Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales.

by Mike Weinberg (Narrator), Anthony Iannarino (Narrator)

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.

Welcome to the world of sales. From the first days to late career, the one constant you can bank on is the roaring noise from so-called experts who want to convince you that everything has changed and that you need their latest tools, toys, tricks, or complex processes to stay even or get ahead of the pack. Ironically, it seems that the more of these new miracle solutions you adopt, the more confused you become and 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 focus on getting new sales. Here’s the truth:


Most of these so-called experts have no idea whether what they’re pushing works or if it will help your situation.
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.
The good news is that proven, simple truths and simple frameworks for sales and sales management will drive the results you want, and you can learn all about them in this groundbreaking book. 
The bestselling author of New Sales. Simplified. and Sales Management. Simplified., Mike Weinberg brings sanity back to the sales effectiveness table.

Genres: Business, Audiobook, Self Help, Startup

Audible Audio

First published June 11, 2019

Reviews

[Steve Bullington · Rating 5 out of 5]

This weekend I had the opportunity to read a Mike Weinberg’s new book #SalesTruth.

If I was named CEO of my company tomorrow, I would give every Sales Professional I employed a copy of this book and the next day off to read it.

My top performers would appreciate the opportunity to sharpen the saw and would probably be reminded of something that they have gotten away from doing.

My underperformers that truly want to get out of that rut would take away actions that they can implement the next day to move back up the performance chart.

My new SDR’s and BDR’s would see what great looks like and have a proven path to follow to Professional success.

And my underperformers who want to whine about why they can’t win will probably realize that if this is the new expectation and they should find another gig.

My favorite line in the entire book is in Chapter 6:

“Warm leads and set appointments should be viewed as the icing, not the cake.”

Given that I work for the company that invented the predictable revenue model, this may sound like heresy. But I believe that a TRUE Sales Professional needs to own their results from start to finish. That means targeting their ideal prospects, building relationships, solving problems and helping their clients achieve successful outcomes. If along the way someone tosses you a valuable lead, that is icing.

I’ve spent the last 34 years in Sales, Sales Leadership and Sales Training. This book goes on a VERY short list of books every Sales Professional should own and go back to over and over again.

#SalesTruth
#salestruthbook
#HarperCollinsAmbassador

I received a copy of the book from HarperCollins Leadership

[David West · Rating 5 out of 5]

What. A. Great. Book. If you are in sales, this book is a worthy read. Weinberg challenges the dumb assumption that cold calling is dead and gives strategies to succeed in a voicemail world. There are no shortcuts; sales is hard work. But the basic fundamentals can be learned and aren't rocket science.

[Chad Pagel · Rating 5 out of 5]

Do you want to invest in your sales career? Do you want to grow your company’s sales exponentially? Are you in Purchasing and want the sales people you meet with to learn how to win your interest and provide value. Then buy this book now!!! I received an advanced copy and it will definitely be the go to book in my sales library. Mike Weinberg lays it out as only he can. We begin with a complete dissection of the variety of “successful sales methods” being promoted currently. Mike takes these head on and sorts through to get to the #SalesTruth. One of my favorite chapters in the book is Chapter 4 where Mike takes the 2016 election and, without taking a side, breaks down where things went poorly and well and how that relates to sales. If you are a salesperson or in management, even an owner of a company, this chapter along is worth the price of the book. Chapter 4 alone will cause you to do a personal inventory of yourself or your sales team.

The second half of the book is classic Mike Weinberg. Looking to create new sales??? You will find yourself overwhelmed with opportunities by practicing the great strategy Mike lays out in a very easy to understand fashion.

I can honestly say Mike Weinberg and his coaching/books have truly taken me from being a “sales guy” to a sales professional. In reading his New Sales Simplified book, I was able to significantly increase my pipeline as well as closed business. This is a fantastic update to that book and will get you focused on what matters most...bringing in money for your company and your family.

Buy this book today. Do not hesitate! You will get unbelievable value from this book whether you are new to sales or have been in sales for decades.

#SalesTruth #HarperCollinsAmbassador

[Adam R · Rating 5 out of 5]

This is a must read for anyone who sells anything. This book is for you if you're tired of the sales noise and BS that is ever so present in today's world. It's definitely for you if you agree that "your number one goal in sales is to make your customer as successful as possible. As long as your motivation is to help the customer win, you will always win in sales". If you don't agree with that statement then you absolutely NEED to read this. Mike does an amazing job of hitting you with the #SalesTruth and nothing but it. The truth is liberating and Weinberg's passion comes out on every page, making this a quick and fun read (took me total of 5hrs). Be prepared to have your sales game changed (for the better) after reading this. If you like following sales "experts" online who have lots of "followers" but are all fluff talk, you will not enjoy this book. However, if you genuinely want to be the best you can be for the sake of your family, clients and your company, you need to read #SalesTruth. Like, now. Enough said, stop reading reviews, order it now.
Mike Weinberg
I received a copy of the book from HarperCollins Leadership.

[Jorge Arenivar · Rating 5 out of 5]

I received a free copy of this book in order to provide unbiased feedback prior to launch. This is the perfect manual to take your sales team back! The role of the traditional field salesperson has been disrupted by various digital platforms and fast-changing customer expectations of the buying process. You're convinced we're living in a new age because regardless of what new age technologies you employ, sales are weak. Maybe you should master these new age technologies? Wrong! Instead, read this book. It's back to the future where sales=sales=sales. Regardless of the industry. This book applies. It's a sales GPS.

[Lorraine McCann · Rating 5 out of 5]

I received a free copy of this book in order to provide unbiased feedback prior to launch. I am not one to read or listen to the latest sales gurus that supposedly have the latest quick fix and magic answer. So I started reading and I have to say that Mike’s book tells it like it is and is blunt in his statements. This book is refreshing in it’s honesty and is exactly the truth of why many of us fail in sales! We don’t need fancy new tricks or the latest fad just to master the basic techniques. If you want an eye opener than this is the book for you!

[John Bartolovich · Rating 5 out of 5]

I received a copy of the book from HarperCollins Leadership.

I have been a fan of Mike Weinberg since I discovered his books, starting with New Sales. Simplified.

Mike's knowledge and experience in developing new business is spot on, and his knack for telling it like it is continues with SalesTruth: Debunk the Myths. Apply Powerful Principles. Win More New Sales. Mike lays it on line, with no sugar coating. You get straight forward, unadulterated tips and pointers on how to succeed in creating new business. Notice I said tips and pointers, because as you will learn in SalesTruth: Debunk the Myths. Apply Powerful Principles. Win More New Sales., there are no "tricks" , there is no " Secret Sauce". If you want to develop a healthy pipeline and have success in creating new business, this is a MUST READ.

[Louie Davis · Rating 5 out of 5]

Mike Weinberg is the Vince Lombardi of the Sales Coaching world. In Sales Truth he brings us back to the basics that are vital to win deals. Mike debunks the garbage presented as gold by so many “experts”. Read this book to win! I received a copy of the book from Harper Collins Leadership.

[Timothy A. · Rating 5 out of 5]

I am just half way finished with this book and I have received so many revelations then the entirety of books I’ve read over the last year (30+). This book is lightning and thunder and it’s jarring truths hit you like a devastating right hook, but gives you time to recover while keeping you locked into the excellent content. 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. If you are looking for a sales book to help you take action and stop relying on charlatans of social selling to try and shape your self and world view. I suggest you finish this review and order your own copy today. Yes, it’s actually that good!

I have received an advanced copy of this book in exchange for an honest review.

[Christopher Marques · Rating 5 out of 5]

***I was provided a free copy of the book to submit my unbiased review.***

This is the type of content many sales teams need across industries. It is written in a very down to earth and simple format; making for an easy read both for managers and front line salespeople. I have read both New Sales Simplified and Sales Management Simplified; and this may be the best work yet.

The earlier chapters are dedicated to "busting" some of the myths being perpetuated in the sales community. A major takeaway is that the original fundamentals of sales are still strong and just as relevant today.

Many of the middle section revolves around how a proper sales process works today. There are many useful insights; some of which I brought up during my own sales team's best practices session this morning!

I would recommend this to anyone interested in sharpening their sales fundamentals, or aspiring managers that want a no-nonsense look at the current state of selling.

[Karen H · Rating 5 out of 5]

I received a free copy of #SalesTruth from HarperCollins Publishing in order to provide unbiased feedback prior to it’s launch. I have read many books on sales during my almost 40 years in sales and there are few that are as direct and dead on as Mike Weinberg’s #SalesTruth. My biggest take away is simply this…. You have to get rid of the distractions (non-sales activities) and do the work (discovery, build relationships with all of the key stakeholders, understand buying culture and the landscape of the competitors you are up against) if you want to get the sale. I highly recommend this book to anyone in sales or considering sales as a career. You will definitely have an advantage over your competitors if you follow Mike’s advice!

[Susan · Rating 5 out of 5]

I haven't finished this entertaining and immensely helpful book yet, (which I received from HarperCollins Leadership) but having just read chapter 13 about staying out of the "procurement pit," what really hit me is that one of the main reasons Mike Weinberg is both a great author and a great salesman is that he's a great storyteller. So many sales/business books I've read have tried to tell stories to make a point and I find myself skimming over them to get to the actual point because they're BORING. But not this book! The stories are engaging and Mike's conversational style in telling them is charming and relatable.

[Daniel Kelih · Rating 5 out of 5]

I've not only read Mike's books, but I read his blog and have personally met Mike at the outbound events, enjoying his workshops directly - but reading #SalesTruth for me, is like being at one of his direct workshops. Or as if my company paid him to come and train me personally. That's how good, practical and a must read training material this is. This should be a prerequisite read, for every new hire in any sales organization, and complete reading before actually starting any new position !! Period !!

[Alex Horton · Rating 4 out of 5]

There are thousands of sales books out there. It’s often hard to find one that stands out. What makes “#SalesTruth” unique is that it feels written for right now and for what is soon to come. There’s no translating principles from 30 years ago to how they might make sense today - the answers are right in the book for what you can do today. I’m really interested to see how the application of the ideas of this book affect my business.

[Lisa Orr · Rating 5 out of 5]

I can’t say enough good things about Mike’s third book, SalesTruth. This is a must read for all salespeople who have heard prospecting is dead and cold calling doesn’t work, and “all you need is a lot of likes on social media.” Forget all that and open this book. Mike hits the truth right away. There is no new shiny bright tool, idea or scheme that will generate opportunities for you. Mike proves why the fundamentals of strategic selling still work and will always work. Create, Advance and Close to win new business. There are no shortcuts to success. Buyers still want to hear from you…early in their process. You can’t buy solutions that solve complex business problems, online. Strategic salespeople won’t be eliminated with kiosks or AI. If you consider yourself a professional salesperson, learn why you must be proactive. You must define your strategic targets and stay the course with those strategic targets to cultivate your sale. Opportunities aren’t closed overnight, and sales success is not realized behind a keyboard.
Pay attention to chapter 4. Mike shares how the 2016 presidential election was won with the same steps applied to any great sales win. Don’t worry, it’s not a political message, it is an analysis of the process and proves that despite the outcome, the process steps in any successful sale are still the same. Whatever you’re selling, the fundamentals of the strategic sales process still apply.
If you’ve read New Sales Simplified, you’ll be happy to know Mike goes deeper into the need to define your targets, sharpen your sales story, develop the right mindset, and control your calendar. Professional salespeople should continually find ways to develop themselves. If you’re looking to improve how you sell and how much you win, dive in now and learn the SalesTruth. #salestruth, #harpercollinsambassador
I received a copy of the book from HarperCollins Leadership.

[Jonathan Gennick · Rating 5 out of 5]

I pre-ordered my copy of #SalesTruth on February 18 -- the day I first heard about it. Since then I've been privileged to receive an advance copy from Harper Collins Leadership. My pre-order stands though, so my money with this book is where my mouth is. My paid-for copy arrives in two days.

My favorite chapter in this book is Chapter 5 on how winning new sales requires _focus_ on winning new sales. That may seem a trite statement, but just think for a minute on how many non-sales tasks land on your plate! Focus requires time and intent, leading directly into the practice of blocking out prime time on your calendar for your most important selling activities -- a practice Mike refers to as being "selfishly productive" in Chapter 8.

And what should you do w/that time? Prospecting is a good a beginning. Work on your messaging (Chapter 10), and block time each day to intentionally prospect (Chapter 11) and look for _new_ business. Get yourself in front of brand _new_ people each day. Fill the beginning of your pipeline, and the rest almost takes care of itself. Almost.

Speaking personally, just the practice of blocking time and daily prospecting has been transformational for me. I've barely scratched the surface of Mike's advice There's so much more for me to learn. Mike's books are a goldmine of practices and mentoring advice that are paying off by making me more productive and my job more fun and satisfying.

#SalesTruth paints the picture of where I want to be as a sales person. Mike's book #SalesTruth is the mirror I plan to keep handy at my desk. It's the mirror I'll look into from time to time to see whether I'm measuring up. It's the mirror that'll help me know where to focus my improvement efforts. Mike is the real deal, and it's obvious from his writing that he's strongly and personally motivated to share all that he's found to be successful. His book is a gem of mentoring wisdom that shouldn't be left unread.

[Kevin Mortensen · Rating 5 out of 5]

I received a copy of #SalesTruth from HarperCollins Leadership to provide an unbiased review. I read @Mike Weinberg's first book, New.Sales.Simplied., and did his accompanying video series and in-person workshop. That first foray into Mike’s sales insight was both educational, enlightening and professionally beneficial. In fact, after reading #NewSales, I had my best year ever in terms of qualified pipeline. In this book, #SalesTruth, Mike passionately and directly speaks to sales professionals regarding the proven techniques and concepts to ensure prolonged and lasting sales success. Following my very productive year, my qualified pipelined decreased because I focused almost exclusively on closing the opportunities I previously qualified. In #SalesTruth, Mike speaks to several techniques and concepts that ensure sales professionals are successful year in and year out… not just one. The three chapters in #SalesTruth that really spoke to me were chapters 8, 10, and 15. In chapter 8, Mike speaks to the counterintuitive approach to create more new opportunities and maintain a healthy pipeline. This is EXACTLY the guidance and insight I needed… Now! The clarity of Mike’s words completely resonated with me and, I know, put me back on a winning glideslope. In chapter 10, I was reminded I still had serious work to do to improve on my compelling message… especially on outcome-focused messaging. Finally, in chapter 15, Mike wrote about two extraordinary sales professionals and their not-so-extraordinary keys to success. This chapter emboldened me to continue to focus on guarding my time for critical high-value sales activities and refine my sales processes to ensure I’m properly focused and doing the basics, over and over again. @Mike Weinberg has the gift in making people and companies successful. I feel #SalesTruth is an extraordinary book and I highly recommend it to sales professionals, corporate executives, and others to want to avoid the current day fads and quickly read about what works in earning new business.

[Mario · Rating 5 out of 5]

With so much nonsense being published today by so many so called “experts “ in sales, it’s refreshing to read and follow someone who has the gumption to strip away all the nonsense being written about the “latest and greatest methods” to prospect for new business without having to work hard at it. I’ve been selling for almost 35 years now and the #salestruth is that it’s not easy; it’s hard work and can be downright depressing at times with the amount of rejection involved. Then about 10 years ago I discovered New Sales Simplified by Mike Weinberg and experienced that A-ha moment that was truly transformative. While it’s not an easy profession, it is a simple one if you follow 3 basic steps to develop new business. Now, after doing the same for sales Mgr’s, Mike is back to dispel all the untruths with Sales Truth. Selling is about nothing more than making your customers successful. There are no magic potions or ways around the work you must put in to earn the rewards it offers. From an almost amusing analogy to the 2016 Presidential Election, the Sales Truth gives you the truthful roadmap to successful selling and lays bare all the jackasses who try and tell you otherwise. I read a small handful of authors in the sales arena (no pun AI), and I have bet my success on Mike because he’s done the same for me. Run to the bookstore Tuesday or preorder it today.

[Jerry Brown · Rating 5 out of 5]

I retired as COO of my company 5 years ago. I was invited back to head up the Sales Group in February of this year. I spent 20 years of my long career in sales and very successfully I might add. It occurred to me I had not "cracked" a book on sales theory in the last few years, so I needed to catch up! Through the grace of God I discovered Mike Weinberg's body of work, after devouring "New Sales: Simplified" and "Sales Management: Simplified" I realized there was a new sheriff in town! In my final years in the "C" suite and being preoccupied with all the duties and responsibilities of my position, I had bought into the new Sales 2.0. Mike's excellent work made me realize my sales in sales was a result of what he is prophesizing.

Don't read this book if "you can't handle the TRUTH!" Just say thank you and move along! As with his previous books reference above, Mike delivers THE TRUTH, hard hitting, and a necessary message!

Thank you Mike!

Jerry Brown
Director, Sales
LBA Group, Inc

I received a copy of the book from HaperCollins Leadership.

[Doug Ennis · Rating 5 out of 5]

Mike has a unique way of getting to the point and exposing the truth. #SalesTruth is not just a title but an expectation of what you are about to read and learn. Whether you are a sales rep or manager, this book will get you to analyze and challenge your mindset and sales motions. SalesTruth brings back the basics (they really never left but Sales 101 is sometimes forgotten) but with an edge. That edge is how you actually utilize the skills to change your or teams mindset to Close, Advance, Create! To assist, Mike does a great job of providing actionable exercises to achieve change and accelerate your sales. I recommend adding #SalesTruth to your list.

Acknowledgment: I received a copy of the book from HarperCollins Leadership

[Jack Yurich · Rating 5 out of 5]

One of my mentors used to say "life is made up of two things, good decisions, and bad decision. If you can finish in the 51% good decision column, you'll get rich." With all the noise going on these days about what works in sales, it's easy to make a lot of bad decisions. #SalesTruth will set you free from making all those bad decisions. I wish I had had this book and was discerning enough back, in the beginning, to act on what Mike Weinberg is teaching. My team and I have been practicing Mike's lessons from his previous Best Selling books, New Sales Simplified, and Sales Management Simplified over the last 6-months. I can brag today and say that last month we delivered the highest sales volume in the company's 30-year history. The pages of #SalesTruth has taken those lessons from NSS, SMS, to the next level and then some. If you're serious about your sales career, this book is a must-read.

[ROBERT · Rating 5 out of 5]

There are literally hundreds of Sales and Sales Leadership books published every year. Choosing which ones to invest your time, energy, and money on isn't easy. If you were to purchase just one sales book in 2019 I recommend #SalesTruth. Why, you might ask? Because your future success just might depend on it. Mike doesn't present a shiny new object that will fast track you to success. What Mike shares are simple and powerful concepts and frameworks that will help you get the results you are looking for. Mike will identify and expand on 5 keys that are essential to being a top-producer. He'll ask you 11 thought-provoking questions around those 5 keys. You might feel a little uncomfortable. I certainly did. Then Mike coaches you the rest of the way bringing it all together. I would love to hear what your best takeaway was from #SalesTruth.

[Rick Wilson · Rating 5 out of 5]

I received a copy of the book from HarpersCollins Leadership. After reading his first two I did not believe it could get better. My how I was wrong. Mike Weinberg does it again. A game changer!!! My team and I have gotten better with each book and this one will be no different. Looking forward to the results the key takeaways from this book will generate moving forward.

[Shawn Summey · Rating 5 out of 5]

After 20 years in a professional sales career one thing that I know is that I forget. I am Definitely a leaky bucket. Mike’s book #SalesTruth is A return to the simple blocking and tackling of being a sales person. This book is all about the basics and finding the joy in professional sales again. What are your new sales or have been in sales forever there’s something for you in this book.

[Rodney Nottingham · Rating 5 out of 5]

SALES RED MEAT. NO EXCUSES.
I received a free copy of Mike Weinberg’s to review prior to it’s release. I know many salespeople that just aren’t achieving all they hoped for in their sales career. Hoping for a guide through a wilderness of nonsense...enter Mike Weinberg. This book is for you. Need a plan. #SalesTruth. Need targets. #SalesTruth. Need prospects. #SalesTruth. Need messaging. #SalesTruth. This is the field guide for the professional salesperson. The only problem with this book is once you read it all excuses are gone.

[Chad · Rating 5 out of 5]

I received a copy of this book from HarperCollins Leadership.

If you want a swift wake up call on your sales practices, this is the book. There a shelves of sales books at the bookstore, but this one alone tops all of them!

Mike teaches how to focus on the activities that drive sales, and to ignore the activities that suck the life out of those activities.

It is a must read for anyone in sales!

[Ewa Kaczmarczyk · Rating 5 out of 5]

I received a free copy of this book in order to provide unbiased feedback prior to launch.
This is a must-read for any sales representative and sales leader, no matter the industry.
Mike writes about real life situations and gives simple and actionable answers to most challenges all sales professionals face today.
He talks specifics, which I love. There is no fluff here, only pointed and blunt truth.
One has to be able to “look in the mirror” to handle this book. Some things Mike talks about are not easy to face or admit to, but if we are to succeed, there is no other way.
Easy to follow, easy to understand. You will not be able to put this book down. Also have a highlighter handy.

[Adam Simmons · Rating 5 out of 5]

#SalesTruth is an absolute must read for any sales professional. Mike Weinberg reminds all of us the truth behind what it takes to build a successful pipeline, create value for your prospects, and perhaps, most importantly, how to reframe your thinking when it comes to prospecting. I was provided this book prior to release to give an unbiased opinion and couldn't have been more impressed with it. I've provided snip-its to my team and we're planning on working through the book as a unit once it is officially released. HIGHLY RECOMMEND!

[Mike Wise · Rating 5 out of 5]

Mike Weinberg continues to tell it like it is. He's not afraid to lay it out there for you. There are many distractions in today's world of professional selling and this book does a great job of making sure you understand them and serves as a reminder that becoming a master at the basics still trumps all shiny objects! I received a copy of the book from HarperCollins Leadership.

[B Claggett · Rating 5 out of 5]

I really enjoyed the book. Normally I am a slow reader but I managed to finish this book within a week. I was provided a copy to give an unbiased review. If you are looking for a sales book that talks about sales truths this is a book for you. Many times I caught myself saying “exactly” to majority of the points made. I was a bit nervous when I reached the chapter about selling and using the recent presidential election as an example, but the examples were great and very well written on such a touchy subject.