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Nothing But The #SalesTruth – A Book Review of #Sales Truth by Mike Weinberg

SalesTruth by Mike Weinberg

Sales Truth by Mike Weinberg

I am a huge fan of Mike Weinberg’s previous works New Sales Simplified and Sales Management Simplified, so when I learned that he had another book coming out I eagerly awaited it’s arrival.  Mike Weinberg’s new book is entitled #SalesTruth: Debunk the Myths. Apply Powerful Principles. Win More New Sales and boy does it pack a punch!  Mike Weinberg has brought clarity and distilled selling’s most critical issues and done it in the most direct an unabashed way imaginable.  #SalesTruth slaughters many myths that are all the rage right now and cuts to the quick on what actually works.  I found #SalesTruth both refreshing and full of value.

What’s Inside?

#SalesTruth is broken into two parts:
  • PART I: The Truth About the “Experts”
  • Part II: The Truth About Winning More New Sales
Part I is devoted to dispelling the many myths raging on in sales right now and squarely places the bull’s eye on reality.  Then, in part II (which is the bulk of the book) Mike sets out to show readers the truth about what actually works in selling and how to go about it.

Phony Experts & Fake Teachers

In today’s world it’s possible to prop oneself up as an expert or “thought leader” without actually having much experience.  Often times these so-called “thought leaders” have more experience leveraging social media than actual sales experience.  And that wouldn’t be so bad if it weren’t for some very bad advice being given out.  It’s been long past time to call foul on bad advice and Mike Weinberg does that unashamedly in #SalesTruth and I applaud it.  It should be shouted from the housetops.  Mike handily destroys myth after myth that have been wasting the time, energy and effectiveness of sales reps in recent years.  I guarantee you’ll be liberated by this section.

What Actually Works

With tremendous passion Mike turns his enthusiasm towards what actually works in selling – and exactly how to do it.  What follows is the best practice for all the fundamentals in selling including:
  • Where to place your focus for maximum effectiveness
  • How to create opportunities rather than chase them
  • How attitude & mindset make a massive difference in business development
  • How to manage your calendar to be selfishly productive
  • How to target strategic accounts the correct way
  • How to craft compelling messages that engage clients
  • How to prospect
  • How to proactively call prospects
  • How to use “The money line”
  • How to leverage voice mail and other prospecting channels
  • The importance of discovery and the risks of rushing to present
  • How to own your sales process and avoid the pitfalls of following the procurement path
  • How to win at higher prices despite having an older product or some other such handicap
  • The keys to success that are common knowledge but not common practice
And many more…

#SalesTruth = Sales Value

Mike Weinberg

Mike Weinberg

I usually share the key insights in each of my reviews but there are so many insights in #SalesTruth that I wouldn’t know where to start.  There is so much here.  I used up two highlighters reading this book.  The section on messaging is worth the price of the book alone.  The proactive calling script is worth the price of the book alone.  The “money line” is worth 100 times the price of the book alone.  And there is so much more.  I really could not recommend a book any higher.  What you’re getting here is straight-up wisdom from an expert seller that both lived the sales life and has witnessed all the pitfalls we typically fall into while working with his clients.  You’re straight-talk advice on the potholes to avoid and exactly what to do to execute best-practice.  This book is emotionally engaging and eminently practical.  Every sales professional should invest in this book and read it 2-3 times a year – because, if followed, it will make a massive difference on your sales success.

You can find #SalesTruth by Mike Weinberg on AMAZON.


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Until next time!


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