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Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales. - Paperback | Diverse Reads

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

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Become a better salesperson by learning to debunk the sales myths and focus your strategy on a proven approach that will drive the results you want.

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 show up in your inbox? Are you having trouble believing what the new self-proclaimed "experts" post on LinkedIn and beginning to question their proclamation that everything in sales has changed?

The one constant in the world of sales is the noise from self-titled experts and thought leaders informing you of the latest tools, tricks, and strategies that you should utilize. However, ironically, the more modern solutions you adopt, the harder it is to get results.

Bestselling author and sales expert Mike Weinberg offers a wake-up call to salespeople and sales leaders on how to bypass the noise so you can start winning more, new sales.

In Sales Truth, Weinberg shares some of the truths you'll learn including:

  • Many self-proclaimed 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?a 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.

Look no further than Weinberg's powerful principles and proven strategies to help you become a professional sales master and create more new sales opportunities.

ISBN-13: 9781400216024

Media Type: Paperback

Publisher: HarperCollins Leadership

Publication Date: 09-01-2020

Pages: 240

Product Dimensions: 5.40(w) x 8.30(h) x 0.60(d)

Mike Weinberg loves sales! He is a consultant, coach, speaker, and bestselling author. His specialties are new business development and sales management, and he's on a mission to simplify sales and create high-performance salespeople and sales teams. Mike is known for his practical approach and for calling it like he sees it. He works with companies in all industries, ranging in size from a few million to many billions of dollars, and has spoken and consulted on five continents.

Table of Contents

Foreword Anthony Iannarino xi

Acknowledgments xv

Part I The #Truth About the "Experts"

Chapter 1 Truth, What Is Truth? 3

Chapter 2 Be Very Wary of the Nouveau Experts and False Teachers 9

Chapter 3 Just Because It's Published Doesn't Mean It's True 23

Chapter 4 Seven Powerful Sales Lessons from the 2016 US Presidential Election 31

Part II The #Truth About Winning More New Sales

Chapter 5 To Win More New Sales Requires Focus on Winning New Sales 57

Chapter 6 The Most Valuable Salespeople Don't Chase Opportunities, They Create Them 65

Chapter 7 The Right Attitude Toward Developing New Business Changes Everything 73

Chapter 8 Take Back Your Calendar to Become More Selfishly Productive 79

Chapter 9 Naming Strategic Target Accounts Is the First Step of a Successful Sales Attack 93

Chapter 10 A Compelling Message Increases Your Confidence and Effectiveness 109

Chapter 11 Prospecting Is Not Optional 127

Chapter 12 Stop Rushing to Present and Demo 151

Chapter 13 Own Your Sales Process to Stay Out of the Procurement Pit 159

Chapter 14 You Most Certainly Can Win with an Older Product or a Higher Price 187

Chapter 15 Two Extraordinary Sales Professionals' Not-So-Extraordinary Keys to Success 199

Chapter 16 Beyond All Else, Great Sales Leadership Is Still the Key to Winning More New Sales 213

Chapter 17 Stop Searching for the Secret Sales Sauce, Ignore the Trendy Voices, and Get to Work Mastering the Fundamentals 227

Index 233