In this airport‑recorded monologue, veteran salesperson Zach Selch reviews Mike Weinberg’s Audible book The Sales Truth. Selch, who has bought three of Weinberg’s titles over the past two decades, praises the author as a rare, no‑nonsense sales manager with real‑world experience. He contrasts Weinberg’s work with the flood of sales‑guru books written by authors with little actual selling background, calling much of that advice “bullshit.” Selch explains that The Sales Truth focuses on fundamental, timeless sales practices—preparation, homework, disciplined process, and taking control of the sales cycle—that are valuable to anyone from a 30‑year veteran to a recent graduate. He highlights Weinberg’s discussion of the “hunter vs. farmer” (or “zookeeper”) dynamic, noting how organizations often mis‑align salespeople’s natural strengths. Selch also touches on cultural fit, the importance of not diluting a hunter’s role, and the book’s emphasis on owning the sales process. Concluding, he argues the modest price of the book pays for itself the moment a reader improves a single deal, and he recommends it strongly, ending with a call to action for international sales growth services.
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Hi, I'm in the San Salvador airport and I want to talk about a book that I've been listening to on Audible called @SalesTruth by Mike Weinberg. And first of all, let me say I bought 3 of his books in the past couple of years. And I think he's probably the only sales book author that I've read more than— well, that I've read 3 of his books in 20 years at least. I can't think of anybody else who I bought 3 of his books. I love his stuff. He is really, really good. And we sort of gravitate towards people who we think are like us. And he's a no-nonsense sales manager. And this book is really the truth in sales information. And, you know, there are so many people out there. If you take a look at all these sales gurus who are writing books, a lot of them really, you go through their resume and they have 2 years or 3 years of selling years ago. And now they're writing all these very elaborate theories and stuff like that. There are organizations, some organizations that come out with books of research and numbers and stuff like that. And the people writing this aren't salespeople. They have virtually no sales experience. People like me with 30 years sales experience, with the scars to prove it, who live and die by purchase orders, are rarer and rarer in the writing business just in terms of the whole noise that's going on. And Mike's calling that out, right? And he's basically saying, you know, a lot of this is bullshit, and let's talk about what's true. I like to classify different types of sales books. Some of them are very much one technique or one concept, or they focus on one idea. And sometimes they're more for beginners, sometimes they're more for managers, whatever. His stuff covers the fundamentals. You could take this book, give it to pretty much anybody at any level in their sales career, and it's going to help them out. I don't want to sound at all arrogant, and I don't want to at all disrespect what he did here, but there's virtually nothing there that I don't know. On the other hand, are there things that I don't Take as much care about as I should, even though I know I should. Yeah. So when I read a book like this, I look at it and go, yeah, yeah, yeah, and I really should focus on this a little bit more. I really should work on this a little bit more. And that, that's great. But you could be a 30-year veteran who's won award after award after award and closed a lot of business and all of this, and still you're gonna get stuff out of this. But you could also be right out of school or right starting out a business career, and this is gonna help you out. And he's going into This is about the fundamentals. A lot of it is just about the fundamentals. You know, if you work hard, if you do your preparation, if you do your homework, if you think through the sales process, if you try not to skip things or find shortcuts, etc., you are going to succeed. And I believe he's 100% right on that. Now, Mike's also a new business guy. I'm a new business guy too. I'm a hunter, and I like that. And he's talking about that, and he's talking about how, you know, you get organizations that are trying to take hunters and, you know, blunt their tools, or they're trying to take people who should be— he calls what I would call a farmer, he calls a zookeeper, which is actually a term I like. But he basically says, well, you know, you take some poor guy who's a great zookeeper and you push him to bring in new business, and it's just against his nature. So he talks about stuff like that. I'm a producer. I'm not necessarily the most social person. I don't come to work to find my friends. And he talks about the whole trend in companies where they're saying, well, yes, you have to fit in with the culture and you have to be a sharer And you have to be, you know, play nice and all this. And sales rock stars don't play nice very often, and that's just what's going to happen. He talks about that. He talks about the importance of understanding that and finding how to fit people like that into the organization. One other thing that I'll talk about, you know, because I'm reviewing the damn book, I'm not, you know, trying to summarize it, but he also talks about things like taking control of the sales process. Which is hugely important to me and hugely important to top performers in my opinion. So he talks about that too. Anyway, great book. Whatever it costs, $10, $15, $20, it's gonna put that money in your pocket like that, right? That's the, that's the beauty about a good sales book is if you improve one sales process, if you improve one thing and it helps you close one more deal, you get your money back, right? Highly recommend this book. Loved it. The Sales Truth by Mike Weinberg. Remember, when you're ready to grow your international sales, reach out to us. We can help. When you decide it's time to grow your international sales, call us.
