Hardware Podcasts

Timeless Sales Principals and Fundamentals w/ Mike Weinberg

The Manufacturing Executive · 13 Apr 2021 · 48m · Episode 44

What this episode covers

Mike Weinberg, a sales consultant and author of 'New Sales Simplified' and 'Sales Truth', joins Joe Sullivan to argue that successful B2B sales rely on timeless fundamentals rather than chasing new tools or trends like social selling or account-based marketing. Weinberg emphasizes the importance of strategic targeting, crafting customer-centric sales stories, and conducting deep discovery before any presentation or demo. He warns against premature pitching and advocates for salespeople to own their process, push back on rigid customer procurement protocols, and focus on creating opportunities through disciplined prospecting.

Most relevant to

established companies

Topics

Mentioned

Companies
Gorilla 76
Products
New Sales Simplified, Sales Truth, Sales Management Simplified, The Challenger Sale, Gap Selling, Baseline Selling, Let's Get Real or Let's Not Play, Virtual Selling
Also
Clubhouse

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