No sales leader has pushed and challenged Mike as hard his guest for this powerful episode. Take a listen as Mike leans in with Dennis Sorenson – one of the strongest and most strategic senior executives with whom he’s worked.
You’ll be stretched as Dennis and Mike tackle…
- The true role of a sales leader
- The importance of dreaming big and asking, “what’s possible?”
- Why sales leaders should invest more time with their best people
- How deep preparation is key for critical customer meetings and penetrating key accounts
- How sales process and sales culture intersect
- Sweating the details, leaning in, and getting your hands dirty
- Strong advice for newly promoted sales leaders
- Salespeople needing to focus on their primary job – selling
- Why too many senior leaders and executives are distant and clueless
Mike also shares his excitement about resuming in-person Supercharge Your Sales Leadership Elite Events in the second half of 2021. Sign-up for more info at mikeweinberg.com/events.
A few highlights
- 1:57 – no client has pushed or challenged Mike to raise his game more than Dennis
- 4:47 – Dennis’ passion to be prepared
- 5:06 – the power of your subconscious mind
- 5:44 – family mentors and role models’ influence
- 9:17 – Dennis: “show me what good looks like”
- 9:50 – hear how a strong leader asks questions and stretches salespeople to think bigger and maximize revenue within an account
- 11:28– “plan for ambition and let quota happen” – start by exploring “total possibility”
- 12:46 – mindset: think differently and develop new muscle memory
- 13:57 – great sales managers stick their hands-in and help shape a seller’s vision, plan, preparation, and practice
- 14:38 – it’s more fun working with big numbers!
- 15:08 – increasing your sales team’s business acumen
- 18:43 – pushing average performers to take it to a new level
- 21:01 – Dennis’ use of Mike’s three favorite sales verbs (create, advance, close) and the need to ensure our sellers are proficient at all three
- 24:03 – one of the greatest stories ever demonstrating how strategic preparation for customer meetings pays off (and why we should often NOT follow our customer’s lead)
- 28:58 – a huge career and geographical move (from the Western US to London)
- 32:20 – where leaders are supposed to be and why so many senior leaders and executives are clueless
- 34:27 – strong advice for newly promoted leaders: spend time with your people and listen to them
- 37:41 – salespeople need to sell (not chasing invoices and customer success tickets)
- 39:49 – exciting news from Mike
- 41:44 – Mike’s takeaways from the conversation with Dennis and four challenge questions for listeners
Links
- Dennis Sorenson: https://www.linkedin.com/in/dennisdealsorenson
- Get Info for Upcoming Supercharge Your Sales Leadership Elite Events: https://mikeweinberg.com/events/
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