Sales Truth Quotes

“So, please explain why, when CEB (acquired by Gartner in 2017) comes out in The Challenger Sale declaring its research shows that buyers progress 57 percent through the buying process before talking with a seller/supplier, a good portion of the sales improvement industry not only accepts that as gospel, but then, unchallenged, begins manipulating that stat to promote their own training/solutions/agendas?”
― Mike Weinberg, Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales.

“The professional seller, the one who delivers value, who proactively works into accounts before they are shopping, who seeks to truly understand a customer’s needs, who does effective discovery work, who’s motivated to solve a customer’s problems, who tells a compelling story, who’s committed to delivering valuable outcomes—that salesperson is not going anywhere anytime”
― Mike Weinberg, Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales.

“dive deep into the keys to create new opportunities that fill the top of our sales funnel. Unfortunately, these keys seem to get the least attention from sales authors and trainers, yet they are absolutely foundational for becoming a consistent top-producing rainmaker: •​The Right Attitude •​Intentional Calendar Management •​Strategic Targeting •​Compelling Messaging •​Commitment to Prospecting”
― Mike Weinberg, Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales.