In Episode 91 Mike unpacks two recent personal experiences and one seller/buyer “conflict” to demonstrate that PERSPECTIVE IS EVERYTHING!

RESOURCES MENTIONED IN THIS EPISODE:

The Micah Project Honduras

The June 3 Supercharge Your Sales Leadership event

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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

The response to “Hannah the Hunter” sharing the simple tweaks she made to transform her results in the previous episode was so overwhelming (30% more listens/downloads in the first week after release than any other episode), Mike was compelled to dedicate Episode 90 to further unpacking the sales gems Hannah so beautifully articulated.

Listen in as Mike shares his take (and takeaways) on these three critical areas where Hannah’s slight adjustments produced outsized results:

1. Better Mindset (and motivation)
2. Better Ownership of Sales Process (particularly during sales calls, demos, and presentations)
3. Better Control of the Calendar

In addition, Mike challenges sales leaders with the examples Hannah shared about how her managers pushed her, challenged her, calmed her, encouraged her, prepared her, and practiced with her — all of which contributed to her breakthrough success.

RESOURCES MENTIONED IN THIS EPISODE:

The free guide with the fastest way to increase accountability, reduce complacency, and build a high-performance sales culture

New Sales. Simplified. - Mike’s 12-year bestseller

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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

2024 was record sales year for Hannah Romell…

And this an episode like no other!

“Hannah the Hunter” (as she refers to herself) is the first person Mike has hosted not having spoken to the guest before the show. She got his attention with a LinkedIn post sharing her gratitude and excitement about her breakout year.

Tune in to hear firsthand how Hannah adopted a handful of simple, yet transformational, changes following a New Sales. Simplified. workshop that made a world of difference:

• How Hannah’s view of herself as a sales professional and the realization that sales is a noble profession motivated her to be more assertive
• How more effectively structuring sales calls and presentations and how saying and showing less, simplified things for prospects and increased her effectiveness and win-rates
• How her managers not only encouraged her, but also raised her game with challenging role-play practice sessions
• How she took back control of her calendar and became radically focused on the only three sales verbs that matter – Create, Advance, and Close!

This may be Mike’s favorite conversation yet with a salesperson and an episode you’ll want to share with your sales team.

RESOURCES MENTIONED IN THIS EPISODE:

June 3, 2025 Supercharge Your Sales Leadership full-day intensive

New Sales. Simplified. – Mike’s 12-year bestseller

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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

By popular demand, Greg Stanley returns for Episode 88.

Greg was recently featured in Episode 85 where he and Mike covered a variety of topics but barely scratched the surface on compensation plans. The feedback was so positive from that conversation with many listeners specifically requesting a full episode dedicated solely to sales comp, Mike got him back on the show as quickly as possible.

While Mike has been quite outspoken (in Chapter 10 in Sales Management. Simplified. and Episode 54) about his three big pet peeves regarding sales compensation (1. Plans that are too flat. 2. “Commission Annuities.” 3. Not rewarding New Sales), Greg Stanley is a true sales compensation wizard!

Take a listen as Greg shares his approach and several practical, powerful tips to get your compensation plan driving the desired sales behaviors and results.ok at a salesperson’s “revenue contribution” rather than simply looking at “revenue attribution.”

RESOURCES MENTIONED IN THIS EPISODE:

Accelerant Consultants

Greg on LinkedIn

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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

In this first episode of 2025, Mike is simple and straight forward tackling one of the biggest obstacles to sales success that he is currently seeing — sales managers, salespeople, and entire sales teams who have lost sight of their primary job and lost focus on WINNING NEW SALES!

Too many sellers and leaders are engaging in tension-relieving activities instead of goal-achieving activities. They’re busy but not productive. They’re distracted by lower-payoff tasks and not prioritizing the only three sales verbs that matter — Create. Advance. Close.

Listen in for a refresher on the power of time-blocking high-payoff activities and the importance of identifying and eliminating “Time Draculas” — those non-revenue generating, lower-value activities that suck an exorbitant amount of sellers’ time and energy and keep them from building pipeline and closing deals.

Mike concludes the episode with a helpful, practical example of a salesperson who experienced a major breakthrough simply by identifying and addressing one massive Time Dracula that was stealing his selling time.

RESOURCES MENTIONED IN THIS EPISODE:

Episode 57: The #1 Reason Your Sales Team Is Not Bringing In More New Business

The New Sales. Simplified. Video Coaching Series

Chapter 14 in New Sales. Simplified.

Supercharge Your Sales Leadership Event

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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

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.

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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 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

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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

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: