In Episode 110, Mike shares a sad personal update and tackles one of the most important and most misunderstood sales leadership issues: Sales DNA.

Prompted by client work, fresh research, and a painfully honest post-race interview from the Indy 500, Mike challenges sales leaders to stop pretending that your "nice," relational salespeople are going to be successful hunters!

Mike also breaks down several aspects of selling (the sales process/cycle) that demonstrate why top new-business salespeople must be highly resilient in the face of rejection, and comfortable with conflict. From prospecting and handling objections to negotiating, displacing incumbents, and closing, he makes the case that sales hunters face risk, rejection, and conflict every single day—and if your people aren't wired for that, no amount of coaching, compensation, or accountability will magically turn zookeepers into new business development killers.

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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 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