최고 Mike Weinberg 팟캐스트 (2024)

1
Revenue “Attribution” vs “Contribution” and Why Smaller Companies Are Having to Raise Their Sales Management Game 46:27

9d ago46:27

46:27

Episode 85 features a unique conversation between Mike and his friend, Greg Stanley, who specializes in helping small and medium-sized companies unlock growth potential by optimizing their revenue function and increasing valuation. Greg founded Accelerant Consultants after a long, successful stint at one of the Big 4 firms. This dialogue touches on…

1
A Big Picture Diagnostic: 5 Reasons Your Sales Team May Not Be Developing More New Business 31:13

1M ago31:13

31:13

Episode 84 was inspired by a recent discovery meeting between Mike and a smaller company looking for his help to take their new business development game to a new level. During the conversation, Mike shared his simple “Buckets of Blame” framework to help these executives get a big picture 30,000-foot view of five potential obstacles that may be pre…

1
Real World Dialogue on Why So Many Sales Leaders Feel Overwhelmed & Under-Supported 43:29

1M ago43:29

43:29

Mike is joined by sales management expert and coach (former golf pro and top-ranked salesperson), Matt Ferguson for a wide-ranging conversation covering…. The fact that almost every sales manager they know feels overwhelmed, overworked, under-appreciated and under-supported Almost 90% of sales leaders say they received ZERO training for their curre…

1
5 Powerful Ways The Best (Sellers) Get Better 40:18

2M ago40:18

40:18

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 t…

1
The 3 Critical Elements to Create a Successful Sales Blitz Campaign 21:17

3M ago21:17

21:17

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 to…

1
Selling in a Post-Trust World 42:41

3M ago42:41

42:41

In this episode Mike hosts his long-time friend, Larry Levine (who he often refers to as the most authentic and generous person in the sales improvement industry), for a very different conversation about the current “State of Sales” and how we can respond to it. Their discussion revolves around how salespeople (and leaders) must adapt to thrive whi…

1
An Impressive, Bold, Hungry, High EQ 19-Year-Old Shows Salespeople the Power of a Personalized Prospecting Phone Call 21:54

4M ago21:54

21:54

Episode 79 was unplanned but Mike felt compelled to describe his recent encounter with a bold, hungry 19-year-old. Stuart was so impressive that Mike took a few minutes to record his impromptu reaction and also deliver a rant to salespeople who still (falsely) believe/proclaim that the telephone isn’t an effective way to secure a conversation with …

1
Selling Your Way In 44:24

4M ago44:24

44:24

Episode 78 features Kristie Jones, author the fabulous new book, Selling Your Way In, which Mike describes in the foreword as one of the most unique and powerful resources he has consumed in his 34-year career. Mike met Kristie years ago at a client they were both helping, and he’s had the privilege of watching Kristie’s business and influence in t…

1
One Massive Announcement and Three Powerful Philosophies from a Super-Successful, Strategic Sales Executive 51:14

5M ago51:14

51:14

In Episode 77 Mike can barely contain his excitement as he announces a new addition to the team! Dennis Sorenson, often described as the most driven and most strategic sales leader with whom Mike has worked, has not only joined our team but he joins us for this value-packed episode. Listen in as Mike has Dennis unpack three of the powerful approach…

1
You Are The Key - As Goes Their Leader, So Goes Your Team! [Back from Sabbatical & Better Than Ever] 28:37

5M ago28:37

28:37

In Episode 76 Mike returns from his sabbatical with a reminder for sales leaders that they are STILL the key to driving the culture and results. As goes the leader, so goes their team! He also makes the case that regardless of the current business stresses or cycles, truth is still truth, best practices remain best practices, and solid execution of…

1
Their New Issue & Outcome-Focused “Sales Story” Radically Upgraded How This Sales Team Is Being Perceived [plus post-sabbatical predictions] 36:42

7M ago36:42

36:42

Episode 75 continues the string of recent shows where Mike shares real-life examples from what he’s observing with sales and sales management teams. In this case, Mike was blown away leading a follow-up workshop with a large team that had done the heavy lifting to sharpen their “sales story.” Rep after rep testified to the difference in how custome…

1
The Takeaways from 1:1 Accountability Meetings Guide Us to Coach Our Salespeople Specifically Where They Need the Help 35:46

7M ago35:46

35:46

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 effectivel…

1
What Mike’s Mentor Told Salespeople Who Worry about Outselling Capacity and Who Play “Good Corporate Citizen” Instead of Selling 34:45

7M ago34:45

34:45

This thesis of Episode 73 is that the world works much better (particularly in sales) when everyone focuses on, and worries about, their primary job! This episode was prompted by stimulating conversations in two recent sales leadership sessions. First, at the VIP Q&A during Day 2 of the recent Supercharge Your Sales Leadership event, an operation-m…

1
WHO’S ON YOUR TEAM? [your “personal” team, not your sales team] 26:16

8M ago26:16

26:16

Episode 72 is different. Instead of talking about leading your sales team, Mike challenges listeners with this important personal question: Who is on YOUR team? This episode was inspired by several factors, including a personal breakthrough Mike is experiencing in his own life, combined with a well-timed Netflix docuseries episode that perfectly de…

1
A Prospecting Post-Mortem – Why You/Your Team Are Not Securing Enough Meetings 23:17

8M ago23:17

23:17

Episode 71 was inspired by a message Mike received from an executive whose sales team was not securing enough meetings with prospective customers. The executive shared two specific frustrations: The sales team’s lack of effectiveness at getting prospects to agree to an initial meeting The number of prospects cancelling at the last minute or “no-sho…

1
What’s Your Primary Purpose on Sales Calls: Proactively Developing Your Salespeople or Advancing and Closing the Sale? 35:03

9M ago35:03

35:03

Mike recently led a workshop for a group of talented, hungry, driven, young sales managers who were falling into an all-too-common trap – “doing” instead of coaching, developing, and holding sales reps accountable. During the session Mike challenged this group of managers with a question he had never thought to ask before: When making joint sales c…

1
Instead of Committing Sales Management Malpractice by Ignoring Underperformance, This Is How to Quickly Address It! 28:35

10M ago28:35

28:35

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 co…

1
Mike Tackles 8 Tough Questions from a Sales Team 38:11

11M ago38:11

38:11

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 w…

1
20 Timeless Tips to Help You & Your Sales Team Tackle 2024 30:41

12M ago30:41

30:41

Mike kicks off the year with 20 powerful sales tips to help you (and your salespeople) absolutely crush 2024! He initially shared this list with his email subscribers and the feedback was so positive that he felt obligated to turn these tips into Episode 67. Take a listen, share this episode with your sales team, and make sure to grab the free PDF …

1
Practical Wisdom from a Highly Rated Financial Advisor, Golf Instructor, and Sales Coach to Help You Win Big in 2024! [Fundamentals Outperform Gimmicks] 59:11

12M ago59:11

59:11

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 wit…

1
Taylor Swift is Right: Trash Takes Itself Out Every. Single. Time. 26:21

1y ago26:21

26:21

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 …

1
How to Give Your Buyers a Dopamine Hit with Buyer First Collaborative Selling 47:44

1y ago47:44

47:44

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 b…

1
I Shot the Social Selling Charlatans & an MBA Class’ Real-Life Sales Management Disaster 24:58

1y ago24:58

24:58

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 en…

1
9 Powerful Reasons and a Template to Help Your Salespeople Write Individual Business Plans 31:06

1y ago31:06

31:06

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 …

1
How Sales Managers Can Help Salespeople Conduct Significantly More Effective Sales Calls 34:01

1y ago34:01

34:01

Isn’t conducting professional, effective sales calls one of the main responsibilities of a being a salesperson? After all, the word sales is in the job title. If there’s one thing a “salesperson” should be able to do well, it’s to conduct a sales call! Therefore, isn’t it then incumbent upon sales managers to ensure that their people are indeed pro…

1
The Massive Transition from Salesperson to Sales Manager Poses Similar Challenges to What Selling-Sales Leaders Face Every Day 33:56

1y ago33:56

33:56

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…

1
It Took 34 Years to Create This and It’s My Best Work Yet 27:47

1+ y ago27:47

27:47

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 ask…

1
Check Your Ego. Don’t Play Hero. Prepare & Prioritize to Minimize Stress & Ensure Success 1:04:01

1+ y ago1:04:01

1:04:01

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 fr…

1
The #1 Reason Your Sales Team Is Not Bringing In More New Business 31:10

1+ y ago31:10

31:10

As promised, in Episode 57 Mike wraps up the series on the Common Sales Leadership Sins Damaging Culture and Diminishing Results with a giant exclamation mark! Tune-in for the #1 reason salespeople and sales teams are not bringing in more new business and Mike’s strong words of warning for sales leaders who “allow” sellers to lose sight of their pr…

1
Devastating Damage from Anti-Sales Cultures & Leaders with FOMO Always Searching for the Secret Sauce 36:35

1+ y ago36:35

36:35

As we near the conclusion of this series covering common sales leadership sins, Mike tackles two biggies in Episode 56: Anti-Sales Cultures and Searching for the Secret Sauce. Years ago, Mike asked the CEO of the company with the healthiest sales culture he’d ever observed for his secret. This CEO replied, “Everything flows from culture” and went o…

1
Collaborators or Sales Killers? Why It’s Insanity to Expect Salespeople to Do All Things Well 26:40

1+ y ago26:40

26:40

Continuing this series tackling common sales leadership sins, Mike challenges us to pull back the covers and take a hard look at ALL the things we are asking our salespeople to do. He also makes the strong case that it’s really hard to win big in sales management when you have the wrong people in the wrong roles. Beware: Mike does not hold back put…

1
It’s Really Hard to Out-Manage a Stupid Sales Compensation Plan 28:05

1+ y ago28:05

28:05

In Episode 54 Mike continues the series on Common Sales Leadership Sins, and this time he touches the “third rail” — compensation! If you have complacent salespeople, Mike argues that the very first place to look is at the compensation plan... And he claims to be the very first person to discover and publicly declare that the words COMPensation and…

1
The Dangers and Damage from Desk Jockey “Leadership” and Not Coaching Salespeople 37:56

1+ y ago37:56

37:56

In Episode 53 Mike resumes the series on Common Sales Leadership Sins by tackling two biggies: 1. Desk (and CRM/screen) Jockey Sales Management 2. Not coaching and mentoring salespeople Prepare to be challenged about your priorities as Mike asks you to open your calendars for a time (and gut) check on whether there is enough evidence to convict you…

1
Leading Through Turbulent Times + Mastering Social and Enterprise Selling 39:36

1+ y ago39:36

39:36

In Episode 52 Mike takes a break from the current series on sales leadership sins to host fellow St. Louisan and sales rockstar, Carson Heady. Carson is a managing director in Microsoft’s US Health Solutions business and was a highly decorated, multi-year award winning salesperson and Microsoft’s Social Selling Lead prior to taking on his current l…

1
Management Takeaways from My Trip to the Masters & Sales Leadership Sin #4 31:49

1+ y ago31:49

31:49

This fun episode combines management takeaways from Mike’s first visit to Augusta National and the continuation of the current series covering sales leadership sins that damage culture and diminish results. Mike happily declares that the Masters lived up to all the hype and he shares a few observations processed through a sales and sales management…

1
It’s Really Hard to Lead the Sales Team When You’re Buried in Crap 32:36

1+ y ago32:36

32:36

In Episode 50, Mike vents his frustration about senior executives who have lost sight of the sales manager’s primary job as he continues this series tackling The Unlucky 13 Sales Leadership Sins That Damage Culture and Diminish Results. Sin #3: IT’S REALLY HARD TO LEAD THE SALES TEAM WHEN YOU’RE BURIED IN CRAP! Too many sales leaders are losing too…

1
Losing this Deal Stung and Starting a New Series Covering Common Sales Leadership Sins 28:18

2y ago28:18

28:18

Mike begins Episode 49 sharing the pain from a recent lost deal that he really wanted along with the lessons learned from the experience. He takes this opportunity to remind listeners of the importance of doing a post-mortem analysis and that winners take ownership of the outcome (exhibiting internal locus of control) instead of playing the victim …

1
Artificial Intelligence Will Not Replace You and One Trick to Power-Up Your Sales Team’s Presentations 33:22

2y ago33:22

33:22

Mike recorded Episode 48 from a hotel during a crazy travel streak between sales kickoff meetings and the most recent Supercharge Your Sales Leadership Event. In this long overdue episode, Mike pokes fun at the "bandwagon jumpers" in the sales improvement space who are once again (looking for “likes” and “clicks”) predicting the death of sales, thi…

1
This Is the First Step in a Successful New Business Development Sales Initiative 32:04

2y ago32:04

32:04

Mike is concerned that one month into the new year too many sales teams have not nailed down their strategic, finite target account lists. Too many supposed sales hunters are operating on autopilot while an abundance of account managers are simply doing the “milk run” in territory caretaker and maintenance mode! In Episode 47 Mike shares why Select…

1
This Senior Leader Builds High-Performance Sales Teams with 4 P’s, 3 F’s, and Smart Talent Management 55:32

2y ago55:32

55:32

Episode 46 features one of Mike’s all-time favorite senior sales executives. Dennis Sorenson is a seasoned global sales leader with a reputation for building high-performance teams. He currently serves as the Senior Vice President of Revenue and Sales at Alegeus and Mike claims that no client has stretched or challenged him more than Dennis. Listen…

1
Big Thanks, Brags & Beefs from an Amazing Year Plus Powerful Tips to Maximize Success in 2023 42:28

2y ago42:28

42:28

In Episode 45 Mike puts the wraps on 2022, shares highlights, stats, reflections, and frustrations from a fantastic year, while challenging sales leaders to… Celebrate significant victories Identify the time and energy “draculas” sucking the life out of them and stealing their passion and productivity Articulate two BIG business goals for 2023 and …

1
Motivation Matters. Reflect, Reset, Refocus to End & Start the Year Right 32:04

2y ago32:04

32:04

Mike tackles two topics in Episode 44 inspired by sessions he led this past week. 1. Your Sellers’ “Why” and Motivation to Sell Matter — a lot Mike shares his dad’s powerful advice that has served as the foundation for his successful sales career. He also addresses the significant mental and emotional baggage that hinders hesitant sellers from proa…

1
How to Lead Sales Team Meetings That Energize and Equip Your Salespeople 42:44

2y ago42:44

42:44

Sales team meetings don’t have to be drudgery for the sales leader or salespeople, and they shouldn’t be painful and unproductive either! In Episode 43, Mike… Reminds leaders of the purpose and impact of great team meetings Rants about the most common sales meeting sins Challenges sales managers that if you cannot answer this question with an empha…

1
Unpacking the 5 Foundational Keys to Winning More New Sales 49:13

2y ago49:13

49:13

The feedback and appreciation for Mike’s recent special web session: "Boom Times or Bust - The 5 Keys to Winning More New Sales” has been so positive, it prompted him to share the full recording with podcast listeners. In this audio recording, Mike… Explains what he is seeing that prompted him to offer this session Cautions sellers and sales leader…

1
3 Prospecting Tips to Overcome Resistance and Secure More Meetings 31:26

2y ago31:26

31:26

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 p…

1
Selling In A Crisis 52:21

2y ago52:21

52:21

While observing the launch of Jeb Blount’s brand new bestseller, Mike sensed something different. Just seeing the fun Jeb was having promoting Selling in a Crisis, and enjoying the excited reaction from so many sellers and sales influencers, Mike texted Jeb with a crazy question: “Jeb, I’m seeing the reaction to the book from sellers and influencer…

1
Underperformers Should Leave the 1:1 Manager-Salesperson Accountability Meeting with an Uncomfortable Feeling 18:25

2y ago18:25

18:25

Mike provoked the sales leaders gathered at the Sales Execution Simplified event in London with this statement that generated a healthy dialogue in the room: Struggling salespeople (who are neither hitting their sales numbers nor maintaining a healthy pipeline) should have a feeling of discomfort as they leave their 1:1 accountability meeting! In t…

1
Part 2 with Drew: The Attitude, Approach & Actions as This Sales Leader Built His Winning Team & Culture 48:23

2+ y ago48:23

48:23

Episode 38 is a must listen for every sales leader - veteran, new, or aspiring. Mike continues the powerful conversation with super impressive new sales leader Drew Ellis as they cover Drew’s transition from top-producing individual contributor into leadership. Hear how Drew… Built frameworks for leading his team before he even had the job Hired fo…

1
This Super Impressive Sales Leader Became “Thick as Thieves” and a True Trusted Advisor to Win Career Defining Deals 31:07

2+ y ago31:07

31:07

In this powerful episode Mike hosts impressive sales leader Drew Ellis, a mid-market vice president for SAP. Drew is the very first guest whom Mike did not know personally to be invited on the show. Their new relationship started with a LinkedIn message thanking Mike for Sales Management. Simplified. The online dialogue led to a Zoom meeting where …

1
1st Round MLB Pick Shares Life & Leadership Lessons: From Pro Baseball to Successful Sales Pro 57:56

2+ y ago57:56

57:56

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 …

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