Episode 94 is a special one for several reasons, not the least of which is that it’s the first show where the guest made Mike cry!

You will be challenged listening to this interview with Mike’s friend, sales executive extraordinaire and leadership guru Jeff Hancher, who shares his personal journey from pain and poverty to powerful purpose.

Jeff’s story of resilience and how sales changed the trajectory of his life will remind many listeners of why we got into the sales profession in the first place. And every sales leader will benefit hearing about Jeff’s rise through the ranks and the transformational leadership lessons learned along the way – particularly the critically important ability for leaders to give Firm Feedback in a Fragile World (which also happens to be the title of Jeff’s amazing new book).

Be sure to take particular note of the segment (starting at the 17:30 mark) that Mike refers to as the greatest five-minute leadership sermon he’s ever heard as Jeff expands on the book’s promise: “how to build a winning culture with critical conversations.” Lean in as Jeff exhorts listeners on the resulting benefits when leaders properly balance making deep deposits that earn the right to make big withdrawals.

RESOURCES MENTIONED IN THIS EPISODE:

Firm Feedback in a Fragile World: How to Build a Winning Culture with Critical Conversations

Jeff Hancher

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

Today’s special guest, Ahson Wardak, made such an impression at a recent Supercharge Your Sales Leadership event that Mike had to have him on the show!

Ahson was recently promoted to regional vice president after an incredible run as a top-performing individual contributor.

Listen in to hear what a true large account, large deal sales rockstar sounds like. Enjoy Ahson’s contrarian take on the widely accepted sales adage that "people buy from people they like” and pay particular attention how he balances two critical, yet contradictory, success factors for enterprise selling: being patient AND proactive.

RESOURCES MENTIONED IN THIS EPISODE:

How “Hannah the Hunter” Achieved a Blowout Year and Breakthrough Sales Success episode

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

The September 4-5 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

In Episode 92 Mike doesn’t hold back sharing two takeaways from a recent multi-day speaking and sales training engagement in Las Vegas and then he absolutely unloads on the recent changes at Southwest Airlines.

RESOURCES MENTIONED IN THIS EPISODE:

Southwest Airlines Spirit Magazine Freedom Story featuring Mike

The Upcoming September 2025 Supercharge Your Sales Leadership Event

New Sales. Simplified. Chapter 14 - Planning & Executing the New Business Development Sales Attack

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