In this episode, Mike ties together observations from his past month's work with sales leaders and sales teams in a variety of industries — all of whom seem to be struggling with the same challenges.

Reviewing these "common reasons" salespeople are not winning new business at the desired rate prompted Mike to get in the way-back machine and pull out the tried-and-true list from Chapter 2 in his first book, New Sales. Simplified.

If your salespeople are not creating, advancing, and closing as much new business as you'd like, share this episode and the free PDF of Chapter 2 with them!

RESOURCES MENTIONED IN THIS EPISODE:

Free PDF of Chapter 2: The "Not-So-Sweet 16" Reasons Salespeople Fail at New Business Development

New Sales. Simplified. book

5 "Buckets of Blame" Podcast Episode

The Fastest Way to Increase Sales Podcast Episode

YOUR SALES STORY with AI Assist

In Episode 98, Mike excitedly reveals something he's been teasing for several months. Listen in as he hosts his former client, dear friend from Ireland, and now partner, Fergal O'Carroll.

After 35 successful years in sales and sales leadership, Fergal launched Supercharge Your Sales Velocity in 2024 with the mission of empowering sales teams to drive MORE OPPORTUNITIES, BIGGER DEALS, & FASTER WINS. Among his many passions, Fergal was an early adopter of generative AI, and he is the catalyst behind the launch of the massively upgraded offering they are announcing today, YOUR SALES STORY with an AI Assist.

You may never hear Mike as passionate about a topic as he is in this episode, reminding sales leaders that their messaging, their sales story, is the team's most critical sales weapon. When your team's sales story is great, EVERYTHING is easier, you secure more meetings, face less resistance, decommoditize the conversation, justify premium pricing, and increase margins and win rates! NOTHING increases a sales team's confidence or effectiveness more (or faster) than empowering them with compelling, customer issue and customer outcome-focused, differentiated sales messaging.

Enjoy Fergal and Mike's conversation, and here's to sharper messaging and MORE NEW SALES!

RESOURCES MENTIONED IN THIS EPISODE:

YOUR SALES STORY with AI Assist

February 2026 Supercharge Your Sales Leadership Event

This episode is sponsored by Pursuit Sales Solutions. If you are looking for help adding A-player talent to your team, contact Mike's friends at pursuitsalessolutions.com/weinberg

Episode 97 addresses one of Mike's hot-button topics: structuring and conducting effective early-stage sales calls. As he often bemoans when leading workshops, salespeople have to work so stinking hard today to secure an initial meeting with a target prospect, and then they show up and miss the mark by conducting completely ineffective meetings.

If your (or your team's) sales calls could use a boost, dive into this compelling interview with sales differentiation expert, Lee Salz, who crafted a fantastic resource titled "The First Meeting Differentiator." Lee doesn't hold back, declaring that traditional discovery meetings must die because buyers no longer tolerate one-sided sales interrogations that serve the seller and provide no value to them!

After listening you'll understand why Mike boldly declared in his front cover endorsement, "I cannot think of a salesperson, regardless of tenure or industry, who wouldn't experience a transformative breakthrough from implementing the powerful approach outlined in The First Meeting Differentiator!"

Here's to more effective first meetings and to MORE NEW SALES!

RESOURCES MENTIONED IN THIS EPISODE:

The First Meeting Differentiator

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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