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

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Overview

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”

• ...

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More About This Book

Overview

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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Editorial Reviews

From the Publisher

“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

"New Sales Simplified is the sort of book that savvy sales directors should be reading and taking notes from.” -- Bright Carbon blog

"Weinberg delivers solid framework for selling success; offering up equal doses of the three key components the WHAT, the WHY, and the HOW." --SellBetter.ca

“…I’ll flat out tell you: this is one of the best sales books I’ve ever read...written by a top-tier Professional salesman/trainer…”—SellingFearlessly Blog

"This book is right on time, and has arrived to fill a much needed, back to basics approach for building new business.” --Carousel Sales Blog

"The author bolsters his timeless wisdom with humor and interesting anecdotes that illustrate the concepts in action in real world sales situations.” --BlogBusinessWorld

"Weinberg provides the tools and approaches needed to select targets and seal the deal." --Jm Pawlak, Biz Books columnist

“…provides simple steps that can be used by anyone to acquire and keep new customers…an enjoyable and very helpful read." –Barbara Weltman, Big Ideas for Small Business

“…phenomenal! … get a copy, or copies for everyone on your team.”-- Art Sobczak’s Smart Calling newsletter

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Product Details

  • ISBN-13: 9780814431771
  • Publication date: 9/12/2012
  • Pages: 240
  • Sales rank: 178,021
  • Product dimensions: 5.90 (w) x 8.90 (h) x 0.60 (d)

Meet the Author

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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Read an Excerpt

Foreword

Why do salespeople fail?

Is it because they don’t have some key piece of technology?

Because they need a new and painfully esoteric sales process? Or

because they don’t spend enough time on the Internet?

Of course not. Salespeople fail when they can’t execute the fundamentals.

No matter how flashy or exciting trick plays may look on the

highlight reel, football is a game of blocking and tackling and advancing

the ball down the field. Success in any game or arena is always

about the fundamentals.

Enter, Mike Weinberg. Unlike those who would sell you the new

“new” thing, Mike will tell you the truth (even though it may sting a

little). Mike will help you to understand that acquiring new clients is

simple, but not easy.

For more than two decades, Mike has sold, managed salespeople,

coached salespeople and consulted with sales organizations. His formula

for producing new business sales success will deliver results for

every sales organization willing to do the work and employ his

approach.

New Sales. Simplified. That’s an apt title because this isn’t an academic

treatise on sales. It’s not full of theories. It’s an action-oriented

guide for salespeople, sales managers, and executives. It’s a field guide

for any person trying to help a sales team compete and win in a competitive

market.

This book will help you choose the right targets. You will learn to

build a plan to pursue those targets without giving up too early. You

will learn to use all of the weapons in your arsenal, particularly your

sales story, to prove that you are a value creator and you deserve a

place at your dream client’s table. You will learn to work a plan and to

execute it flawlessly. If you are a sales manager, this book will provide

you with the tools you need to lead your team to success.

New Sales. Simplified. It’s a book of fundamentals and timeless

truths, with proven, real-world strategies that produce sales results

every time they are employed. Most of all, it’s a book for those with

the courage to do what is necessary to win new business. And win they

will!

Winning new business isn’t easy. But there’s no reason to make it

more complicated than it has to be. This is the book I wish I had when

I started in sales. Take what Mike teaches and go make a difference!

S. Anthony Iannarino

www.thesalesblog.com

'

Excerpted from New Sales. Simplified. by Mike Weinberg. Copyright © 2103 by Mike Weinberg. Published by AMACOM Books, a division of American Management Association, New York, NY. Used with permission.

All rights reserved. http://www.amacombooks.org.

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Table of Contents

Contents

Foreword by S. Anthony Iannarino

Acknowledgments

Introduction

Chapter 1: Sales Simplified and a Dose of Blunt Truth

Chapter 2: The “Not-So-Sweet 16” Reasons Salespeople Fail at New Business Development

Chapter 3: The Company’s Responsibility for Sales Success

Chapter 4: A Simple Framework for Developing New Business

Chapter 5: Selecting Targets -- First for a Reason

Chapter 6: Our Sales Weapons: What’s in the Arsenal?

Chapter 7: Your Most Important Sales Weapon

Chapter 8: Sharpening Your Sales Story

Chapter 9: Your Friend the Phone

Chapter 10: Mentally Preparing for the Face-to-Face Sales Call

Chapter 11: Structuring Winning Sales Calls

Chapter 12: Preventing the Buyer’s Reflex Resistance to Salespeople

Chapter 13: I Thought I Was Supposed to Make a Presentation

Chapter 14: Planning and Executing the Attack

Chapter 15: Rants, Raves, and Reflections

Chapter 16: New Business Development Selling Is Not Complicated

Index

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  • Posted October 20, 2012

    Like having a one-on-one conversation with a world class sales coach

    It turns out, to be a top salesperson, you don’t have to be a pushy, drama voice-coached egomaniac with a power handshake and a Ph.D. in Powerpoint. (Thank God! Some of us actually have a chance.) “Acquiring new clients is simple, but not easy.” Author and professional sales coach Mike Weinberg explains his simple methods for hunting and closing new sales opportunities, and a not-so-sweet-sixteen list of the top reasons why people fail at it. (How many describe you?) This book is so well written, it’s like having lunch and a one-on-one conversation with a world-class sales coach! Excruciatingly practical, down-to-Earth advice from a guy who knows. No academics. No “pump you up” cheerleader sales hype. No Jedi mind tricks. Just unconventional wisdom with a dose of common sense. His template for developing a no-miss sales story is worth your time and money all by itself.

    Was this review helpful? Yes  NoThank you for your feedback.   Report this reviewThank you, this review has been flagged.
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