New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development 51482nd Edition
Author(s): Mike Weinberg (Author)
Publisher: AMACOM
Publication Date: September 4, 2012
Edition: 51482nd
Language: English
Print length: 240 pages
ISBN-10: 9780814431771
ISBN-13: 9780814431771
Book Description
No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals.
With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.
In New Sales. Simplified., you will 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
Prepare for and structure a winning sales call
Make time in your calendar for business development activities
New Sales. Simplified. is about overcoming and even preventing buyers’ anti salesperson reflex by establishing trust. This book will help you choose the right targets and build a winning plan to pursue them.
Named by Hubpot as a Top 20 Sales Book of All Time, this easy-to-follow guide will remove the mystery surrounding prospecting and have you ramping up for new business.
Editorial Reviews
Review
“The cover of “New Sales. Simplified.” boldly proclaims that the book is “the essential handbook for prospecting and new business development” and it doesn’t disappoint. If you need to hunt for new business and aren’t sure the best way to plan your attack and attack your plan, then this book is for you. 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.” — Smart Selling Tools Blog
“I strongly believe that this book will help salespeople improve their sales results and win new business.” — S. Anthony Iannarino’s Blog
“If you read this book, I have no doubt you will be a better salesperson afterward.” — Mark Hunter, TheSalesHunter.com
“Mike Weinberg takes the mystery out of prospecting for new business.
New Sales. Simplified. provides a powerful, practical, and proven framework to help salespeople 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 successfully 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
* Use email, voicemail, and social media to your advantage
* Perfect the proactive 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 lives in St. Louis, Missouri.
About the Author
MIKE WEINBERG’s passion is new business development and helping businesses and individuals improve at acquiring new customers. He 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 lives in St. Louis, Missouri.
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