#246 - Why Most Sales People Fail – and How to Fix | with Mike Weinberg

If you work in software sales, IT sales, SaaS sales, or lead a sales team, this episode will hit home. Jiri Siklar sat down with Mike Weinberg to talk about what's really broken in sales today. We discussed why so many sellers are failing despite having tools, automation, and SDR support—and why the basics still matter more than ever. Ressourcen: Software Sales Formula: https://www.softwaresalesformula.com Book a call: https://2ly.link/24kPi Kickscale: Kickscale Extended Free Version: https://2ly.link/269dj  Timestamps: (02:00) – The Real Reason Sales Reps Fail (04:30) – Discovery Is Dead: Mike's Take (06:30) – Why Sellers Avoid Selling (09:00) – Fake Gurus and the Sales Echo Chamber (12:30) – How to Spot Real Sales Expertise (16:00) – The Dangerous SDR Model (18:30) – Sales Managers Waste 80% of Time (21:00) – The Top Funnel is Your Job (25:00) – Why More Volume Kills Sales (28:00) – Sales Skills That Kill Sales (30:00) – Are Salespeople Born or Made? (33:00) – How to Sell Without Being Manipulative (37:00) – Conflict Aversion Is Killing Deals (42:00) – Why "Being Liked" Doesn't Win Deals (46:00) – Sales Management's Hidden Crisis (50:00) – Sales Truth vs. Sales Simplified (54:00) – Mike's Real Mission in Sales Infos: [email protected] https://www.softwaresalesformula.com