New Sales: Simplified : the Essential Handbook for Prospecting and New Business Development

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AMACOM, Sep 4, 2012 - Business & Economics - 220 pages
Selected by HubSpot as one of the Top 20 Sales Books of All Time No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you're a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer. You'll learn how to: * Identify a strategic, finite, workable 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 * Overcome-even prevent-every buyer's anti-salesperson reflex * Build rapport, because people buy from people they like and trust * Prepare for and structure a winning sales call * Stop presenting and start dialoguing with buyers * Make time in your calendar for business development activities * And much more Packed with examples and anecdotes, New Sales. Simplified. balances a blunt (and often funny) look at what most salespeople and executives do wrong with an easy-to-follow plan for ramping up new business starting today.
 

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User Review  - capiam1234 - LibraryThing

Probably the best sales book I've read this year. Everyone struggles with new business and Mike explains why and how to resolve the issue. Everyone in sales should pick this one up. Read full review

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

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About the author (2012)

MIKE WEINBERG is a top-performing sales hunter, sales executive, and founder and president of The New Sales Coach, a consultancy specializing in new business development sales strategies.

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