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Publisher's Summary

A blunt wake-up call to salespeople and sales leaders that debunks the myths of the latest miracle solutions and refocuses your sales strategy on a proven approach that will drive the results you want.

Can you handle the truth? Can succeeding in sales be as simple as hooking up the latest CRM tool or perfecting your social media profiles and waiting for qualified leads to automatically show up in your inbox? Are you having trouble believing what the new self-proclaimed “experts” keep posting on LinkedIn and beginning to question their proclamation that everything in sales has changed? 

Welcome to the world of sales, where the one constant you can bank on is the noise from so-called experts and thought leaders who want to convince you everything has changed and that you need their latest tools, toys, or tricks to stay even or get ahead of the pack. Yet, ironically, it seems that the more of these new miracle solutions you adopt, the harder it is to get results. 

In Sales Truth, Mike Weinberg offers a blunt wake-up call to salespeople and sales leaders on how to get past the noise and nonsense, so you can start winning more new sales. Here’s the truth: 

  • Many of these so-called sales experts lack clients, credibility, and a track record of helping sellers achieve breakthrough results. 
  • The number of “likes” a sales improvement article receives is often inversely proportional to its accuracy or helpfulness to the typical seller or sales team. 
  • What has worked exceedingly well in sales and sales management for the past couple of decades is still the (not so) secret to sales success today, and you can discover these accessible, simple truths and best practices that will drive the results you want in this bold new book. 

Mike Weinberg, best-selling author of New Sales. Simplified. and Sales Management. Simplified., brings sanity back to the sales effectiveness table by sharing proven strategies that he sees working firsthand across sales teams in a myriad of industries around the globe. Stop looking for the shortcut or secret sales sauce and instead apply Weinberg’s proven, powerful principles to help you master the fundamentals of professional selling and create more new sales opportunities than you ever believed possible.

©2019 Mike Weinberg (P)2019 HarperCollins Leadership

Critic Reviews

"It is rare that a book speaks a truth so strongly and so clearly that it defines an era. #SalesTruth is that book. Weinberg tells the #SalesTruth in his blunt, inimitable style, delivered with a sense of humor, and heavy on the practical, tactical approach that is his trademark." (Anthony Iannarino, author of Eat Their Lunch: Winning Customers Away from Your Competition)

"The #SalesTruth is in this book, and it's on a short list of the most impactful books about professional selling I've ever read. Absolute gems include the 'Bridge Line' in chapter 10 and the 'Money Line' in chapter 11, and the 'Not-So-Extraordinary' keys to success in chapter 15 could alone double your revenue!" (Jeff Bajorek, host of The Why and the Buy podcast) 

"Bold. Blunt. Truth. Mike will disrupt your thinking and challenge you with simple sales solutions as only he can. Proceed with caution - powerful insights on every page." (Mark Hunter, author of High-Profit Prospecting

What listeners say about Sales Truth

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Nothing New

In short prospect more, work harder and don't focus on existing accounts, not really groundbreaking information. Some decent advice around how to structure your prospecting calls but other than that nothing new or really that useful in here.3 out of 5

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Truth bombs galore. incredible and awesome

loved it. one I started listening I couldnt stop. the relevance, passion and truth within this book is famtastic. recommend every sales person, new or senior to read this.

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  • Jesse
  • 17-09-2019

Not much content

It seems more about why the author disagrees with many sales trainers who push exclusively one method, i.e. social selling. There isn't much content on actual strategies or understanding customers.

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  • Pontifex_Red
  • 15-03-2020

Eh.

Wouldn't say it was eye-opening. Take it or leave it, really. Nothing exciting. I'm just writing words to hit the minimum now.

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  • The Blue Eyed Jedi
  • 13-01-2020

not really a useful sales book for me

I've read and listen to sales and marketing and personal development books for a long time now and I've never finished the book that by the end felt so useless. I can't think of anything in this book that I could really put to use in any kind of practical way. It was just generalizations and stuff about management and hiring and very little about sales skills and practical knowledge

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  • Shawn M.
  • 26-06-2019

Beauty is truth, truth beauty; that is all

What a fantastic book. Mike does it yet again. His first two books were great for anyone in the sales and sales management profession.

I think that #SalesTruth does a great job of debunking the latest “you don’t have to work hard to succeed in sales“ ridiculousness. Persistence, fearlessness, and the processes described in this book will combine to make a rainmaker in any industry.

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  • Luke
  • 25-06-2019

Mike Weinberg leads the way...again.

I really enjoy Mike Weinberg's books. They are clear, concise and direct. I either walk away from the time reading/listening excited to work harder or convicted for hearing the honest truth about what I'm neglecting. In both situations I become better for it. Take the time to start and finish this book and you'll find yourself ready to keep moving forward.

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  • Richard Kirkendall
  • 23-06-2019

Must read

This is a must read for sales professionals. Mike wineberg doesn't present anything that most sales professionals don't know. What he did that was impactfiul to me was reinforce why they are important as well as how to implement the fundamentals along with specific examples.

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  • Kurt Cushing
  • 19-06-2019

Mike does it again

I just finished Mike Weinberg’s new book Sales Truth and I must say Mike once again proved why he is one of the leading experts and authors on Sales and Sales Leadership. Every sales rep whether you are a novice or a seasoned veteran will take something away from the book.

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  • Gretchen F O’Donnell
  • 03-04-2021

The Author Ego overshadows any value

This was a waste of time, stating the obvious and spent to much time highlighting everything he writes and trips he takes.

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  • karan dewan
  • 27-01-2021

It’s a political book not a sales book

Would have preferred if the author didn’t use the medium to talk about personal political ideologies. Wish I could ask for my money/credits back.

Clearly hates Donald J trump.

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  • jared
  • 11-12-2020

“Come In Anyways”

Marine Corps Recruiter here.
First time I used it during telephone prospecting it worked and gained a commitment during the interview.

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  • Alex Flores
  • 23-03-2020

Overrated

Too many pages for explaining a few scattered ideas. I wonder how come it has that many good reviews. Not recommendable.

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  • Amazon Customer
  • 30-12-2019

The truth is basic sales principles still matter.

Quite basic and common sense. Can't be compared with Gap Selling or Joel Blunt books.

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  • Warwick Brown
  • 19-10-2019

Too Heavy on What Not to Do

I really found this very difficult to get through. It started well. I enjoyed the first section "The #Truth About 'Experts'" - because indeed, it seems everyone is an expert these days and there were plenty of home-truths delivered on why most of them have got it wrong and where some of them have got it right.

But then it all went down hill.

It was overwhelmingly negative and vitriolic. The author enjoys admonishing everyone and everything related to sales and spends an enormous amount of time dwelling on what we're all doing wrong. I get the tone of the book is supposed to be hard-hitting, confronting and challenge some sacred cows but honestly.. give it a rest.

Sales Truth mostly deals with what not do to. Very little time is spent on what to do. I guess the assumption is that by knowing what to avoid it will become clear on what to do instead?

I managed to get as far as Chapter 13 which is titled "Own Your Own Sales Process and Stay Out of the Procurement Pit" - in it Weinberg says that you don't have to follow your clients procurement process - and laments purchasing managers that have somehow convinced people to call them procurement directors and who have more power than they should. He says you need to call the shots and stick to your sales process - even if your client tells you they want to do things their way.

That's when I had to switch off.

It was an bitter swipe at procurement and while I'd love more power in my clients' buying process - Weinberg really didn't explain how to make it happen. Imagine your client releases an RFP with timelines, requirements, templates etc and you say to them, "Not so fast.. I'm not jumping through your hoops. We're going to do this my way."

It just doesn't work like that. Sure I'd love more power in my clients' buying process and I don't disagree that we can't reclaim some of the power - but Weinberg doesn't explain how in any real detail and I could see this advice completely backfiring on someone.

Most people who pick up a book on how to win more new sales are looking for help and guidance. They know something is wrong with their process. You'll finish this book feeling even worse than when you started because Weinberg will remind you over and over and over and over again, just how rotten you are at sales.

There were a few nuggets but I just didn't feel like panning for gold. Buy this only if you're a glutton for punishment.

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  • C B.
  • 15-06-2019

Another awesome read.

Even better than the last. Another great read to improve myself as a sales professional. Thanks Mike.

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