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:

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:

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 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:

1. Master the 1:1 Accountability Meeting (and the RPA progression)
2. Get a True Hunter (DNA) in a Sales Hunting Role
3. Identify and Address Underperformance Quickly (coach-up or out)
4. Ensure Every Sales Rep Is Targeting a Strategic, Finite List
5. 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

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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