New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

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AMACOM, Sep 4, 2012 - Business & Economics - 240 pages
Packed with examples and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives and provides tips to help you achieve the opposite results. You’ll learn how to: identify a strategic list of genuine prospects; draft a compelling, customer-focused “sales story”; perfect the proactive telephone call to get face-to-face with more prospects; use email, voicemail, and social media to your advantage; build rapport; prepare for and structure a winning sales call; stop presenting to and start dialoguing with buyers; and make time in your calendar for business development activities.Landing on HubSpot’s Top 20 Sales Books of All Time, New Sales. Simplified. is about overcoming--and even preventing--buyers’ anti-salesperson reflex by establishing trust. The easy-to-follow plan will remove the mystery surrounding prospecting and have you ramping up for new business.
 

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This is a very boring Book, not engaging and the narrator bored me to death. Do not wast your tome

Contents

Foreword
Acknowledgments
Introduction
Sales Simplified and a Dose of Blunt Truth
The NotSoSweet 16 Reasons Salespeople Fail at New Business Development
The Companys Responsibility for Sales Success
A Simple Framework for Developing New Business
Selecting Targets First for a Reason
Your Friend the Phone
Mentally Preparing for the FacetoFace Sales Call
Structuring Winning Sales Calls
Preventing the Buyers Reflex Resistance to Salespeople
I Thought I Was Supposed to Make a Presentation
Planning and Executing the Attack
Rants Raves and Reflections
New Business Development Selling Is Not Complicated

Our Sales Weapons Whats in the Arsenal?
Your Most Important Sales Weapon
Sharpening Your Sales Story

Common terms and phrases

About the author (2012)

Mike Weinberg loves sales! He is a consultant, coach, speaker, and bestselling author. His specialties are new business development and sales management, and 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 works with companies in all industries, ranging in 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 several other publications. His first book, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development became a #1 Amazon Bestseller and spent a year as the #1 top-rated book in its category. A transplanted New Yorker, Mike has called St. Louis home for almost twenty-five years.

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