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

Dennis Sorensen is back!

A former super successful senior sales executive who has built a thriving, multifaceted sales improvement firm, Dennis is embedded inside companies doing real transformational work around sales leadership, playbooks, process-driven selling, and unlocking crazy potential through his concept of Ambition.

In this episode, Dennis shares what he's seeing on the front lines — what's working, what's not, and how challenging times are forcing sales leaders to become better coaches and skill developers. We dig into talent gaps, the idea of "everboarding" (not just onboarding), strategic sales planning, and why too many teams limit their potential by focusing on how far they think they can climb instead of asking, "How big is the mountain?"

Dennis also recently launched his own podcast, Think Big. Win Bigger. — and I had the privilege of being his guest on the inaugural episode. You'll want to check that out as well. Guaranteed you walk away with a handful of BIG IDEAS after listening to (or watching) our dialogue!

Enjoy this powerful conversation with one of the most strategic and driven sales leaders I know.

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

This first release of 2026 features talent guru, coach, and leadership team expert, Mike Goldman, who played a formative role in Mike Weinberg's life on a college campus 39 years ago!

Goldman's most recent book, The Strength of Talent, is a USA Today National Bestseller, and packed with wisdom and practical advice for sales leaders. In this engaging dialogue, Mike and Mike touch on everything from the stupidity of annual performance reviews, to the importance of re-recruiting our highest performers.

Listen in as Goldman challenges leaders who declare "our people are our most valuable asset," when their actions belie that statement and he makes the compelling case that the #1 driver of profit (and sales) growth is people growth!

RESOURCES MENTIONED IN THIS EPISODE:

In Episode 101 Mike brings back a favorite phrase (procurement weenies) from his book #SalesTruth and shares a fresh story about one of his own sales situations to challenge sales leaders on the topic of CLARITY.

Do your sellers have absolute clarity on…

• Your company's mission/purpose/why?
• Whom they're supposed to be targeting for new business?
• Exactly what they should be selling (your offerings)?
• Their messaging (sales story) and the value your solution brings to the market?
• YOUR sales process and rules of engagement?

RESOURCES MENTIONED IN THIS EPISODE:

Sales Management. Simplified. December 12 Free Web Session

#SalesTruth

February 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

Episode 100 is epic as Mike combines celebrating the 10th anniversary of the book, Sales Management. Simplified. and the 100th episode of this podcast!

Mike opens with a HUGE THANK YOU to the sales leadership community for making Sales Management. Simplified. what it's become, and as a token of appreciation, closes with a 30-minute, power-packed, lighting-fast summary of the book sharing a key takeaway from each of the 26 chapters.

Use this episode as a quick review or scorecard on your current sales management effectiveness, and deploy it as a guidebook for identifying areas to focus that will radically improve your sales team leadership, culture, and results.

Mike also announces that on Friday morning, December 12th he will be hosting a special, free, one-hour web session as a thank-you and in celebration of the book's ten years and the podcast's 100th episode! Join him as he shares the biggest lessons he's gleaned from the past decade working around the globe to increase sales management effectiveness. Register at mikeweinberg.com/sms10

RESOURCES MENTIONED:

Free Web Session: The Biggest Sales Management Effectiveness Takeaways from the Last 10 Years

February 3, 2026 – Supercharge Your Sales Leadership event

Sales Management. Simplified.– the highest-rated sales management book of the past decade

Table of Contents, Foreword, Introduction and Sample Chapter from Sales Management. Simplified.

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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 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