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