The Sales Management. Simplified. Podcast with Mike Weinberg

Hosted by Mike Weinberg

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110

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Jun 2026

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About the show

Execs, sales leaders, and aspiring sales managers: Ready to create a healthy, high-performance sales culture and drive significant long-term sales growth? Had it with the noise and nonsense that passes for sales advice today and the nonstop pitches promising you a new hack, trick, or tool to solve all that ails your sales? Join practitioner, speaker, coach, and globally trusted sales expert Mike Weinberg, author of the bestselling and most reviewed sales management book, for straight talk, blunt truth, and powerful, practical techniques that will maximize sales management effectiveness and help your team WIN MORE NEW SALES!

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June 11, 2026Episode 11026 min

A Strong Take on Sales DNA: We Need Competitive, Conflict-Ready Sellers in New Business Roles

In Episode 110, Mike shares a sad personal update and tackles one of the most important and most misunderstood sales leadership issues: Sales DNA. Prompted by client work, fresh research, and a painfully honest post-race interview from the Indy 500, Mike challenges sales leaders to stop pretending that your "nice," relational salespeople are going to be successful hunters! Mike also breaks down several aspects of selling (the sales process/cycle) that demonstrate why top new-business salespeople must be highly resilient in the face of rejection, and comfortable with conflict. From prospecting and handling objections to negotiating, displacing incumbents, and closing, he makes the case that sales hunters face risk, rejection, and conflict every single day—and if your people aren't wired for that, no amount of coaching, compensation, or accountability will magically turn zookeepers into new business development killers. __________________________________ This episode is sponsored by Pursuit Sales Solutions. If you are looking for help adding A-player talent to your team, contact Mike's friends at pursuitsalessolutions.com/weinberg

May 14, 2026Episode 10950 min

Sales Leadership Q&A: Real Answers to Tough Sales Management Questions

In this special Q&A-style episode, Mike Weinberg is joined by sales leadership coach Matt Ferguson for a practical, fast-paced conversation tackling real-world sales management challenges submitted by sales leaders and reps. Mike and Matt dive into topics like: Transitioning from top rep to first-time sales manager Coaching underperformers back to quota Why most pipeline reviews fail Creating proactive hunters instead of reactive order-takers Managing large, geographically dispersed sales teams Helping executives understand complex enterprise sales cycles Packed with honest insights, practical coaching advice, and a few laughs along the way, this episode is full of actionable ideas for sales leaders looking to build stronger teams, healthier pipelines, and a culture of accountability. RESOURCES MENTIONED IN THIS EPISODE: Matt's website: MattDFerguson.com The October 7 Supercharge Your Sales Leadership Event This episode is sponsored by Pursuit Sales Solutions. If you are looking for help adding A-player talent to your team, contact Mike's friends at pursuitsalessolutions.com/weinberg

April 22, 2026Episode 10854 min

Prospecting and Pipeline Generation Is Hard: Why Your Sellers Need to Be Too Good to Ignore

In episode 108, Mike hosts outbound sales guru, Jason Bay, founder and leader of Outbound Squad. Jason and Mike get in the "Way Back Machine" looking at the evolution of SDRs, what went wrong with that model, and why prospecting is so damn hard today. If your team is struggling to book meetings and create new opportunities, this episode is for you as Jason shares strategies that are working right now and what the very best reps are doing to self-generate pipeline! Learn how to become "too good to ignore" by focusing on the right targets, crafting compelling offers, and creating emotional connections with prospects. Tune in and you'll immediately hear why Mike regularly points new business development sellers and sales teams to follow Jason Bay! RESOURCES MENTIONED IN THIS EPISODE: Jason Bay's Free Outbound Masterclass The October 7 Supercharge Your Sales Leadership Event _________________________ This episode is sponsored by Pursuit Sales Solutions. If you are looking for help adding A-player talent to your team, contact Mike's friends at pursuitsalessolutions.com/weinberg

April 7, 2026Episode 10738 min

2 Simple Tips to Help Sellers Conduct More Effective Sales Calls: Start and End the Meeting Well!

In Episode 107 Mike shares a personal update on his social media sabbatical and one of his biggest observations after participating in so many Q1 sales team kickoff meetings. Listen in as Mike unpacks his frustration and confusion about how few salespeople are conducting professional, consultative, value-delivering, opportunity-creating, conversational meetings with prospects and customers. He briefly reviews his common sense outline (from New Sales. Simplified. Chapter 11) for structuring winning sales calls and then dives deeper into both how to start and end the meeting well. 1. Hear a simple technique for how sellers can take control, share their plan/agenda, get buy-in and input from the prospect/customer, reduce tension, create comfort and remove that awkward, adversarial dynamic…all while making the buyer feel that the meeting is all about them! 2. Ensure that sellers define, secure, and SCHEDULE the prospect/customer's committed-to next step! Too many salespeople are concluding sales calls with assignments for themselves but not getting agreement to (and scheduling) what the prospect/customer will do next. RESOURCES MENTIONED IN THIS EPISODE: The October 7-8 Supercharge Your Sales Leadership Event Mike's 12-year bestseller, New Sales. Simplified. This episode is sponsored by Pursuit Sales Solutions. If you are looking for help adding A-player talent to your team, contact Mike's friends at pursuitsalessolutions.com/weinberg

March 12, 2026Episode 10642 min

A Bold Statement, Big Issue, and a Breakthrough Book That Took My Breath Away

Mike gets asked to read a lot of books about sales and sales management. Most recently, he read Focused – from his Canadian buddy, sales management expert, and former fantasy football adversary, Steve Rosen. Mike was so blown away that he actually asked Steve if he could provide the foreword and help promote the book. Truly, it was that good. So good, in fact, that this was Mike's visceral reaction… The Bold Statement (from Mike's foreword): FOCUSED is the single best and most helpful book for sales leaders to be published in years! If you lead a sales team, or lead leaders of sales teams, the introduction to this book will take your breath away. It will stop you in your tracks. I am serious: Do NOT read FOCUSED unless you are ready to be smacked in the face with the cold, hard truth and willing to address what is arguably the biggest challenge in sales today. Truly, by page 2 my chest tightened as the all-too-real scenarios described by Rosen perfectly depicted exactly what I see every. single. day. in companies where I speak, train, consult and coach. The Big Issue: Sales managers live in reactive mode, often overwhelmed, and are regularly distracted and diverted from their highest-payoff activities. Rosen not only calls it out, but provides practical help for overcoming this massive challenge. Enjoy this engaging conversation between Steve and Mike. But beware, if you lead a sales team, it may cause you to laugh, cry, or scream. Be sure to grab the free copy of the Foreword, Table of Contents, and the Introduction that Mike mentions in the episode! RESOURCES MENTIONED IN THIS EPISODE: FOCUSED: The Leadership Discipline That Protects Performance from Distraction (on Amazon HERE) Mike's Foreword along with the Introduction that took his breath away Supercharge Your Sales Leadership October 7 event This episode is sponsored by Pursuit Sales Solutions. If you are looking for help adding A-player talent to your team, contact Mike's friends at pursuitsalessolutions.com/weinberg

February 26, 2026Episode 10533 min

A Seismic Personal Decision and a Simple Sales Management Checklist

Episode 105 starts with a startling proclamation as Mike reveals what feels like a seismic decision to pull the plug on LinkedIn. He transparently shares what's going on in his mind and heart, along with what he's reading and experiencing, that prompted this bold (and surprising) move. The episode concludes with a simple, practical sales management checklist that Mike will be working through during a large client's upcoming annual learning conference. Listen in as he briefly unpacks these Sales Management. Simplified. Fundamentals: Master the 1:1 Accountability Meeting (and the RPA progression) Get a True Hunter (DNA) in a Sales Hunting Role Identify and Address Underperformance Quickly (coach-up or out) Ensure Every Sales Rep Is Targeting a Strategic, Finite List Observe and Coach Your Salesperson (get your head out of the CRM & spreadsheets) RESOURCES MENTIONED IN THIS EPISODE: Mike's LinkedIn post The hospice nurse's article about the final thoughts from 300 patients It's Sales Management Malpractice to Ignore Underperformance podcast episode Just Announced: October 7 Supercharge Your Sales Leadership event _____________________________ This episode is sponsored by Pursuit Sales Solutions. If you are looking for help adding A-player talent to your team, contact Mike's friends at pursuitsalessolutions.com/weinberg

February 12, 2026Episode 10438 min

Unlocking Massive Sales Growth: The Power of "Ambition"

Dennis Sorensen is back! A former super successful senior sales executive who has built a thriving, multifaceted sales improvement firm, Dennis is embedded inside companies doing real transformational work around sales leadership, playbooks, process-driven selling, and unlocking crazy potential through his concept of Ambition. In this episode, Dennis shares what he's seeing on the front lines — what's working, what's not, and how challenging times are forcing sales leaders to become better coaches and skill developers. We dig into talent gaps, the idea of "everboarding" (not just onboarding), strategic sales planning, and why too many teams limit their potential by focusing on how far they think they can climb instead of asking, "How big is the mountain?" Dennis also recently launched his own podcast, Think Big. Win Bigger. — and I had the privilege of being his guest on the inaugural episode. You'll want to check that out as well. Guaranteed you walk away with a handful of BIG IDEAS after listening to (or watching) our dialogue! Enjoy this powerful conversation with one of the most strategic and driven sales leaders I know. This episode is sponsored by Pursuit Sales Solutions. If you are looking for help adding A-player talent to your team, contact Mike's friends at pursuitsalessolutions.com/weinberg

January 14, 2026Episode 10354 min

"The Strength of Talent" - To Grow Our Sales We Need to Grow Our People

This first release of 2026 features talent guru, coach, and leadership team expert, Mike Goldman, who played a formative role in Mike Weinberg's life on a college campus 39 years ago! Goldman's most recent book, The Strength of Talent, is a USA Today National Bestseller, and packed with wisdom and practical advice for sales leaders. In this engaging dialogue, Mike and Mike touch on everything from the stupidity of annual performance reviews, to the importance of re-recruiting our highest performers. Listen in as Goldman challenges leaders who declare "our people are our most valuable asset," when their actions belie that statement and he makes the compelling case that the #1 driver of profit (and sales) growth is people growth! RESOURCES MENTIONED IN THIS EPISODE: The Strength of Talent book Mike-Goldman.com _______________________ This episode is sponsored by Pursuit Sales Solutions. If you are looking for help adding A-player talent to your team, contact Mike's friends at pursuitsalessolutions.com/weinberg

December 18, 2025Episode 1021 hr 21 min

Biggest Takeaways from 10 Years Working to Increase Sales Management Effectiveness

Mike celebrated the 10th anniversary of the release of Sales Management. Simplified. with a free, live "THANK-YOU" web session for sales leaders. Episode 102 is the audio recording of that session where Mike shared his biggest lessons and takeaways from the past decade working to increase sales management effectiveness and answered 15 questions submitted by leaders who registered for the session. He also announced a special limited time promotion on the Sales Management. Simplified. Video Coaching Series. If you'd prefer a video recording of the session, you can WATCH HERE. RESOURCES MENTIONED: Sales Management. Simplified. - the book The Sales Management. Simplified. Video Coaching Series - special promotion Supercharge Your Sales Leadership Event – April 8th info and registration _____________________________ This episode is sponsored by Pursuit Sales Solutions. If you are looking for help adding A-player talent to your team, contact Mike's friends at pursuitsalessolutions.com/weinberg

December 3, 2025Episode 10133 min

Are Your Salespeople Crystal Clear on Their Mission, Targets, Offerings, and Rules of Engagement?

In Episode 101 Mike brings back a favorite phrase (procurement weenies) from his book #SalesTruth and shares a fresh story about one of his own sales situations to challenge sales leaders on the topic of CLARITY. Do your sellers have absolute clarity on… Your company's mission/purpose/why? Whom they're supposed to be targeting for new business? Exactly what they should be selling (your offerings)? Their messaging (sales story) and the value your solution brings to the market? YOUR sales process and rules of engagement? RESOURCES MENTIONED IN THIS EPISODE: Sales Management. Simplified. December 12 Free Web Session #SalesTruth February 3 Supercharge Your Sales Leadership Event ____________________________ This episode is sponsored by Pursuit Sales Solutions. If you are looking for help adding A-player talent to your team, contact Mike's friends at pursuitsalessolutions.com/weinberg