# Timeless Sales Principals and Fundamentals w/ Mike Weinberg

- Show: [The Manufacturing Executive](https://hardwarepodcasts.com/podcast/the-manufacturing-executive)
- Published: 2021-04-13
- Length: 48m
- Episode: 44
- Page: https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2021-04-13-timeless-sales-principals-and-fundamentals-w-mike-weinberg
- Listen: https://www.spreaker.com/show/the-manufacturing-executive#episode-6e3f4224-6673-4b37-ac2a-bd158f96057d

## Summary

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.

## Chapters

- [0:00](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2021-04-13-timeless-sales-principals-and-fundamentals-w-mike-weinberg#t=0) Introduction and the Myth of Shiny New Toys
- [6:00](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2021-04-13-timeless-sales-principals-and-fundamentals-w-mike-weinberg#t=360) Sharpening the Sales Story and Customer-Centric Messaging
- [13:41](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2021-04-13-timeless-sales-principals-and-fundamentals-w-mike-weinberg#t=821) The Dangers of Premature Presentations and Dog-and-Pony Shows
- [20:44](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2021-04-13-timeless-sales-principals-and-fundamentals-w-mike-weinberg#t=1244) Owning the Sales Process and Pushing Back on RFPs
- [28:56](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2021-04-13-timeless-sales-principals-and-fundamentals-w-mike-weinberg#t=1736) Strategic Targeting vs. Account-Based Marketing Buzzwords
- [35:52](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2021-04-13-timeless-sales-principals-and-fundamentals-w-mike-weinberg#t=2152) Exposing Sales Industry Lies and the Truth About Top Producers
- [40:31](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2021-04-13-timeless-sales-principals-and-fundamentals-w-mike-weinberg#t=2431) Fundamentals Over Virtual Selling Tools

## Topics

- [Validation & product-market fit](https://hardwarepodcasts.com/topic/validation-and-product-market-fit)
- [Marketing & brand](https://hardwarepodcasts.com/topic/marketing-and-brand)
- [Growth, exits & acquisitions](https://hardwarepodcasts.com/topic/growth-exits-and-acquisitions)
- [Careers & education](https://hardwarepodcasts.com/topic/engineering-careers-and-education)
- [Hiring & workforce](https://hardwarepodcasts.com/topic/hiring-and-workforce)

## Most relevant to

established companies

## Mentioned

- Gorilla 76 (company)
- New Sales Simplified (product)
- Sales Truth (product)
- Sales Management Simplified (product)
- The Challenger Sale (product)
- Gap Selling (product)
- Baseline Selling (product)
- Let's Get Real or Let's Not Play (product)
- Virtual Selling (product)
- Clubhouse (other)

## Related episodes from other shows

- [Marketing That’s Seen, Heard, and Felt | Sales & Marketing Game Changers Mini-Series | Ep. 1 of 4](https://hardwarepodcasts.com/podcast/manufacturing-happy-hour/2020-09-11-marketing-thats-seen-heard-and-felt-sales-marketing-game-changers-mini-series-ep) (Manufacturing Happy Hour)
- [134: How to Sell Your Hardware Product B2B](https://hardwarepodcasts.com/podcast/product-startup/2022-07-27-134-how-to-sell-your-hardware-product-b2b) (Product Startup)
- [089: Selling Your Hardware Product Via Remote Meetings](https://hardwarepodcasts.com/podcast/product-startup/2021-08-18-089-selling-your-hardware-product-via-remote-meetings) (Product Startup)
- [Reducing Risk to Make Sales Easier | Sales & Marketing Game Changers Mini-Series | Ep. 3 of 4](https://hardwarepodcasts.com/podcast/manufacturing-happy-hour/2020-09-25-reducing-risk-to-make-sales-easier-sales-marketing-game-changers-mini-series-ep) (Manufacturing Happy Hour)
- [Ramzi Marjaba | Sales Engineering & Using Story to Communicate Impact](https://hardwarepodcasts.com/podcast/being-an-engineer/2022-11-04-ramzi-marjaba-sales-engineering-using-story-to-communicate-impact) (Being an Engineer)

## Citing this page

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