Episode 86 is packed with several of Mike’s biggest takeaways from his work in 2024. Buckle up as he unleashes blunt observations touching on various topics including…

• C-Suite and corporate executives who’ve completely lost sight of the sales manager’s primary job
• How the “slowdown” and having to sell into economic headwinds has exposed a significant number of salespeople (who thrived “fulfilling demand” when business was dropped in their laps) lack the propensity and ability to “create demand” and new opportunities in the pipeline
• The unpopular reality that the past five years of working virtually has taken its toll on the career development of sellers – particularly new salespeople whose careers started during Covid and who’ve never benefitted from working alongside more experienced sales professionals

Mike then offers an exhortation for sales leaders to radically focus in three simple, specific areas to drive more NEW SALES in the year ahead.

Finally, Mike wraps up inviting listeners who are interested to stay for “the episode after the episode” where he shares his gratefulness and personal reflections on a record year.

____________________________________

RESOURCES MENTIONED IN THIS EPISODE:

The First-Time Manager: Sales

February 19th Supercharge Your Sales Leadership Full-Day Intensive

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

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 foundational sales management topics including getting the right people in the right jobs, ensuring that the sales deployment model aligns with the corporate strategy, and that the compensation plan not supports (instead of hinders) the c-suite’s strategic objectives.

Greg also shares how private equity firms are moving downstream and adding much smaller businesses to their portfolios is changing the competitive landscape and forcing small company leaders to become more sophisticated sales managers. And finally, he makes the strong pitch that management should be taking a hard look at a salesperson’s “revenue contribution” rather than simply looking at “revenue attribution.”

RESOURCES MENTIONED IN THIS EPISODE:

Accelerant Consultants

Greg on LinkedIn

_________________________________

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

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 preventing their sales team from bringing in new business at the desired rate – and to estimate the percentage of “blame” to attribute to each of the five buckets.

Take a listen to see which of these buckets might be preventing you (or your team) from winning MORE NEW SALES.

Mike wraps up the episode with a reminder to sales leaders about the power and value from having salespeople draft individual business plans for the coming year and points you to several valuable resources to help with that initiative.

RESOURCES MENTIONED IN THIS EPISODE: