In this special Q&A-style episode, Mike Weinberg is joined by sales leadership coach Matt Ferguson for a practical, fast-paced conversation tackling real-world sales management challenges submitted by sales leaders and reps.

Mike and Matt dive into topics like:

• Transitioning from top rep to first-time sales manager
• Coaching underperformers back to quota
• Why most pipeline reviews fail
• Creating proactive hunters instead of reactive order-takers
• Managing large, geographically dispersed sales teams
• Helping executives understand complex enterprise sales cycles

Packed with honest insights, practical coaching advice, and a few laughs along the way, this episode is full of actionable ideas for sales leaders looking to build stronger teams, healthier pipelines, and a culture of accountability.

RESOURCES MENTIONED IN THIS EPISODE:

Matt's website: MattDFerguson.com

The October 7 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 108, Mike hosts outbound sales guru, Jason Bay, founder and leader of Outbound Squad.

Jason and Mike get in the "Way Back Machine" looking at the evolution of SDRs, what went wrong with that model, and why prospecting is so damn hard today.

If your team is struggling to book meetings and create new opportunities, this episode is for you as Jason shares strategies that are working right now and what the very best reps are doing to self-generate pipeline!

Learn how to become "too good to ignore" by focusing on the right targets, crafting compelling offers, and creating emotional connections with prospects.

Tune in and you'll immediately hear why Mike regularly points new business development sellers and sales teams to follow Jason Bay!

RESOURCES MENTIONED IN THIS EPISODE:

Jason Bay's Free Outbound Masterclass

The 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

In Episode 107 Mike shares a personal update on his social media sabbatical and one of his biggest observations after participating in so many Q1 sales team kickoff meetings.

Listen in as Mike unpacks his frustration and confusion about how few salespeople are conducting professional, consultative, value-delivering, opportunity-creating, conversational meetings with prospects and customers. He briefly reviews his common sense outline (from New Sales. Simplified. Chapter 11) for structuring winning sales calls and then dives deeper into both how to start and end the meeting well.

1. Hear a simple technique for how sellers can take control, share their plan/agenda, get buy-in and input from the prospect/customer, reduce tension, create comfort and remove that awkward, adversarial dynamic…all while making the buyer feel that the meeting is all about them!

2. Ensure that sellers define, secure, and SCHEDULE the prospect/customer's committed-to next step! Too many salespeople are concluding sales calls with assignments for themselves but not getting agreement to (and scheduling) what the prospect/customer will do next.

RESOURCES MENTIONED IN THIS EPISODE: