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 a 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 a started in sales. Take what Mike teaches and go make a difference!
S. Anthony Iannarino www.thesalesblog.com
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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.
