Selling in a Post-Trust World

In this episode Mike hosts his long-time friend, Larry Levine (who he often refers to as the most authentic and generous person in the sales improvement industry), for a very different conversation about the current “State of Sales” and how we can respond to it. Their discussion revolves around how salespeople (and leaders) must adapt to thrive while Selling in a Post-Trust World. And as Mike declares in the foreword to Larry’s new book (with that title), it is very rare when a literary work is so perfectly timed to address a situation that is both urgent and critically important.  We are indeed living (and attempting to sell) in a post-trust world. Everywhere you turn there is deep skepticism – and unfortunately, it’s deserved. Truly, this is the issue of the day. Artificial intelligence. Deep fakes. Spam. Bots. Add to that the horrendous, annoying, trust-busting approaches causing sellers to come across as the self-absorbed, transactional, uncaring and unprofessional salespeople Larry unapologetically labels as Empty Suits. Listen in as Larry and Mike address topics you haven’t heard tackled on this show before. This is one of those episodes you’ll likely want to pass along to your sales team! RESOURCES MENTIONED IN THE EPISODE: https://sellinginaposttrustworld.com/ Text the word Trust to 21000 ____________________________________ 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 79 was unplanned but Mike felt compelled to describe his recent encounter with a bold, hungry 19-year-old.  Stuart was so impressive that Mike took a few minutes to record his impromptu reaction and also deliver a rant to salespeople who still (falsely) believe/proclaim that the telephone isn’t an effective way to secure a conversation with strategic target prospects. Not only will you be blown away by what this young man Stuart accomplished with a few dials of the phone and high EQ, you’ll likely want to share this story with members of your sales team – particularly the ones sitting around waiting for leads or who continue their futile and pathetic efforts “bumping” their lame, spammy emails to the top of prospects’ inboxes – hoping beyond hope that someone will respond! RESOURCES MENTIONED IN THIS EPISODE: Episode 26:  Why the Phone Is Sexier than Ever and Puts a Person Behind the Prospecting The Next Supercharge Your Sales Leadership Event (with available seats) New Sales. Simplified. (the book) _____________________________ 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 78 features Kristie Jones, author the fabulous new book, Selling Your Way In, which Mike describes in the foreword as one of the most unique and powerful resources he has consumed in his 34-year career. Mike met Kristie years ago at a client they were both helping, and he’s had the privilege of watching Kristie’s business and influence in the sales community rapidly expand over the past decade. When asked why Kristie has been so successful Mike's answer is simple and direct: She is a master at making others successful!  And that was her motivation for writing Selling Your Way In – the desire to provide readers/listeners with a behind-the-scenes peek at the makeup, mindset, disciplines, approaches, and actions of the top-ten percent of sales pros, the real sales rockstars who absolutely crush it, year after year – so they can become sales rockstars too!    ________________________________ JUST ANNOUNCED: The October Supercharge Your Sales Leadership event at the Porsche Experience Center in Atlanta filled so quickly that Mike and team just added a new date in November. If you’d benefit from a full-day intensive with 50 sales leaders and Mike focused on radically ramping-up sales management effectiveness, check out the packed agenda, premium venue and powerful outcomes you can expect from attending: mikeweinberg.com/atlanta2024 ________________________________ 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 Episode 77 Mike can barely contain his excitement as he announces a new addition to the team!   Dennis Sorenson, often described as the most driven and most strategic sales leader with whom Mike has worked, has not only joined our team but he joins us for this value-packed episode.  Listen in as Mike has Dennis unpack three of the powerful approaches (philosophies) that have made him such a successful sales executive… The concept of AMBITION The compelling reasons these first three P’s (Plan, Prepare, and Practice) come before the fourth (Play) The prioritization of EXECUTION ___________________________________ 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 Episode 76 Mike returns from his sabbatical with a reminder for sales leaders that they are STILL the key to driving the culture and results. As goes the leader, so goes their team! He also makes the case that regardless of the current business stresses or cycles, truth is still truth, best practices remain best practices, and solid execution of the fundamentals is the key to victory. Mike wraps the episode spending a few minutes sharing takeaways from his time away from work, email, and social media, and announces key adjustments he is making in his business going forward. _______________________________________ 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 75 continues the string of recent shows where Mike shares real-life examples from what he’s observing with sales and sales management teams. In this case, Mike was blown away leading a follow-up workshop with a large team that had done the heavy lifting to sharpen their “sales story.” Rep after rep testified to the difference in how customers were perceiving them and positively responding to their new customer issue and outcome-focused messaging. Listen in for a quick refresher on the amazing benefits a compelling, differentiating, issue and outcome-focused “sales story” delivers and a few tips to help you upgrade yours (and how your team will be perceived)! Mike wraps the episode with a few predictions about changes he’ll be making following his current sabbatical. RESOURCES MENTIONED IN THIS EPISODE Sales Management Foundations Virtual Workshop Series LinkedIn Post announcing Mike’s sabbatical   Chapters 7 and 8 in New Sales. Simplified. Chapter 10 in Sales Truth Your Sales Story online course ______________________________ 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

As Mike shares starting off this power-packed episode, every once in a while, a client challenges him to create something new. In this case, a passionate enablement leader requested something quite specific: How can sales managers take what they are learning from conducting excellent 1:1 accountability meetings to coach their people more effectively?  In Episode 74 Mike overlays his three favorite sales verbs (Create. Advance. Close.) on top of the Sales Management Accountability Progression (Results. Pipeline. Activity). The result is a powerful, prescriptive guide to help managers ask exactly the rights questions and provide more effective coaching to salespeople based on specific gaps/shortfalls uncovered during accountability meetings, depending on whether the salesperson… Lacks sufficient total pipeline coverage (not enough deals or dollars in the funnel), typically because they are not CREATING enough NEW OPPORTUNITIES Is not ADVANCING existing OPPORTUNITIES Is NOT CLOSING   Resources Mentioned In This Episode: The Sales Management Foundations Virtual Workshop Series (get more info and register now for the June 24 launch) Episode 39: Underperformers Should Leave the 1:1 Manager-Salesperson Accountability Meeting with an Uncomfortable Feeling Supercharge Your Sales Leadership – October and November event info and register

This thesis of Episode 73 is that the world works much better (particularly in sales) when everyone focuses on, and worries about, their primary job!  This episode was prompted by stimulating conversations in two recent sales leadership sessions.  First, at the VIP Q&A during Day 2 of the recent Supercharge Your Sales Leadership event, an operation-minded CEO asked Mike to elaborate on a bold (and controversial?) statement made in response to a manager asking how to keep salespeople selling when they’re worried about outselling capacity and overloading the operations/production/delivery people.  The second conversation (while kicking off a six-month manager cohort) revolved around what Mike refers to as “Smart Sales Talent Management,” and the importance of getting the right people in the right roles. The managers were describing the differences between sellers with hunter DNA compared to those wired more like zookeepers who love to nurture relationships, put out customer service fires, and jump in to help out with delivery and operations. In both cases, Mike quoted the strong, direct words that his sales management mentor regularly used to remind salespeople to focus on Job #1 – driving revenue!  RESOURCES FROM THIS EPISODE: Episode 72 – Who’s on Your Team? Episode 57 – The #1 Reason Your Sales Team Is Not Bringing in More New Business Sales Management Foundations Virtual Workshop Series – Download the PDF info document  Read more or register HERE Supercharge Your Sales Leadership October Session at The Porsche Experience Center in Atlanta. More info at mikeweinberg.com/events.   Join Mike on October 8 for the full-day intensive or October 8 & 9 for the VIP experience! ______________________________________ 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 72 is different. Instead of talking about leading your sales team, Mike challenges listeners with this important personal question: Who is on YOUR team? This episode was inspired by several factors, including a personal breakthrough Mike is experiencing in his own life, combined with a well-timed Netflix docuseries episode that perfectly depicts the transformative change you can experience from making the right additions to your personal team. Who is rooting for you? Who is challenging you? Who are you going to for outside perspective or expert advice? Who is helping ensure that you win…at work, at home, at health, at life? Who is cheering you on? Or confronting you when you play the victim? Who is whispering encouragement in your ear? Or speaking hard, constructive truth (hopefully in love), when you need to hear it? Take a listen and be challenged to consider who might add to your personal team to help you experience a breakthrough. Resources Mentioned: Podcast Episode:  Practical Wisdom from a Highly Rated Financial Advisor, Golf Instructor, and Sales Coach to Help You Win Big in 2024! ___________________________________________ This episode is sponsored by Pursuit Sales Solutions. If you looking for help adding A-player talent to your team, contact Mike’s friends at pursuitsalessolutions.com/weinberg

Episode 71 was inspired by a message Mike received from an executive whose sales team was not securing enough meetings with prospective customers. The executive shared two specific frustrations: The sales team’s lack of effectiveness at getting prospects to agree to an initial meeting The number of prospects cancelling at the last minute or “no-showing” for a meeting they had previously agreed to attend In this episode, Mike shares his initial response to this request for help and offers up a list of potential causes for ineffective prospecting – ranging from impersonal, automated approaches, to the model being deployed, the focus of the messaging, the DNA of the salespeople, sellers not properly pushing past resistance or overcoming objections, the weightiness/reality of virtual vs. in-person meetings, and more. Take a listen to see if any of these obstacles are preventing you or your sales team from securing meetings with targeted prospective customers. RESOURCES MENTIONED: YOUR SALES STORY online course  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