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

Weinberg, Mike

Softcover

ISBN 10: 0814431771 ISBN 13: 9780814431771

Publisher: AMACOM, 2018

Synopsis

Landing on HubSpot's Top 20 Sales Books of All Time, New Sales. Simplified. is a must-read for sales reps, managers, and professional-services execs looking to blend loyal customers with a constant flow of new accounts. Packed with examples and anecdotes, the book offers a proven formula for prospecting, developing, and closing deals.

About this title

Review

"If you manage a sales team that needs to elevate their new business performance to new heights, then do yourself and your team a favor and get a copy for everyone." --Nancy Nardin, Smart Selling Tools blog

..".this book will help salespeople improve their sales results and win new business...Go and buy Mike's book. Read it carefully, and follow Mike's action plan." --Anthony Iannarino, The Sales blog

"New Sales Simplified: A Must Read!...well worth the investment in yourself." --Mark Hunter, The Sales Hunter Blog

..".put New Sales. Simplified. in the hands of your organizations' sales chain from the frontline salespeople up to the CEO."--Gary Hart, SalesDuJour.com

"New Sales. Simplified. is one of those books that can change the path of your career. It is that good." --Miles Austin, Fill the Funnel blog

..".offers the one thing that most other writers on selling don't--real, honest-to-God clarity on how to become a solid, high producer in sales." --Paul McCord, Sales and Management blog

..".packed with insights that will challenge you to reflect on your own situation and how you've been approaching (or not approaching) prospecting for new business." --Don Perkins, MindMulch.net

"Weinberg is passionate and fearless about dragging people and companies firmly into prospecting for new business acquisition." --Sales Aerobics for Engineers

"You will read this book several times because it contains a wealth of practical advice that simply can't be absorbed in one sitting." --Kelley Robertson, Fearless Selling blog

"The ideas found in [the book]...are the fundamentals that we have failed to adhere to. They are the basics that we've forgotten. And that is exactly why this book is so important." --Small Business Storyteller

From the Back Cover

Advance Praise for New Sales. Simplified.

"Mike Weinberg takes the mystery out of prospecting for new business. New Sales. Simplified. provides a powerful, practical, and proven framework to help sales-people successfully convert today's crazy-busy prospects into new customers."

-- Jill Konrath, author of SNAP Selling and Selling to Big Companies

"If you are responsible for new business, either as a manager or sales pro, you must not only read, but USE New Sales. Simplified. This field-tested guidebook shows exactly how to proactively go after and win the sales that you want."

-- Art Sobczak, author of Smart Calling

New Sales. Simplified. will help anyone in sales become more effective at his or her most important responsibility--acquiring new customers. Packed with examples and anecdotes, the book offers an easy-to-follow framework to success-fully develop new business, and takes a blunt, often funny look at what you may be doing wrong when planning and executing your sales attack. You'll learn how to:

Draft a compelling, customer-focused "sales story"

- Identify a strategic, finite, workable list of genuine prospects

- Prepare for and structure a winning sales call

- Overcome--even prevent--every buyer's anti-salesperson reflex

- Use email, voicemail, and social media to your advantage

- Perfect the pro-active telephone call to get face-to-face with more prospects

- Come across as a value creator and problem solver

- Stop presenting and start dialoguing with buyers

- Make time in your calendar for business development activities.

In sales, there's no such thing as forever. You need new customers and new business --all the time. Refreshingly honest, New Sales. Simplified. removes the mystery surrounding prospecting for new business.

MIKE WEINBERG is a top-performing sales hunter, sales executive, and founder and President of The New Sales Coach. He speaks, consults, and coaches on new business development sales strategies. A native New Yorker, Mike Weinberg lives in St. Louis, Missouri.

About this edition

• Publisher: AMACOM
• Publication date: 2018
• ISBN 10: 0814431771
• ISBN 13: 9780814431771
• Binding: Paperback
• Number of pages: 240