Podcasts about salestruth

If you work in software sales, IT sales, SaaS sales, or lead a sales team, this episode will hit home. I sat down with Mike Weinberg to talk about what's really broken in sales today. We discussed why so many sellers are failing despite having tools, automation, and SDR support—and why the basics still matter more than ever. Ressourcen: Software Sales Formula: https://www.softwaresalesformula.com Book a call: https://2ly.link/24kPi Kickscale: Kickscale Extended Free Version: https://2ly.link/269dj  Timestamps: (02:00) – The Real Reason Sales Reps Fail (04:30) – Discovery Is Dead: Mike's Take (06:30) – Why Sellers Avoid Selling (09:00) – Fake Gurus and the Sales Echo Chamber (12:30) – How to Spot Real Sales Expertise (16:00) – The Dangerous SDR Model (18:30) – Sales Managers Waste 80% of Time (21:00) – The Top Funnel is Your Job (25:00) – Why More Volume Kills Sales (28:00) – Sales Skills That Kill Sales (30:00) – Are Salespeople Born or Made? (33:00) – How to Sell Without Being Manipulative (37:00) – Conflict Aversion Is Killing Deals (42:00) – Why “Being Liked” Doesn't Win Deals (46:00) – Sales Management's Hidden Crisis (50:00) – Sales Truth vs. Sales Simplified (54:00) – Mike's Real Mission in Sales Infos: jiri@softwaresalesformula.com https://www.softwaresalesformula.com 

Mike Weinberg is a coach, speaker, trainer, consultant and a multiple best-selling author. His specialities are new business development and sales management, and he's on a mission to simplify sales and create high-performance salespeople and sales teams. Known as a #SalesTruth-teller, salespeople and sales leaders appreciate his blunt, funny, tell-it-like-it-is style, and his ability to share simple, practical, powerful, and easy-to-implement concepts. He's spoken on five continents and has become one of the most trusted and sought after sales improvement experts in the world. Mike works with companies in all industries ranging in size from a few million to many billions of dollars."SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy are joined by renowned sales coach, speaker, and author Mike Weinberg. Together, they delve into the crucial role of authentic leadership in sales management. They emphasize the importance of connecting with sales teams on both a professional and personal level, highlighting the impact of emotional and mental support on performance and culture. Through personal anecdotes and expert insights, they provide actionable strategies for sales leaders to effectively lead with heart while driving results.KEY TAKEAWAYSSales leadership involves balancing accountability with empathy, fostering a culture of high performance while prioritizing the well-being of team members.Authenticity in leadership builds trust and loyalty among sales teams, leading to increased engagement and productivity.Effective sales management requires recognizing and respecting the emotional and mental bandwidth occupied by salespeople, using it wisely to inspire and motivate.Healthy, assertive conversations rooted in genuine care and concern strengthen relationships between sales managers and their teams, driving long-term success.The integration of head and heart in sales leadership leads to a harmonious blend of results-driven focus and compassionate leadership, creating an unstoppable force in sales culture.QUOTES"Sales is about results, but it's equally about connecting with the hearts of your team members.""Balancing accountability with empathy is the hallmark of effective sales leadership.""Authenticity breeds trust, and trust is the foundation of strong sales teams."Learn more about Mike Weinberg: LinkedIn: https://www.linkedin.com/in/mikeweinberg2013/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

In this episode, Pete brings on guest Mike Weinberg, a renowned expert in sales management and new business development. With a passion for helping sellers and sales teams succeed in winning new sales, Mike has established himself as one of the most trusted and sought-after sales experts in the field.   Known for his candid, humorous, and tell-it-like-it-is approach, Mike is often referred to as a #SalesTruth-teller. Sales leaders and salespeople alike appreciate his ability to communicate simple, practical, powerful, and easy-to-implement concepts. Mike's expertise extends across industries of all sizes, ranging from companies with a few million dollars in revenue to those with billions in turnover.   Tune in to this episode to gain valuable insights and strategies from Mike on sales management, new business development, and the secrets to achieving success in the world of sales.    Whether you're a seasoned professional or just starting out, Mike's wealth of knowledge is sure to leave you inspired and empowered to achieve your sales goals.

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

Prospecting means getting to the party early. That means creating opportunities with people that may not have even been shopping yet. This episode's guest, Mike Weinberg, encourages slowing down the beginning stages, emphasizing discovery, and seeking to understand the customer's world in order to truly speed up the selling process. Mark and Mike also discuss the superfluousness of sales pitching and presentations of the past, and how to focus on a conversation.  Do you default to pitching when you're uncomfortable? Or do you dare to dialogue?  Comment from the audience: “Presenting is not selling.” -Rich Filar Books: New Sales Simplified  Sales Management Simplified  Sales Truth   Learn more about Mark Hunter , The Sales Hunter at https://www.thesaleshunter.com .  In addition to this podcast, Mark offers in-depth masterclasses on a variety of sales topics. Choose from an amazing online course list at https://learn.thesaleshunter.com 

Dyson brand ambassador Bart is a 22yo Uni kid simply doing his job on the weekend at Harvey Norman. I gave him a little surprise when I came back made a purchase on the next day. One side bonus - he had pretty good influence on soft skills from family members who working in the real estate industry. I'm not been political here, simply from my personal shopping experience, I can really see why Harvey Norman delivered superior shoppers experience over competitors. I don't think the real reason was lazy for no engagement from others. Other retail sales may possibly can't be bothered knowing no margin for this particular product, so no point to make effort to close a sale.

If you or your team are charged with initiating sales conversations, creating new sales opportunities, and bringing in new business, then this cross-continent conversation is for you. This episode is like no other! Mike was actually the guest on the Deal Podcast hosted by Jiri Siklar, a top-producing senior account executive for AWS based in Europe. Mike was so blown away with his Jiri's sales brilliance and his philosophy on prospecting that he turned the interview around, started asking questions of Jiri, and received his permission to use excerpts of this powerful conversation in this episode.   Enjoy this power-packed dialogue as Jiri and Mike… Discuss the #SalesTruth that everyone is sick of the LinkedIn “connect and pitch” approach and the constant cold outreach and spammy messages Confront the nonsense from the #SocialSelling charlatans that everything in sales has changed, nothing that used to work is still effective, and the lie that the phone is dead or only deployed by dinosaurs  Reveal the reality that the telephone is sexier (and in many cases, more effective) than ever, and offers an amazing opportunity for sales hunters to stand out simply because so few sellers use it Make the case that the most successful  salespeople use ALL effective, ethical, and appropriate methods to prospect for new opportunities, and that newer tools and approaches are wonderful supplements to, not replacements for, traditional methods like the phone Provide practical tips for picking up the phone and using voicemail effectively   More About Mike's new friend: Jiri Siklar was born in the Czech Republic, and currently lives near Vienna, Austria. He's made quota 52 consecutive months and was the #1 salesperson is his region of Europe four straight years. His Deal Podcast (most episodes in German) has 10,000 listeners. Jiri will be joining Mike as a guest on The Sales Management. Simplified. Podcast in the near future. Mike referred listeners to Episode 25: A Foolproof Framework to Guarantee Consistent Deal Flow and a Full, Healthy Pipeline Dates and Details are now available for the May and October Supercharge Your Sales Leadership Events! If you're ready to radically increase sales management effectiveness, these elite experience events are for you.

For this episode, I had the pleasure of speaking with one of the most prominent sales experts in the world. He is the author of three amazon best sellers and was the #1 salesperson in three organizations. He's been called the #1 Sales Expert to follow on twitter. His books include New Sales Simplified, Sales Management Simplified, and Sales Truth. My guest's name is Mike Weinberg.I wanted to have Mike on because beyond having tremendous success as a sales trainer and author, his style is far more blunt and direct than any other sales trainer we've had on the podcast. He's spoken on five continents and has worked directly with companies and individuals in the insurance industry. Mike and I discussed: · What differentiates him from other sales experts· Why do most sales people fail?· Prospecting: Go after Dream Targets· The Most Important Sales Weapon· Sales 101: The Universal Objection Buster

Mike Weinberg is a #1 bestelling author of books like "New Sales. Simplified." and was named by Forbes a Top Influencer in sales. In this episode, Mike shares his simple #SalesTruth to help you win more new business. Mikes Website: www.mikeweinberg.com  DEAL Alerts: http://eepurl.com/g0DUUH Jiris Website: https://www.jirisiklar.com Contact: dealpodcast@jirisiklar.com 

Mike Weinberg is a consultant, sales coach, speaker and author on a mission to simplify sales. His specialties are New Business Development and Sales Management, and his passion is helping companies and salespeople WIN MORE NEW SALES. Before launching his own firm, Mike was the top-producing salesperson in three companies. Forbes named Mike a Top Sales Influencer and other publications list him as the #1 Sales Expert to follow on Twitter. Mike has spoken and consulted on five continents and is the author of three Amazon #1 Bestsellers. New Sales. Simplified. is a 7-year bestseller and has been named the #3 most highly-rated sales book of all time. Mike's second book, Sales Management.Simplified. has been called “arguably the best book ever written on sales management,” and named by Inc. Magazine and HubSpot as the #1 book every sales leader should read. And, his latest book, Sales Truth, became a #1 Sales Bestseller its first week on the market. Sales Truth Book:  https://amzn.to/2YZw7Zc  Sales Management Simplified Podcast: https://mikeweinberg.com/podcast/  

Mike pulls no punches wrapping up this mini-series covering the Ugly 8 Common Reasons Sellers Get Relegated to Vendor Status and Commoditized. Buckle up as Mike takes on salespeople who are either insecure about price or too quick to make it about price (Reason #7).  The blunt #SalesTruth is that THE JOB of a professional salesperson is to justify the difference between our premium pricing and the lower price of a competitor. That. Is. Our. Job.  Mike confronts sellers who whine that if their price was lower they would sell more with the reality that if they had the best price then we probably wouldn't need them! Companies who are the low-price leader don't deploy highly compensated salespeople, do they? Mike also reminds sellers that the SALES STORY is your most critical weapon and when your story (messaging) is boring, confusing, or self/company/product-focused (Reason #8) and doesn't articulate the issues you/your solution address and the outcomes you achieve for customers, it is almost impossible to be perceived as a value-creator, advisor, or consultant. But when your sales story is great, everything changes and everything about sales becomes easier.  Due to the overwhelming response to this series, Mike is hosting a free Q&A session to take your toughest questions around these common Ugly 8 Reasons sellers get downgraded in the customer's eyes and treated like just a vendor or commodity seller. Register for that Q&A session at mikeweinberg.com/QandA This episode was brought to you by the New Sales. Simplified. Video Coaching Series. If you're looking to achieve breakout success in 2022 and create more opportunities and close more sales than ever before, check out the year-end special on Mike's best work to help salespeople Win More New Sales.

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On today's podcast Matt and Phil get into the details of business culture and successful management. Matt takes a tiny step back from discussing new technology to get into the foundation of any company, the people that work there. Around the world we are seeing a staffing shortage and Phil gives us some good information about retaining his team and keeping people happy. Have a listen and feel free to give us ideas for new topics in our email podcast@promessinc.com. Phil Sponsler - Orbitform President psponsler@orbitform.com LinkedIn: https://www.linkedin.com/company/orbitform/ Website: http://www.orbitform.com/ Phil Sponsler's Booklist: Leadership: 1. Leading Jesus' Way by Mark Deterding 2. Extreme Ownership by Jocko Willink and Leif Babin 3. Grit by Angela Duckworth 4. The Servant by James Hunter 5. Unlocking Greatness by Charlie Harary 6. Atomic Habits by James Clear Culture: 1. The Culture Code by Daniel Coyle 2. The Five Dysfunctions of a Team by Patrick Lencioni 3. The Ideal Team Player by Patrick Lencioni Organizational Health: 1. The Advantage by Patrick Lencioni 2. Traction by Gino Wickman 3. Rocket Fuel by Wickman and Winters Sales and Marketing: 1. Building a StoryBrand by Donald Miller 2. The Machine by Justin Roth Marsh 3. Fanatical Prospecting by Jeb Blount 4. Nonstop Sales Boom by Colleen Francis 5. Sales Management Simplified by Mike Weinberg 6. New Sales Simplified by Mike Weinberg 7. #SalesTruth by Mike Weinberg 8. The Lost Art of Closing by Anthony Iannarino

“Sales Enablement” has become one of most popular (overused and misunderstood) terms in the sales world today. Mike jokes in Chapter 2 of Sales Truth that as trendy as it is to wax eloquently about enabling sales teams, it is hard to find three people who can agree exactly what that even means.  In this revealing episode Mike hosts Mike Kunkle, a respected sales transformation architect and an internationally-recognized expert on sales training, sales effectiveness, and sales enablement, and author of the helpful new book, The Building Blocks of Sales Enablement. Mike and Mike tackle topics ranging from the sales leader's critical responsibilities of “pointing” and “arming” the team to the reality that all sales training and development efforts fall flat when frontline sales managers are not an integral part of the process. Take a listen and be encouraged that despite all the noise and nonsense you read online about sales tools, tech stacks, and toys, the most effective sales effectiveness initiatives are built on the solid foundation of “old school” timeless principles. Links Mike Kunkle on LinkedIn: https://www.linkedin.com/in/mikekunkle Mike Kunkle's new book, The Building Blocks of Sales Enablement: https://amzn.to/3kKUX74 ATD Sell Conference: https://sell.td.org/  Your Sales Story Online Course: https://mikeweinberg.com/your-sales-story/ Sales Management Simplified: https://mikeweinberg.com/sales-management-simplified-book/

Mike Weinberg is known for delivering blunt truth on Sales success and how to operate in today’s distraction filled environment. He truly delivers on this one! Join our conversation on his new book #SalesTruth and classic New Sales Simplified, and how you can use these concepts to accelerate your prospecting and sales performance as we enter this new year. Fire off your silver bullets, forget the quick fixes and hacks, and get real with Mike on this one. Stop making excuses, and start making money with Mike! The Tenbound Sales Development Conference is here, come learn from the best in our industry! Free virtual conference this year. https://tenbound.com/ Get fresh updates each Tuesday (and sometimes on Friday).. subscribe to the Sales Development Newsletter for weekly updates and new SDR research! http://eepurl.com/cPHLsb#SDR #BDR #salesdevelopment #tenbound #podcast #sales #marketing #salesengagement

Darrell Amy is the author of the Revenue Growth Engine and the co-host of one of the top sales podcasts, Selling from the Heart.  Darrell knows and understands how to grow revenue quickly.  He's the owner of a successful sales and marketing organization that specializes in sales training and sales and marketing alignment to achieve revenue growth.  Over the past 27 years he's worked with hundreds of companies and trained thousands of salespeople. He's seen marketing and sales ideas that work well--and many ideas that failed miserably. "Darrell Amy, he tackles two of the biggest challenges sales leaders face today - aligning marketing and sales and executing an effective outbound attack to fill the top of the funnel." - Mike Weinberg, author of bestsellers New Sales. Simplified., Sales Management. Simplified., and Sales Truth.In this episode Darrell discusses: Where and when he decided to write the book. His passion for helping sales professionals succeed. 2 ways to generate revenue. Sales and marketing alignment.Ideal prospects and clients.Lifetime value of customers. Sales training.Business acumen and sales.Outcomes.Sales processes.3 key sales vitamins. Connect with DarrellOfficial WebsiteBuy the book hereBlog Revenue Growth PodcastThe Sales Vitamin Podcast Official WebsiteEpisode Blog Post and Transcript

This is an "All-Week Weinberg" edition of TSL featuring Top Sales Influencer Mike Weinberg. Even if you are not in the sales profession, you can apply his wisdom and insight into your SalesLife. Mike is a consultant, sales coach, speaker, and author on a mission to simplify sales. His specialties are New Business Development and Sales Management, and his passion is helping companies and salespeople WIN MORE NEW SALES. Before launching his own firm, Mike was the top-producing salesperson in three companies. Forbes names Mike a Top Sales Influencer and other publications list him as the #1 Sales Expert to follow on Twitter. Mike has led workshops on five continents in the past year and is the author of three Amazon #1 Bestsellers. New Sales. Simplified. is a 7-year bestseller and has been named the #3 most highly-rated sales book of all time. Mike's second book, Sales Management. Simplified. has been called "arguably the best book ever written on sales management," and named by Inc. Magazine and HubSpot as the #1 book every sales leader should read. And, his latest book, Sales Truth, became a #1 Sales Bestseller its first week on the market. Mike is a native New Yorker who's lived in St. Louis for 25 years. He has three young adult children and has been told that his wife Katie is still the best proof that he really can sell. Connect and say Hi to Mike on Twitter @mike_weinberg  and grab a copy of his bestsellers here. 

How To Build Your Career In Sales    The road to building a career in sales may be difficult but certainly not impossible, especially if you have a great road map, the right character, and key people in your life who help you move forward. In this episode, we'll outline what these may look like.    At 22 years old, Mary Grothe started with a Fortune 1000 payroll and HR company. She became an administrative assistant supporting eight salespeople and the number one sales manager in the country. Within a couple of months, she realized she wanted a spot on the mid-market sales team. She asked her sales manager what she needed to accomplish in order to be considered for the position when it became available. For two years, she worked hard and became number one in her role. Looking back to heer first phone call, she was like any other sales rep, very nervous, and was sweating hard, but she also had a strong desire to surpass all expectations.  She certainly accomplished what she set out to do.    Mary eventually took on an equity position as a VP in Sales and Marketing. They rebuilt the company's revenue engine and quadrupled its revenue in seven months. She liked the thrill of growing a business and as she thought of setting out on her own, her entrepreneurial spirit was ignited. As a result, Mary started her first consulting firm called Butterly Creative in 2011. As a young entrepreneur, she was trying to figure out how to maneuver through pricing her services while maintaining the energy she needed. There were a lot of rookie mistakes in the beginning, so she eventually stepped away from the company. After she gave birth, her passion for the business came back again and she now helps build revenue for larger companies.   For the new salespeople  Mary Grother has these suggestions for new graduates who are just starting out their careers in sales:    There are multiple types of sales roles  A new salesperson doesn't have to automatically choose to go to a BDR/SDR position. There are so many types of sales positions in business development roles. It is important to understand these roles because each salesperson has the opportunity to match who they are as a person to the type of selling they want to do.  Doing something that is more in line with who they are will likely influence their performance and sales roles in a positive way.       Understand the equations   Part of the reason why Mary became the number one sales rep in such a short time is she knew how to play the game. She knew her playbook and was aware that if she worked at it every single day, she would have success. Most sales reps don't know what's expected of them so they don't have the framework to succeed.      Communicating to your leadership team about our future goals   You need to talk to your leadership team about the progression of your current role, what is needed to meet certain goals, the positions you aspire to attain, and discuss how you are going to get there. Your leadership has to know, so they won't be in the dark, and they are prepared to receive you when new positions open up.   Common roles in sales  Your role in sales will be dictated by the kind of company you will work for and what they sell. Is the company selling a physical product that you can touch or technology, or a service?    Service vs product selling Mary has observed that service sales are harder to sell because unlike products, you can't touch it and you can't see it. It's hard to compare side by side to a competitive option.  It's different from a product sale because most people can wrap their heads around a product much easier. Services also can have a want vs. a need.    Transactional vs big-ticket price  As a salesperson, you need to look at who is buying the product. Is it more of a transactional, high volume sale where you talk to 10 - 30 different buyers within a day or is it a deal that could take up six months to close?. You just have to know where your preferences are.  Mary likes selling big-ticket items because she enjoys complex sales. She doesn't mind if it's selling a service; she just loves the challenge of multiple buyers.    Sales reps need to understand the type of selling method that fits them. As a sales rep, you need to look at who you are as a person and how your choice is aligned with your goals. You want to take it a notch further.    What part of the sales cycle do you want to be a part of? The third thing to consider is where your role lies in the sales cycle. Some salespeople are hunters and love the outbound. With these salespeople, they love starting conversations but they may not be detail-oriented and able to go through a whole three-month sales cycle. Discovery, demo, proposal, and closing may not be their strengths. Others may be on the opposite side of the spectrum and maybe more comfortable working with people they know when it's time to demo, present solutions, offering renewals, and upselling.    Many new salespeople, especially fresh out of college, are put in the outbound when this isn't where their skills or personality are the most comfortable.  When this happens, it can cause burnout before a new salesperson is given an opportunity to see the full spectrum of possibilities. They prematurely think they're not cut out for sales when the truth is, they were just put in the wrong role.   The equation of success Everyone needs a playbook.  That is, you need to know what's expected of you, what the goal is, and what it's going to take to get there. Mary's team helps other companies by building for them an infrastructure of systems and processes around marketing and sales. They also build the revenue engine because more often than not, organizations don't have one that is properly defined. Salespeople show up to a role and operate the way they think they should but may have no way of knowing whether or not it's correct.  Why?  They have no guidance through a playbook.  Your playbook is important because it's the blueprint that tells you whether or not you're going in the right direction.  You should know, in any season of employment  What's expected of you How to measure your performance The activities you're supposed to do every single day   If this is lacking in your organization, talk to your leadership team, and ask for that playbook to be created. You shouldn't be thrown into a role and be told to figure it out on your own. Salespeople should be encouraged to ask for the information that will help them improve. Ask for the metrics, the indicators, the suggested number of meetings, and goals. Find a mentor and discover the path they took to succeed. Look at their numbers and double them to really reach for more and imitate what they've done to help them become top sales reps.  Let sales leaders know your intention  A salesperson shouldn't feel like they've been passed up for a promotion but you've got to participate in your advancement. Do that by letting the sales managers know that you want to move up in the company and do this long before the position opens up. Let them know what role you want to play in the sales cycle and ask what it will take to be considered for the position. This way, you have time to create a plan, set goals, and execute within the timeline required.  By doing this, you're already established as a go-to candidate by the time the position opens up.     Mary let her sales managers know what roles she was passionate about and went to the game plan she created with them at her side and consistently monitored her progress. If she had waited for two years before she spoke up about wanting a promotion she could have gotten passed up, never having fulfilled the requirements. Because she communicated where she wanted to go, was proactive, and knew exactly what she needed to do, she received 3 promotions in 5 years.    Leadership wants people who are hungry to progress and they pay attention to the people really fighting for it. Look for ways to take on smaller roles on the way to greater responsibilities. With each achievement, surround yourself with people who are positive and can impart their knowledge to you. When you do get that role, always look back in gratitude for the people who helped you.    Do remarkable work. Be the best problem solver you can be. Be kind, be humble, be curious, and be actively engaged in solving problems. #SalesTruth   “How To Build Your Career In Sales” episode resources  Don't be money-motivated. Always focus on your buyers' agenda and do remarkable work with the right attitude.    Check out Mary Grothe's LinkedIn and their official company site: Sales BQ.  If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It's a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077.  We'd love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to.  You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.  Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

EPISODE WEB PAGE: Access (100%) Free Resources and DOWNLOAD the (PDF) transcript of the show with bestselling author Mike Weinberg - CLICK HERE   NEW VIDEO TRAINING: "Storymonials Get Clients To "Do The Selling For You!"   Discover Eight Strategies You Can Use To Get Clients Now and Keep Them Coming - FREE (PDF) DOWNLOAD   GET CLIENTS NOW PODCAST: RECENT EPISODES (Free Resource Page)        

Think Like A Large Company CEO   Regardless of the size of your company, thinking like the CEO of a larger company will help you better visualize where you are going and how you're going to get there.    Vicki Antonio is a business consultant and life coach. She started working for startup companies when she was just 13 years old. Her experience with startups taught her the pattern of growing pains which she then used when she fell into the real estate industry. Vicki's work helped her gain a deeper knowledge of the entrepreneurial spirit and gain a business acumen. At one point, she went into upper management and real estate but when the industry came back, she ended up being a business developer for a global real estate franchise.    That work allowed her to manage 30 shops where her main role was to develop the shop, make it brand compliant, and develop partnerships with brokers. She was a business coach for these shops and helped these businesses become profitable. All the skills she learned from working came into play. The experience eventually led Vicki to launch her own coaching business.    Top problems faced by small businesses   FEAR  Small businesses must overcome fear. It comes into play when the business has been built to a certain point and then gets stagnant. It can feel like the same fear that parents get when they take their kids to daycare for the first time. There's an apprehension because of the emotional attachment parents have for their child. When a business has to relinquish what it knows, it's like turning over the reins to someone else. Instead of trusting the people who've come to help, these businesses fear them. Even when it's just a system they need to engage with, fear can be a major hindrance to advancing.   CLARITY  Entrepreneurs are self-employed salespeople. There are a lot of things that are in play in order for goals to be met. Oftentimes, entrepreneurs don't have the clarity about what these things are. Sometimes they don't have enough components to reach the end. Other times, they have too many components and can become confused about which ones to use.    Even the best athletes, like Michael Jordan and Tiger Woods, had coaches. Their coaches gave them a bird's eye view of the areas that they couldn't see themselves. Their coaches critiqued them and analyzed what they were doing.  They could then help these athletes change little things to help them improve.   The same is true in sales. Sales coaches help businesses with the things they need to see. They are the ones who analyze the system they're currently using, analyze the tools and make sure they are being used correctly. In this stage, it is imperative for the businesses to trust the process.    Overcoming fear F.E.A.R. can be seen as an acronym - false evidence appearing real. Sometimes salespeople can get in their own heads. This is the result of not having clarity about the direction they are going or if they are doing things the right way. A lot of times, salespeople are presented and marketed outside of what they know to be right. They are presented with various services that try to rush the process. Trying to rush through, and not developing any real, advancing skill, can keep them from moving forward.    Most of Vicki's clients are already leaders in their fields. They've been accepted by their clients. but they know how difficult the climb has been. It's when they reach a certain pinnacle that they start to fear: do we trust this new product, this new technique, this new person?    Attacking your fear Everyone has a level of fear they aren't willing to go beyond. There can be a great reward waiting for the risk takers but everyone has to calculate the risk to the place of comfortability and faith.    Build the trust The business is an entrepreneur's baby. They've put their hearts into it and invested so much. It's their responsibility to keep it growing and cared for. It gets difficult when someone comes in claiming that they will take care of their business just as well and ensure its growth. Trusting people isn't an easy thing to do but if you have people who have your same core values, and people who have a successful track record of being able to do what they promised, there's a better chance to trust when doing business.    Getting to know these people and engaging with them will help build trust. It's important to build relationships, vet who they are, and check their track record. If they were able to do it for themselves and other companies, it is more likely they can do it for you too.    Big companies can also prove their credibility to clients with third-party validation in order to encourage use of their services and offerings. Using testimonials and LinkedIn recommendations is another referral opportunity. Social media platforms such as Facebook, Instagram, and Twitter to market your services has also proven effective.    Clarity  Clarity comes with knowing who you're working with and what they've been able to do and it's also about knowing who and what you are as a business. This requires knowledge of: Your niche The market The strength of your business What you want to highlight about yourself   Knowing who you are helps you figure out how to work with others. You can't just hop in a car heading to a destination without mapping out how to get there.  Business is the same way. Startups tend to think they can be all things to all people but this is just not possible.    For someone to advance it may be that they need to let go of an old mindset.  Once they are clear about where they want to be it will be easier for you to know the best way to support their goals. It is important to know your niche and know your ideal customer.    Salespeople can be a jack of all trades who see the opportunities because they are in sales. In truth, whenever you say yes to something, you're actually saying no to something else . You are literally impeding your progress. You can only spend money and time once so pick the thing that will maximize your investment. Your time has more value than the actual money you're trying to make.    Remember, not all money is good money. #SalesTruth   Clarity is knowing where you are heading and that means knowing the season you're in. When you're in an elevator and headed to the beach,you don't get offended when somebody wearing an overcoat steps on the elevator with you. You don't feel like you're missing out because you know you're going in a different direction.    “Think Like A Large Company CEO” episode resources As a salesperson, just trust the process. There will be blindspots in the process but you need to have faith. Know that if you've done the preparation, you're clear about where you're heading, you've done the training, and checked that your system is working then all that's left to do is  take that leap of faith.    Get in touch with Vicki via her digits: 561-7741-333. Her website is also getting ready for launch at www.victorious.com and Victoria's Lifestyle Strategies. If you are interested in more sales stories, you can talk to Donald about it. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode is brought in part to you by the Sales Success Summit, an event put up by Scott Ingram in Austin, Texas. The Sales Summit will be on October 14-15 this year. Get a chance to meet and interact with successful entrepreneurs and salespeople.  This episode is brought to you in part by the TSE Certified Sales Training Program. It's a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077.  We have a new semester beginning this March and we would love to have you and your team join us. Follow this link to apply to the program.  We'd love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to.  You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.  Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mike Weinberg is a highly respected global sales thought leader. He was named by Forbes magazine as a top sales influencer, he is the author of three Amazon #1 best sellers including his recent blockbuster Sales Truth - Debunk the Myths. Apply Powerful Principles. Win More Sales. Some key topics we discuss: Don’t believe everything you read about sales especially from the online experts. Sorting through the noise of advice and vendors all claiming a magic bullet to grow your sales. Despite the noise, not everything has changed in sales While we need to adapt and leverage new channels, the fundamentals of sales remain the same. How to leverage new technology and techniques to enhance what we do. How we should look at social as a channel to reach potential customers. There is no shortcut or ‘easy’ button. The importance of managing your calendar. How we should be driving new business. Why pipeline is the lifeblood of your business. Learn more about Mike here:  https://mikeweinberg.com Sales Truth: https://mikeweinberg.com/salestruth-book/  

#MikeWeinberg is one of the most authentic, sincere and dedicated sales thought leaders on the planet today. He gloriously pulls no punches. His brilliant books and training come from 3 decades of scar tissue. No arsty fartsy theory that hasn't been tested in the field with real salespeople and real sales managers. Mike is author of #SalesTruth, #NewSalesSimplified and #SalesManagementSimplified. They are must reads. Buy them all now. If they don't already grace your bookshelves, Audible library or Kindle reader, you are missing out. You can see him speak at #Outbound in May 2020. Get a taste of what to expect in our fireside chat where we tear apart the myths and truths around: #Accountability #Compensation #Culture #SalesMeetings #Coaching #FieldVisits If you're in a leadership role and don't like or understand sales, pay particularly close attention. If you have a team who is meant to be bringing in net new business ask yourself if you're trying to kill elephants with a plough? Are your farmers really zookeepers? And do your hunters use a sniper rifle or indiscriminately shoot anything that moves with an Uzi on drive by shootings. We have a laugh, occasionally at your expense. Not because we're bad people but because we are passionate about helping salespeople reach their potential and if we didn't laugh we'd have to cry. What passes for average in sales is APPALLING. Sales management is a mess and sales leaders, God help us, you really need a rocket up your arse! This interview may light the touch paper. Pucker up ladies and geniltalmen. This going to be an uncomfortable ride ...

 Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales. by Mike Weinberg  Click here for the show notes https://www.salesartillery.com/marketing-book-podcast/sales-truth-mike-weinberg    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 newly 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        

Ep115 - Lessons Learned from 2019 One this episode of The DreamMason Podcast I discuss the biggest, best, and most impactful lessons I learned last year. -Love -The consequences of holding back love -Love and fear -Grace -Community and partnership -Enrollment vs Sales -Truth and perception -Best practices from the year -Best books I read this year. Thanks for listening. Please SHARE THIS EPISODE, TAG A FRIEND who needs to hear it, and SUBSCRIBE to The Dream Mason Podcast - so you don't miss an episode! You can connect with  You can connect with Alex Terranova here:  Instagram:@InspirationalAlex  Website: www.TheDreamMason.com  Email: Alex@TheDreamMason.com  Remember, You are a DreamMason®…  Because Your Dreams Don't Build Themselves. Alex Terranova is a DreamMason, the author of Fictional Authenticity, a Personal & Professional Performance Coach, and he Hosts The DreamMason Podcast, & Co-Hosts The Coaching Show Podcast. He supports strong & successful high achievers to unmask convention, embrace the rebel within them, and more deeply explore the complex and agitated edges of our existence to create more clarity, freedom, and success. Alex has been featured on NBC, Fox, Focus TV's Good Morning LaLa Land, NBC Radio, Elephant Journal, The University of Adversity Podcast, The Unleash Success Podcast, The Rising Man Podcast, The Sovereign Society Podcast, Love Living Radio, and an episode of The Villain Crusher.

We here at INSIDE Inside Sales have a special episode for you as the year winds down and we get ever closer to the end of the final quarter. We have a very special guest who is here to offer up some encouragement and advice from his latest bestselling book, “#SalesTruth”. In this episode, Darryl is joined by the unmistakable and world-renowned sales consultant, bestselling author, and original member of the Four Horsemen, Mike Weinberg. Darryl and Mike discuss best practices and highlights from some of the brightest stars in the world of sales, as well as tried and true ways to address real issues, faced by real people, working for real companies. From having the right attitude to proper calendar management and strategic targeting, this podcast is chock-full of wisdom you can use to finish this year strong!   About Darryl's Guest: Mike Weinberg ​loves sales! He is a consultant, coach, speaker, and bestselling author with specialties in new business development and sales management. He’s on a mission to simplify sales and create high-performance salespeople and sales teams. Mike is known for his blunt, practical approach and that he calls it like he sees it. He has spoken and consulted on five continents and works with companies in all industries, ranging in revenue size from a few million to many billions of dollars. Mike was the #1 producer in three different companies before launching his consulting practice, and he has been named a Top Sales Influencer by ​Forbes​, OpenView Labs, and other publications. His first book, ​New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development became a #1 Amazon Bestseller and has been a bestseller for six years. His second book, ​Sales Management. Simplified.​ is being called “arguably the best book that has ever been written on sales management, and an unequaled blueprint for leading salespeople and building high-performance sales teams.” A transplanted New Yorker, Mike has called St. Louis home for 27 years.  ___________________________________________ INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanillaSoft is the sponsor for INSIDE Inside Sales.     

https://www.jamesmillerlifeology.com/feed/ Sales Expert, Mike Weinberg #Mike_Weinberg reviews his book Sales Truth that exposes ineffective sales hype. He teaches you ways to be effective in your communication. MikeWeinberg.com #newsalescoach #sales #salesperson #success #integrity The post Sales Truth: Mastering Communication: Guest – Mike Weinberg appeared first on James Miller | Lifeology®.

Are you spending enough time on prospecting? Probably not according to Mike Weinberg in Sales TruthSupport the show (http://www.unstoppable.do)

Don't service your customers... so says Mike Weinberg in Sales Truth, find out why in this episodeSupport the show (http://www.unstoppable.do)

Mike Weinberg addresses what it really takes to be successful in today's sales environment. Disclaimer: it may not be what you want to hear. While stressing the importance of mastering the basics and doing the work, check out this episode to hear how Mike's content is influencing tomorrow's sales leaders. Check out Mike's new book, #SalesTruth today: https://mikeweinberg.com/salestruth-book/ Learn more about your ad choices. Visit megaphone.fm/adchoices

  Sales, Business, Relationships, Myths, Truth   Summary   Three types of advice are good advice, bad advice, and false advice. We'll look at that in our Thought of the Day. And in our interview segment, sales icon Mike Weinberg busts some false advice when it comes to sales, and also shares with us the #SalesTruth, which just happens to be the title of his fantastic new book. That and more on today's show.   Bob's Thought of the Day   We'll explore: The difference between good advice, bad advice, and false advice. Why counsel based on incomplete information is dangerous. An example of false advice that is commonly accepted as true. Interview with Mike Weinberg   You'll discover:  Several sales myths, and why they are just that...myths. Why we should question the influencers who say outbound marketing doesn't work. The value of traditional sales methods such as using the phone. 7 powerful sales lessons from the 2016 U.S. presidential election. The reason most companies don't have more new sales. The three most important jobs of a salesperson. A powerful story of two different salespeople--one Mike didn't buy from...the other he did.   7 Powerful Sales Lessons from the 2016 U.S. Presidential Election:  People (buyers) act in their own self-interest, and your messaging matters. Don't take your longtime loyal customers for granted. Prospects and customers do not always tell the truth.  The deal is won before and after the big presentation, not in the boardroom or convention center. Don't make false promises or name your product something it is not. Trashing your competitor's supporters will come back to haunt you. Don't count your chickens before they hatch (or pre-celebrate victory).   Click to Tweet   You don't have more new #sales because your people don't spend time working on it. @mike_weinberg The job of a salesperson is to create, advance, and close #sales opportunities. @mike_weinberg The great @mike_weinberg shares 7 powerful #sales lessons from the 2016 US Presidential election.   Interview Links   MikeWeinberg.com #SalesTruth: Debunk the Myths. Apply Powerful Principles. Win More New Sales by Mike Weinberg New Sales. Simplified by Mike Weinberg Sales Management. Simplified by Mike Weinberg Mike's Blog Connect with Mike on Facebook Connect with Mike on LinkedIn Follow Mike on Twitter Follow Mike on Instagram Mike's YouTube channel   Resources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program  GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review

An Excerpt from the book #SalesTruth by Mike Weinberg Episode 692: An Excerpt from the book #SalesTruth by Mike Weinberg on Winning More New Sales Mike Weinberg was the #1 producer in three different companies before launching his consulting practice, and now he is one of the most trusted and relevant sales experts in the world today. Named a Top Sales Influencer by Forbes, OpenView Labs, and other publications, Mike specializes in new business development and sales management. As a speaker, consultant, and bestselling author, he is on a mission to simplify sales and is passionate about helping sales leaders, sales teams, and salespeople win more new sales. More information is located here: Taken from Sales Truth by Mike Weinberg Copyright 2019 Mike Weinberg. Used by permission of HarperCollins Leadership. and  This episode is proudly sponsored by DesignCrowd! Get $100 off your first design project with the coupon code OPTIMAL: 

Sales Expert, Mike Weinberg reviews his book Sales Truth that exposes ineffective sales hype. He teaches you ways to be effective in your communication. MikeWeinberg.com

Happy Monday, Let's Talk Sales! listeners! This episode's featured guest is Mike Weinberg. Mike is a world-renowned sales consultant, coach, speaker and bestselling author. Named a Top Sales Influencer by Forbes, his first book, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development has remained a #1 Amazon Bestseller for the last six […] The post Let’s Talk Sales! #SalesTruth with Mike Weinberg – Episode 171 appeared first on Criteria For Success.

We all know it, it's a key #SalesTruth: being a Sales Professional requires hard work, because there are no shortcuts to having the right mindset and being a leader in your industry. This week we talk to Mike Weinberg, author of best sellers ‘#SalesTruth' and ‘Sales Management. Simplified'. Mike and Luigi are both avid believers that sales is not something which can be cheated. It takes hard work and effort to become a true Sales Professional, listen in to the #salestruths and be prepared to ramp up your efforts as you put into play key takeaways from the show. Leave us a comment on your key takeaway and what you will implement enhance your skills and #beyourbest. For more great insights and to connect with Luigi: https://www.linkedin.com/in/luigi-prestinenzi-a101848/ (https://www.linkedin.com/in/luigi-prestinenzi-a101848/) Where you can find Mike:https://mikeweinberg.com (https://mikeweinberg.com) https://twitter.com/mike_weinberg (https://twitter.com/mike_weinberg) https://www.linkedin.com/in/mikeweinberg2013/ (https://www.linkedin.com/in/mikeweinberg2013/)     Timestamps:[01:05] – Luigi has a message for everyone [04:30] – Mike explains how he got into sales (even though he didn't want to) [07:00] – Why Mike wrote #SalesTruth [08:20] – Difference between salespeople and sales managers [11:20] – Debunking the ‘truths' made by some “celebrities” [18:25] – The 3 truths Luigi sees in sales [19:20] – Become an opportunity creator [24:30] – Spot the difference between true sales experts and fake sales people [28:40] – Key learnings from the 2016 US presidential election  [35:15] – Where you can find Mike

It's time for Round 2 of our new book club called Whatcha Readin'?. Jeff, Christie and guest hosts get together to deliver fantastic, life-changing, thought provoking book recommendations from renowned and more obscure sales thinkers.  This week's clubber is... DeJuan Brown! He is a Regional Sales Manager for Bloomberg BNA. Two of his most important life lessons were learned while sliding dirty dinnerware into a plastic tub. He was a 15-year old busboy at a restaurant called "Spinnakers,” where he learned the intrinsic value of selflessness. On today's podcast... 0:57 - Jeff has a new toy and it's rockin' 2:34 - DeJuan recommends The Eureka Factor: Aha Moments, Creative Insight, and the Brain by John Kounios and Mark Beeman 5:17 - How do we gain MORE insights as we grow older? 8:50 - Separating things from the normal functionality 14:12 - There's so much more to selling than the sales process 17:08 - Jeff has two sales books to share: The Only Sales Guide You'll Ever Need by Anthony Iannarino and #SalesTruth by Mike Weinberg 21:42 - You don't have to work harder in order to get more done. You just have to work harder on the right things. 24:28 - Christie is listening to a free audiobook The Three Day Effect: How Nature Calms Your Brain by Florence Williams 28:08 - The sense of awe and how to extend it 30:59 - Christie and Rory McIlroy The Greatest Salesman in the World by Og Mandino Don't forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts! Sell or Die Hidden Stories with Jeremy Fulkerson Wheelbarrow Profits Women Your Mother Warned You About

Mike Weinberg and Jeff look at the truth about sales.  Experienced sales people know that sales is hard work. While there may be new ways to look at sales and even perform the job, there are still fundamentals which cannot be skipped over. While trite phrases like - Buyers are Liars - rhyme.  It's a phrase and philosophy that doesn't help you build or feel trust with you customer. So what's the truth? Find out in this episode of The Buyer's Mind. ===================================== Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.    Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity  =====================================

This time we have one of the most famous, one of the most, in my perspective, inspirational sales authors, speakers in the circuit today, Mike Weinberg, who is the author of New Sales Simplified and the new book Sales Truth.  I'm calling this one Sales Truth: Blunt, No Nonsense Advice from Mike Weinberg One of the things I've always really appreciated about his content and approach, is that it is no nonsense. It is no spin. It is direct to the truth.  Plus, we talk some sports too! Listen in now and/or read the full transcript on our blog starting Monday, 7/8 at 6am pst.   I keep reading ...everything in sales has changed and that nothing that used to work still works today. That's the furthest thing from the truth I can imagine.

This time we have one of the most famous, one of the most, in my perspective, inspirational sales authors, speakers in the circuit today, Mike Weinberg, who is the author of New Sales Simplified and the new book Sales Truth.  I'm calling this one Sales Truth: Blunt, No Nonsense Advice from Mike Weinberg ----more---- One of the things I've always really appreciated about his content and approach is that it is no-nonsense. It is no spin. It is direct to the truth.  Plus, we talk some sports too! Listen in now and/or read the full transcript on our blog starting Monday, 7/8 at 6 am pst.   I keep reading ...everything in sales has changed and that nothing that used to work still works today. That's the furthest thing from the truth I can imagine.

Is cold calling only for Luddites from the dark ages? Are you tired of social selling charlatans that don’t practice what they preach? What does selling REALLY look like in the time of social media? Listen in to this conversation with Mike Weinberg and learn all the latest sales truths that will help you succeed in today's sales world.

Are you ready for some real-talk? You're going to love this conversation with our good friend, Mike Weinberg. His new book, #SalesTruth just hit the shelves. In this episode we debunk the myths about what it takes to be successful in today's sales environment.

Are you ready for some real-talk? You're going to love this conversation with our good friend, Mike Weinberg. His new book, #SalesTruth just hit the shelves. In this episode we debunk the myths about what it takes to be successful in today's sales environment. Thanks to our Friends at SendOutCards! Check out this powerful way to build relationships with easily personalized cards. Try it out now and send your first one for free here.

Are you ready for some real-talk? You're going to love this conversation with our good friend, Mike Weinberg. His new book, #SalesTruth just hit the shelves. In this episode we debunk the myths about what it takes to be successful in today's sales environment. Thanks to our friends at Send Out Cards!

There has been a lot of false and misleading advice spread about sales and prospecting, and what does and does not work. Mike Weinberg has stepped up and called BS on a lot of it, in a big way, in his new book, "Sales Truth." In this episode, he shares with Art some of the nonsense that is out there, and the Truth about what is working--still.

Podcast: Play in new window | Download (Duration: 59:06 — 47.4MB) Subscribe: Apple Podcasts | Android | Email | Google Podcasts | RSS There's a reason that Anthony and Mike have been friends for almost a decade, co-founded the OutBound Conference together, and have written the foreward for 3 of each other's 6 books. They share a passion for helping salespeople learn the truths about selling, even when those truths may be unpopular or require more work. On this episode of In the Arena, Anthony and Mike debunk myths and present truth in the areas of social selling, sales motivation, prospecting, and time management, and discuss how the principles in Mike's latest book, #SalesTruth, can help you win more new sales. What compelled Mike Weinberg to write his new book, #SalesTruth, was that what he was reading online about how to succeed in sales did not align with what he saw in real companies across the globe. Hear more on this episode of In the Arena.Click To Tweet Kylie Jenner Didn't Cold Call Her Way to a Billion Dollars in Net Worth The chief sales officer of a well known social selling firm took a selfie, standing in front of a Forbes magazine with Kyle Jenner on the front cover, and declared that social selling leads to real sales. These are the kind of myths that are being sold to weaker, more gullible salespeople looking for a quick fix. It's easy to believe that you can get deals without having to pick up the phone, but it's just not the truth. Drawing from his many years' of experience in B2B sales, Mike talks to Anthony about what salespeople can do to connect with their dream clients beginning with the first sales call. In this conversation, Mike recalls the sales fundamentals that have proven to be successful whether he was selling envelopes and prints or plastic parts. Be sure to listen to see if your sales strategy includes any of his powerful principles. Prospecting is Not Optional Top salespeople are always prospecting, but Anthony and Mike discuss how some salespeople are under the impression that they don't have to prospect. They think they can leave the work of prospecting and qualifying to account managers, but the job of a sales executive is to sell, and you cannot sell without prospecting. The truth is, when your funnel is full, you sell smarter. Mike tells about how he trains his sales teams to reach out to dream clients before they are zero percent through the buying process. He suggests practical ways to make sure you are constantly adding to your funnel, and how you can avoid the distractions to which many salespeople fall prey. This conversation is full of practical questions you can ask yourself to make sure you are being productive when it comes to prospecting. Be sure you listen and take notes. 'The only thing that will inoculate you from a bad outcome is a pipeline.' Anthony talks with Mike Weinberg about his new book, #SalesTruth on this episode of In the Arena. Listen now!Click To Tweet Ignore Your Hot Deals Many times, salespeople can be so anxious to close deals, they default to service work, but in Mike's book, #SalesTruth, he flips that idea on it's head. His advice? Ignore your hot deals, at least at the beginning of the day. Beginning the work day with the hardest work - opportunity creation, prospecting, cold-targeting - frees up the rest of the day to do the service work that needs to be done, and play with warmer opportunities. Mike believes you should turn the funnel upside down and work on the coldest items at the top of your funnel first. In this conversation, Anthony talks about the importance of spending the first 90 minutes of your day prospecting, and Mike says that the most effective leaders and the most productive salespeople extricate themselves from participating in things that are of low-value. 'You'll never be opportunity starved if your best selling time, early in the morning, is spent trying to create opportunities.

Podcast: Play in new window | Download (Duration: 59:06 — 47.4MB) Subscribe: Apple Podcasts | Android | Email | Google Podcasts | RSS There's a reason that Anthony and Mike have been friends for almost a decade, co-founded the OutBound Conference together, and have written the foreward for 3 of each other's 6 books. They share a passion for helping salespeople learn the truths about selling, even when those truths may be unpopular or require more work. On this episode of In the Arena, Anthony and Mike debunk myths and present truth in the areas of social selling, sales motivation, prospecting, and time management, and discuss how the principles in Mike's latest book, #SalesTruth, can help you win more new sales. What compelled Mike Weinberg to write his new book, #SalesTruth, was that what he was reading online about how to succeed in sales did not align with what he saw in real companies across the globe. Hear more on this episode of In the Arena.Click To Tweet Kylie Jenner Didn't Cold Call Her Way to a Billion Dollars in Net Worth The chief sales officer of a well known social selling firm took a selfie, standing in front of a Forbes magazine with Kyle Jenner on the front cover, and declared that social selling leads to real sales. These are the kind of myths that are being sold to weaker, more gullible salespeople looking for a quick fix. It's easy to believe that you can get deals without having to pick up the phone, but it's just not the truth. Drawing from his many years' of experience in B2B sales, Mike talks to Anthony about what salespeople can do to connect with their dream clients beginning with the first sales call. In this conversation, Mike recalls the sales fundamentals that have proven to be successful whether he was selling envelopes and prints or plastic parts. Be sure to listen to see if your sales strategy includes any of his powerful principles. Prospecting is Not Optional Top salespeople are always prospecting, but Anthony and Mike discuss how some salespeople are under the impression that they don't have to prospect. They think they can leave the work of prospecting and qualifying to account managers, but the job of a sales executive is to sell, and you cannot sell without prospecting. The truth is, when your funnel is full, you sell smarter. Mike tells about how he trains his sales teams to reach out to dream clients before they are zero percent through the buying process. He suggests practical ways to make sure you are constantly adding to your funnel, and how you can avoid the distractions to which many salespeople fall prey. This conversation is full of practical questions you can ask yourself to make sure you are being productive when it comes to prospecting. Be sure you listen and take notes. 'The only thing that will inoculate you from a bad outcome is a pipeline.' Anthony talks with Mike Weinberg about his new book, #SalesTruth on this episode of In the Arena. Listen now!Click To Tweet Ignore Your Hot Deals Many times, salespeople can be so anxious to close deals, they default to service work, but in Mike's book, #SalesTruth, he flips that idea on it's head. His advice? Ignore your hot deals, at least at the beginning of the day. Beginning the work day with the hardest work - opportunity creation, prospecting, cold-targeting - frees up the rest of the day to do the service work that needs to be done, and play with warmer opportunities. Mike believes you should turn the funnel upside down and work on the coldest items at the top of your funnel first. In this conversation, Anthony talks about the importance of spending the first 90 minutes of your day prospecting, and Mike says that the most effective leaders and the most productive salespeople extricate themselves from participating in things that are of low-value. 'You'll never be opportunity starved if your best selling time, early in the morning, is spent trying to create opportunities.

"They struggle because they haven't mastered the basics and that's what you need to do. You want to have breakthrough results, work your butt off and mastered the basics." - Mike Weinberg on today's Tip 143 Do you master the basics? Join the conversation at DailySales.Tips/143 and learn more about Mike! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or email scott@top1.fm  

The truth hurts but not paying attention to #SalesTruth can hurt your bank account.  Today we're talking to Mike Weinberg author of #SalesTruth: Debunk the Myths. Apply Powerful Principles. Win More New Sales. which is out TODAY. Mike Weinberg is blunt, raw, honest and isn't afraid to say what needs to be said to help you make your next sale. In this episode we'll discuss what separates the sales-wimpy from the sales-strong, how to build effective and lasting customer relationships using fundamental sales strategies and why Kylie Jenner's instagram has NOTHING to do with your next commission check.  On today's podcast… 1:50 - Jeff and Christie review Mike's upcoming book #SalesTruth  3:48 - "I think everything gets in the way of executing fundamentals." 8:43 - Jeff and Mike help a salesperson win a deal by pushing back 11:30 - Part of the selling process is keeping your client from getting into trouble in the process 15:10 - A challenge to the wimpy salesperson 19:40 - "We have got to act like professional sellers. We have to own our process. We need to do better discovery. We have to be able to articulate the value of what we bring." 22:30 - The best salespeople do these two things... 25:37 - Mike tells real stories about real salespeople. 28:52 - Kylie Jenner's success doesn't have anything to do with your success 31:18 - Mike uses Michael Wyatt's book to set his calendar and his routine  34:06 - When Jeff Bajorek realized he could be good at selling 37:11 - Mike longs for the selling days of yore We have a new website. Listen to past episodes and get more from Jeff and Christie! Don't forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts! Sell or Die Hidden Stories with Jeremy Fulkerson Wheelbarrow Profits Women Your Mother Warned You About

SalesTruth with Author Mike Weinberg Mike Weinberg is a consultant, speaker, and has recently authored his 3rd book #SalesTruth.  Both of his first two books have been Amazon bestsellers, and Mike has spoken and consulted on 5 continents in the past year. This discussion hits a number of the items covered in #SalesTruth.  Additionally, we discuss hockey, the NY public school system, sales, sales management, critical thinking, and doing the work.  I hope you enjoy the discussion as much as I did. Questions Discussed Why #SalesTruth? Why do we struggle with doing the work? What can we learn from mimicking those who are successful? Why do we rush to present and demo? What can we learn from Tom and Ron? We discuss these questions and many others. Key Takeaways The majority of the sales population today is under mentored and under coached. Watch the top producers in your company or industry.  Watch what they are doing to secure early-stage meetings with potential customers and mimic their approach.  Learn from them. The best practices they are deploying look a whole lot like the best practices of a decade ago or even more. Don't try to solve nine problems at once. Solve one problem at once. Stick to the fundamentals. Don't rush to the Demo. There is no "easy button". Be careful who you listen to, and who you are following on LinkedIn and Twitter. Ask the hard questions - is there practical application of the concepts that work? Think critically and reflect. Call(s) to Action How do you distinguish between the signal and the noise in social media? What practices have you put into place that work? Share your answers with us via twitter, facebook or LinkedIn. Show Links LinkedIn Twitter mikeweinberg.com Sales Truth via Amazon The episode with Anthony Iannarino Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.  Sales is a Thinking Process.