzar sus metas y lograr el éxito a través del uso del efecto compuesto. "New Sales Simplified" es un libro escrito por Mike Weinberg. El libro se enfoca en proporcionar un enfoque simplificado para vender productos y servicios, y proporciona estrategias y técnicas para mejorar la eficacia en el proceso de ventas. "The E-Myth Revisited" (La Revisión del Mitos del Emprendedor) es un libro escrito por Michael Gerber en 1986. El libro se centra en el concepto de "empresario genérico" y la idea de que la mayoría de las pequeñas empresas fracasan debido a que los dueños se enfocan en trabajar en la empresa en lugar de trabajar en la empresa. El libro brinda una guía para ayudar a los empresarios a desarrollar una estrategia sólida para administrar y escalar sus negocios. "Shoe Dog" es un libro autobiográfico escrito por Phil Knight, cofundador de la compañía de ropa y calzado deportivo Nike. El libro cuenta la historia de cómo Knight fundó la compañía y su viaje para convertirla en una de las marcas de ropa y calzado más importantes del mundo. "Hábitos atómicos" es un libro escrito por James Clear en 2018. El libro se centra en la idea de que los cambios pequeños y constantes en el comportamiento pueden conducir a una mejora significativa con el tiempo. Clear argumenta que al desarrollar buenos hábitos y romper los malos, las personas pueden lograr sus objetivos y crear la vida que desean. "Money: Master the Game" (Dinero: Dominar el Juego) es un libro escrito por Tony Robbins en el 2014. El libro es una guía práctica que ayuda a las personas a entender cómo manejar su dinero y alcanzar la libertad financiera, basándose en las entrevistas con algunos de los mejores expertos en inversiones y finanzas personales.

No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals.With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.New Sales. Simplified. is about overcoming and even preventing buyers' anti salesperson reflex by establishing trust. This book will help you choose the right targets and build a winning plan to pursue them.Named by Hubpot as a Top 20 Sales Book of All Time, this easy-to-follow guide will remove the mystery surrounding prospecting and have you ramping up for new business.Buy the book here: https://amzn.to/3eS6uRL+++++Subscribe to the Podcast!▶︎ PODCAST: https://bit.ly/3qpki6YFollow us on Social Media:▶︎ WEBSITE | https://thebooklegion.com▶︎ YOUTUBE  |  http://bit.ly/2MZJ3Io▶︎ INSTAGRAM  |  https://instagram.com/thebooklegion▶︎ FACEBOOK  |  https://facebook.com/thebooklegionCheck out Tyzer Evans' other Podcast, Grind Sell Elevate here: https://bit.ly/3bU6D3lAnd Check our sponsor Odin's Rune: https://odinsrune.com, clothing for those who want to burn the boats to live a purpose-driven life

First things first, these are the table stakes for professional prospecting. They often get taken for granted, but I've been doing this long enough to know that you need to be reminded of them. You can't afford to miss any of these if you expect your best results.  Define (and limit) your target list There are only so many prospects that you can reasonably approach and follow through with. You may have a target list of 1000, but don't just start at the top and work your way through the bottom before making a second pass. Segment your list into reasonable batches so that you can reach out to everybody more than once a week. You need to cast a wide net while still being able to create some momentum and build familiarity. Know your decision makers Before you reach out into any potential account, you need to know who you should be talking to. This seems like an easy one, but I see mistakes being made constantly. I won't belabor this point, but suffice it to say it's important that you don't make assumptions. Questions about who will be involved in the decision process are easily asked (and usually answered) early in the sales process. Set goals This one's as simple as it sounds. Give yourself targets to hit, and push yourself to get there.  Block time If something is important enough to do, it's worth creating space on your calendar for it. What isn't planned for usually isn't consistently done, and as my friend Mike Weinberg likes to say, “Nobody defaults to prospecting mode.” It doesn't always need to be first thing in the morning, but professional prospectors have time set aside every day of the week to fill their pipeline. Think about what you're trying to accomplish What's the end goal? What are you ultimately trying to achieve? What is your why?  Keeping the big picture in mind will help you with perspective when the going gets tough (and from time to time, it will). Remember the results your solution creates. Remember the people you're working to help. Remember the personal goals and responsibilities you have.  Measure what matters I don't care how many calls a day you make or emails you send. None of that matters unless you can book sales meetings. Quite frankly, even the number of meetings you book is irrelevant if they're not qualified and don't lead to deals.  Selling cannot be simply reduced to a numbers game. There's more to it than that, and I can't give. You some rule of thumb that will tell you if you're doing a good job or not. You need to understand your own sales process, identify the levers and the triggers in it that will predictably lead to revenue, and count whatever those activities are. For me, it's new introductions, scheduled time on their calendar, and a meaningful conversation with them about how I might be able to help. With enough of those activities, revenue always follows, even if I can't forecast the exact number right away.  Keep your swagger I mentioned above that the going will get rough from time to time. It happens to all of us. This is where that perspective comes in. You need to be willing to lean into adversity, and identify the opportunity in every obstacle. When something doesn't go your way, or doesn't go the way you expected it to, it's almost always because there's a lesson you need to learn. Find what that is and learn it. Then tap back into your inner rock star and do the great work that only you are able to do. Download the 8 Reasons Your Team Isn't Creating More Opportunities white paper at https://jeffbajorek.com/8reasons Share this episode and subscribe wherever you get your podcasts, and don't forget that the show is now on YouTube.

“Sales management is the fine art of balancing encouraging the heart and kicking the ass.” -Donnie Williams Today, my guest is Mike Weinberg, whom I'm calling The Godfather of Sales Accountability. I'm thrilled to talk to Mike today about leaders holding their teams accountable to prospecting and proactive opportunity creation. In this episode, we discuss: The differences between accountability and micromanagement There's no reason to be afraid to look at the data with your team A laser-focused 15-minute accountability meeting will make all of your other meetings more effective Managers should be creating tension in these meetings the same way reps do with their prospects It's best for everybody involved if accountability meetings are conducted privately How accountability meetings enhance a high-performing sales culture Your reps' responses to these meetings will identify your talent issues Mike always gets the best out of me, and this 23-minute conversation is exhibit A. Make sure you're in a place where you can take notes, and then go to mikeweinberg.com to learn more. Download the 8 Reasons Your Team Isn't Creating More Opportunities white paper at https://jeffbajorek.com/8reasons Share this episode and subscribe wherever you get your podcasts, and don't forget that the show is now on YouTube.

Chris Black is the Chief Revenue Officer at Jolera, and a passionate business leader with recognised expertise in building high-performance teams driven by a commitment to customer success. He focuses on the delicate symphony of people, processes, and technology to drive exceptional results.  In today's episode, we discuss the benefits of building a sales process based on proactive sales activities, and how focusing on quality over quantity results in consistently, reliably full funnels. What You'll Learn: - The value of quality over quantity in sales - The Measurement-Inspection-Accountability sales strategy - How to keep your team accountable without micromanagement - The importance of implementing performance improvement plans  - Proactive actions that create full funnel freedom  - Why are most salespeople afraid to ask for help? - The curse of knowledge in sales - Chris' advice to his younger self on how to become better at sales - The most effective sales discovery process If you've been in sales for a while, you'll have noticed that meaningful engagements with prospects are far more influential than cold call volume. While it's tempting to assume more prospects, leads, and cold calls are the keys to success in sales, the quality of your funnel is even more important. The effort you put into building a high-quality funnel will be far more useful in the long run than filling the pipeline with unqualified leads. Links and Resources: - Jolera https://www.jolera.com/  - Connect with Chris Black on LinkedIn - https://www.linkedin.com/in/chris-black-yyc/ - Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price by Keenan https://amzn.to/3PKApbM  - Talk Triggers: The Complete Guide to Creating Customers with Word of Mouth by Jay Baer https://amzn.to/3aV6AX0  - Outliers: The Story of Success by Malcolm Gladwell https://amzn.to/3JINDnv   - Sales Management. Simplified by Mike Weinberg https://amzn.to/3SBKMRv  - Full Funnel Freedom https://fullfunnelfreedom.com - The Sandler Summit 2023 https://www.hamish.sandler.com/orlando  - Sandler on Instagram https://www.instagram.com/sandler_yyc/  - Sandler in Calgary - www.hamish.sandler.com/howtosandler - Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/  - Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com 

Most sales teams are not doing enough proactive prospecting. You're not lazy or ignorant, you're just not doing what you know you need to do.  It's understandable. Putting yourself in front of strangers is a daunting task, but you have to overcome that gap between knowing what needs to be done, and actually doing the work. I'm here to help. In Season 3 of the Rethink The Way You Sell Podcast, I'm going to help you rethink your prospecting. I'm going to simplify the concept for you so that it's less intimidating, and give you some specific strategies and tactics that you can put into play immediately. I'm going to start by identifying the 8 most common reasons that trained and motivated teams aren't creating more opportunities, and I'm going to tell you how you can fix them. Then I'm going to share the model of what professional prospecting looks like. I'm going to share mindsets, strategies, cadences, and tactics, all designed to help you create more tension from the beginning of your sales process. You're going to learn how to create more opportunities that will close more often. I'm going to share client stories along with some from my days in the field. You'll also hear from a host of other prospecting legends like Andy Racic, Art Sobczak, Jason Bay, Mike Weinberg, Jeffrey Gitomer, Anthony Iannarino, Samantha McKenna, Mark Hunter, and Jeb Blount. I've never been more excited about a topic as I am with this one, and I can't wait to help you make an impact on your sales. Subscribe wherever you get your podcasts, and don't forget that the show is now on YouTube as well.

Every leader needs an absolute dedication to their passion. This is the driving force behind the success of Mike Weinberg, Lover of Sales and Bestselling Author of three #1 Amazon books. Tune in as Mike and Lisa discuss how to help sales teams create, advance, and close their targets to find new business. Along the way, you'll learn the fun of solving challenges and connecting with people through sales.Guest Links:Mike's LinkedInMikeWeinberg.comThe Sales Management. Simplified. with Mike Weinberg (Podcast)Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales by Mike WeinbergSales Management. Simplified by Mike WeinbergNew Sales. Simplified. by Mike WeinbergCredits: Lisa Nichols, Host; Scott Crosby, Executive Producer; Daniel Williams, Recording Engineer; Jenny Heal, Guest Coordinator; Morgan Cochran, Marketing Support

Get ready for serious truth as Mike Weinberg shares his insight on how to simply sales for industry.  Mike is a consultant, sales coach, speaker and author on a mission to simplify sales. His specialties are New Business Development and Sales Management, and his passion is helping companies and salespeople win more new sales!   Forbes named Mike a Top Sales Influencer and other publications list him as the #1 Sales Expert to follow on Twitter. Mike has spoken and consulted on five continents and is the author of three Amazon #1 Bestsellers. In this episode he peels off several layers of the onion when it comes to sales and provides great insight to help both sales professionals and sales management in the pursuit of their personal best.  Some of the areas unpacked are:Why "Sales" gets a bad rapHow many overcomplicate the sales processImportance of realizing that "Sales Follows Strategy"Power of storiesIs the art of asking questions dead?What is active listeningIs CRM a dirty word!Irony - COMPensation and COMPlacency start with the same 4 lettersBlurring the lines between selling and managingValue of coaches and mentorsThis is just a taste of what Mike unpacks and this is one you will want to be ready to take notes with as there are so many areas covered where you can take action today.  As industry continues to evolve it is extremely important to remain grounded on how to best serve others.  With the right mindset, training and attitude sales can be an extremely fulfilling career.  We thank Mike for sharing so much wisdom and we hope this helps others grow their skills and confidence to master the critical art of sales in industry! Guest: Mike Weinberg - Consultant, Coach, Speaker, and AuthorResources:Mike Weinberg's WebsiteNew Sales. SimplifiedSales Management. Simplified Sales Truth Industry War Story Submission: Send us a DM!FacebookInstagramHost: Chris GraingerExecutive Producer: Adam SheetsPodcast Editor: Andi Thrower

Prospecting means getting to the party early. That means creating opportunities with people that may not have even been shopping yet. This episode's guest, Mike Weinberg, encourages slowing down the beginning stages, emphasizing discovery, and seeking to understand the customer's world in order to truly speed up the selling process. Mark and Mike also discuss the superfluousness of sales pitching and presentations of the past, and how to focus on a conversation.  Do you default to pitching when you're uncomfortable? Or do you dare to dialogue?  Comment from the audience: “Presenting is not selling.” -Rich Filar Books: New Sales Simplified  Sales Management Simplified  Sales Truth   Learn more about Mark Hunter , The Sales Hunter at https://www.thesaleshunter.com .  In addition to this podcast, Mark offers in-depth masterclasses on a variety of sales topics. Choose from an amazing online course list at https://learn.thesaleshunter.com 

Mike Weinberg is one of the top experts in Sales Leadership in the World. Mike is an award winning sales leadership trainer, a highly sought-after speaker, the author of 3 best-selling sales leadership books, and the host of the Sales Management Simplified Podcast. Mike joins the show and talks about how to be a sales leader who is a difference maker and why Sales is more about the heart than it is the head. To learn more about Mike check out https://mikeweinberg.com/.

For this episode, I had the pleasure of speaking with one of the most prominent sales experts in the world. He is the author of three amazon best sellers and was the #1 salesperson in three organizations. He's been called the #1 Sales Expert to follow on twitter. His books include New Sales Simplified, Sales Management Simplified, and Sales Truth. My guest's name is Mike Weinberg.I wanted to have Mike on because beyond having tremendous success as a sales trainer and author, his style is far more blunt and direct than any other sales trainer we've had on the podcast. He's spoken on five continents and has worked directly with companies and individuals in the insurance industry. Mike and I discussed: · What differentiates him from other sales experts· Why do most sales people fail?· Prospecting: Go after Dream Targets· The Most Important Sales Weapon· Sales 101: The Universal Objection Buster

Mike Weinberg is a consultant, sales coach, speaker and author on a mission to simplify sales. His specialties are New Business Development and Sales Management, and his passion is helping companies and salespeople WIN MORE NEW SALES. Before launching his own firm, Mike was the top-producing salesperson in three companies. Forbes named Mike a Top Sales Influencer and other publications list him as the #1 Sales Expert to follow on Twitter. Mike has spoken and consulted on five continents and is the author of three Amazon #1 Bestsellers. New Sales. Simplified. is a 7-year bestseller and has been named the #3 most highly-rated sales book of all time. Mike's second book, Sales Management.Simplified. has been called “arguably the best book ever written on sales management,” and named by Inc. Magazine and HubSpot as the #1 book every sales leader should read. And, his latest book, Sales Truth, became a #1 Sales Bestseller its first week on the market. Sales Truth Book:  https://amzn.to/2YZw7Zc  Sales Management Simplified Podcast: https://mikeweinberg.com/podcast/  

Whether you're a salesperson, sales manager, executive or entrepreneur, if you or your team are expected to bring in new business, you need a proven formula for prospecting, developing and closing deals. New Sales. Simplified. is the answer. Hosted on Acast. See acast.com/privacy for more information.

Dr. Manuel Ferrer (“Manny from Miami”) shares his educational journey, from growing up in Little Havana to becoming the Rookie Teacher of the Year, to his current work supporting special educators as the Regional Manager for TeachTown. Manny and I think-aloud together, drawing from his family experiences, about the impact teachers have, the importance of being an advocate and self-advocate, as well as how imperative access is for all students. We also explore the overlap between the worlds of education and business as we discuss the importance of coaching, training, mentoring, and life-long learning. This episode is packed with resources and recommendations for great reads, great podcasts, and how to order the best IPA.Here are some of the resources Manny shared:MO-CASE, Missouri Council of Administrators of Special Education: https://www.mo-case.org CASE, Council of Administrators of Special Education: https://www.casecec.org CEC, Council for Exceptional Children: https://exceptionalchildren.org TeachTown: https://web.teachtown.com Who Moved My Cheese? by Spencer Johnson: https://www.penguinrandomhouse.com/books/291680/who-moved-my-cheese-by-spencer-johnson/ Sales Management Simplified by Mike Weinberg: https://mikeweinberg.com The Four Horsemen of Sales: https://www.facebook.com/TheFourHorsemenOfSales/ 

La vida de tu negocio consiste en atraer nuevos prospectos y clientes constantemente.Tanto si eres representante, gerente o ejecutivo de ventas, se espera de ti que atraigas nuevos negocios, y necesitarás una fórmula comprobada para la prospección, el desarrollo y cierre de tratos. Aquí encontrarás la respuesta.En este episodio analizamos el libro Nuevas Ventas. Simplificadas (New Sales. Simplified, 2012), de Mike Weinberg, en el que descubrimos un súper simple sistema de 3 pasos para conseguir localizar, atraer, convencer y cerrar como clientes a las personas ideales para nuestros productos y servicios.Aquí puedes conseguir este libro:CONSIGUE EL LIBRO "Nuevas Ventas. Simplificadas.": https://geni.us/nuevasventas En esta página encuentras las notas del episodio y todos los enlaces mencionados:https://librosparaemprendedores.net/195 ¿Quieres saber cómo aumentar tu velocidad de lectura? Mírate este vídeo y quizás hasta la dupliques en sólo 20 minutos: https://www.youtube.com/watch?v=V0VqCZlLuEc¿Cómo conseguir levantarse temprano? 10 consejos... también apps útiles, para conseguirlo: https://www.youtube.com/watch?v=TJPmqy6Qi1c En Youtube y en Instagram estamos publicando también contenido exclusivo. Suscríbete ahora:Youtube: http://www.youtube.com/c/LibrosparaemprendedoresNetInstagram: https://instagram.com/librosparaemprendedores Esta es nuestra página oficial de Facebook: http://librosparaemprendedores.net/facebook Además, recuerda que puedes suscribirte al podcast en:- Nuestra página: http://librosparaemprendedores.net/feed/podcast- iTunes: https://itunes.apple.com/mx/podcast/libros-para-emprendedores/id1076142249?l=es- Spotify: https://open.spotify.com/show/0qXuVDCYF8HvkEynJwHULb- iVoox: http://www.ivoox.com/ajx-suscribirse_jh_266011_1.html- Spreaker: http://www.spreaker.com/user/8567017/episodes/feed- Stitcher: http://www.stitcher.com/s?fid=81214 y seguirnos en Twitter ( https://twitter.com/EmprendeLibros ) y en Facebook ( https://www.facebook.com/EmprendeLibros/ ). Hosted on Acast. See acast.com/privacy for more information.