Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales. Hardcover – June 11, 2019

As someone who is on the frontline of sales, with the role of HUNTER, I have been relentlessly fighting upper management to radical transform the current landscape, and the undeniable SALES TRUTHS laid out by Mike in the book are exactly what every single person in my large organization needs to read.A breath of fresh air, and finally someone with the credibility and required expertise and knowledge calls out the bullshit put out every single day by those who speak out of their asses and have zero validity, making false claims that cold calling is dead or to promote yet another automation trick or tool to prey on the weak to make a short term profit by promising a non-existent shortcut.I do not read sales books authored by those who have not WALKED THE TALK. Mike has been in our shoes, doing exactly what sales people do, and now works with companies across all industries, markets and sizes and has seen it all. Due to this, nothing he states can be rationally disputed.I read this in ONE SITTING. I could not put it down. He calls it exactly as it is. He is hilarious and audacious.His fearlessness is especially evident in his extremely insightful observations of the 2016 presidential race, and what we, as sales people, can learn and apply to generate New Sales based on these brilliant observations he gleaned. He took a huge risk in even mentioning such a sensitive and controversial topic, but anyone with a brain would be well aware that no where was even a hint of a political agenda. And those lessons he spelled out were eye-opening and incredibly valuable.Way too many quotes highlighted, so to pick a favorite is a tall order. But one that particularly resonated with me that I have been pressing management to understand:“There are lots of people in sales who can fulfill demand but far fewer who can create it.”And this quote is related to his powerful chapter on needing the right attitude toward developing new business:“Instead of dreading the fact that you are pursuing conversations with people who might avoid or resist you, you actually look forward to it, because deep inside, you know they need you and that you can help them.”It’s that passion and that true love for what I do and how I help people that Mike so powerfully articulated in #SalesTruth. Thank you, Mike.

I have been a student and practitioner of professional selling for 16 years and this book is hands down the most effective and practical read on the sales game I’ve ever read. It’s often been said that some of the greatest lessons come in easy to understand nuggets of information that move you to taking action.Here are a few of my favorite examples of this I found in reading this book:Ch 4 - People (buyers) act in their own self interest, and you’re messaging matters. I’ve come to understand in my own studies over the last few years the vital importance of having a true sale story. If we cannot compel action from a client to move forward by converting their mindset to then close a sale, all other efforts are what turns sales into drudgery for most (myself included). Until this book, I can honestly say in every company I have worked for they were all missing a true sales story. How many more companies like them exist like that still today?Prospects and customers do not always tell the truth. This concept alone I have spent nearly $10,000 over the past year to figure out how much I was not telling the truth in my own life. If I was not telling the truth inside my life, how many more prospects and clients are not telling the truth? Or worse afraid to tell the truth? To have a mutually beneficial relationship you must have truth involved.Ch 5 - To win more new sales requires focus on winning new sales. Mike highlights the reason most sales people (or sales teams) are not bringing in new business at the desired rate is because they spend very little time focused on bringing in new business.Ch 6 - The right attitude. Intentional calendar management. Strategic targeting. Compelling messaging. Commitment to prospecting. Mike says that the top producing sales people in every industry have mastered these five aspects of opportunity creation. I 100% believe him.Ch 8 - Selfishly productive people outperform others for one simple reason: They maximize their time on high value, high pay off activities.Ch 9 - Sales people should intentionally target perspective accounts that look, smell, and feel like their company’s best existing customers.Ch 13 - it is absolutely possible to own your sales process and push back against procurement when the prospects process is not in your best interest. Having the guts to take a stand against the RFP world that doesn’t understand what they really need and they’ve never truly had sales people calling on them in sales truth who do.If you are looking for a sales book to help you take action on this and stop relying on fly by night charlatans of social selling or others writing things that haven’t even been field tested, to try and shape your self and world view around selling. Then I suggest you finish this review and order your own copy today. Yes, it’s actually that great!I received a copy of the book from Harper Collins Leadership.

I've been a big fan of Mikes since our very first meeting. Mike's unapologetic enthusiasm for salespeople and the sales profession is contagious. At a time when there are so many out there pushing the latest selling fad, Sales Truth is right on time and reminds us that sales are about hard work, turning over rocks and the tenacity to keep after it.I received an advance copy from the Harper Collins Leadership team and dug right in. There is so much great content in the book, that I now travel with my dog-eared, much marked-up copy on every trip. (Maybe I'll run into Mike at a Southwest gate someday for a signature.) Its great encouragement and provides the strength necessary to fight off the spreadsheet studiers and those who confuse sales with other roles.Two of the significant impacts were in chapter 7, when Mike's father gave him some simple and straight forward advice. "Your number one goal in sales is to make your customer as successful as possible." Also, in chapter 5, with the comments that Everyone, including your family, are counting on you. All of your coworkers depend on you doing your job. I work for a smaller company in a rural setting, these words ring especially true.Sales Truths strips away the nonsense and kills the fads. I've recently ordered another book to giveaway to my son. Please keep them coming mike, and thank you?

De rápida lectura, las cosas tal cual, considero que es una copia que debe estar en el Librero de un Vendedor o de un Gerente de Ventas.

Honestly I wouldn't know where I would be without Mike Weinberg's coaching through New Sales Simplified, Sales Management Simplified and #SalesTruth. This is a long time coming but I have listened to the audiobook twice, and am reading the book again. I have since gifted two copies to two members of my sales team. Mike breaks down what is real in the sales world and also helps "filter the noise" to remind us that the old tried and true methods of prospecting, cold calling and picking up the phone actually work when you can articulate a solid sales story. I am a huge fan of this and is a must have.

Wow! what a cracking book. No bullsh*t just the truth about sales. I absolutely love this book. From debunking some of the myths around fads in sales e.g. Social Selling, to just common sense approaches that have somehow been forgotten and yet still work and are as fresh and useful today as they were when they first appeared.The tone of the book is conversational, it is like Mike is in your ear, passing on golden nuggets of value and help that can really help any sales person regardless of experience or sector.I have been selling for over 30years and training people to sell in my business SerialTrainer7com for the last five and this book is now recommended reading for all delegates of my training. Hi cannot recommend this book enough. Exceptional.

Bought at prime discount day, super worth it.

Excelente libro, fácil y práctico. Me ayudó a poner orden a unas ideas