The Sales Management. Simplified. Podcast with Mike Weinberg

Mike hosts Jeb Blount on Episode 5 of the Sales Management. Simplified. Podcast to discuss the positives and the perils of leading a sales team through the first pandemic of our lifetime.

Jeb is known as "the hardest working man in sales." He's a world-renowned speaker, CEO of Sales Gravy, a founder of the OutBound Sales Conference, and the prolific sales author of nine powerful books including the long-time bestseller, Fanatical Prospecting, and his latest blockbuster, Virtual Selling.

Jeb shares why the "State of the Sales Profession" is strong and that there is tremendous long-term benefit for sellers and sales leaders who've gone through the crucible of selling and managing during the Covid-19 pandemic. Mike and Jeb also discuss what the very best salespeople are doing today and the emotional toll that being locked down has had on many (particularly younger) salespeople.

Recently I was so inspired and encouraged by a current event that I had to share my take with listeners knowing that you'll be inspired, too!

Sales Leaders: We've made it this far and we are going to make it to the "other side" of Covid-19! While the over-politicization of everything and the media's obsession with negative news casts what feels like a dark, depressing, deenergizing shadow, we can finally see light at the end of this bizarre tunnel (pandemic season).

Let me repeat. YOU and your team have made it this far and there are better and certainly easier days ahead! 2020 was long, hard, and challenging, and I know many of you and your sales teams are exhausted. But, NOW is not the time to take your foot off the gas, abandon ship, or abdicate your leadership role. Quite to the contrary, it's time for us to Lead and Sell with Purpose, Passion, and Pride.

This episode will get sales leaders' minds and hearts right to kick off the new year and offers you powerful tips to help your team do the same.

If you've ever wanted to hear what a perennial top-producing, true-blue, legit A-Player salesperson sounds like, this is your chance!

Dominic Testo joins me for Episode 3, and after listening to us talk sales, you are going to ask me to bring Dominic and other A-Players back for more.

In this gripping conversation where we cover topics ranging from positivity to prospecting to sales process to procurement to profitability, Dominic shares how a top-producing sales hunter sees himself, his role, his customers, and his duty to make his company successful.

If you love sales, this episode is guaranteed to make you smile and nod, and many will likely shout, "Amen!" as Dominic preaches the gospel on how to masterfully and consistently develop new business. Some sales leaders will use this episode as a blueprint when looking to hire their next sales hunter, and many others will have their current sales teams to listen to it in the hopes that Dominic's mentality, approach, and confidence will rub off on them.

While many sales leaders talk about increasing accountability and better defining sales roles, this one demonstrated the courage and commitment to actually do it! Listen to how this CRO beat the odds and COVID, and transformed her team with these two key sales management initiatives:

1. Creating a clear distinction between sales hunters charged with acquiring new business and account managers charged with maintaining and growing existing relationships

2. Significantly ramping up accountability heading into 2020 and maintaining a focus on results and pipeline health throughout the Covid-19 crisis

The transformation produced a sales increase YTD, despite selling into strong Coronavirus headwinds wreaking havoc on their customer base. And these results were achieved after trimming the size of the sales force due to disruptions in the market caused by the pandemic.

Enjoy hearing about the real-world challenges and successes from this driven, focused sales leader! I had a ton of takeaways from this energizing conversation and you will, too.

If you're ready to increase sales management effectiveness and lead a winning, energized sales team that consistently brings in new business, then The Sales Management. Simplified. Podcast is for you.

In this premier episode, three-time bestselling author and sales management expert Mike Weinberg shares why he created this show exclusively for sales leaders and the hallmarks that will set The Sales Management. Simplified. Podcast apart.

Sales executives and sales managers are the key — the key to creating a healthy, high-performance sales culture and driving results for the long term. Take a listen as Mike shares his passion and plan to help you lead more effectively, have more fun, and WIN MORE NEW SALES!