A Strong Take on Sales DNA: We Need Competitive, Conflict-Ready Sellers in New Business Roles

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. __________________________________ 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