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

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Overview

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 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, ...

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

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Overview

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 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

• 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 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 Weinberg lives in St. Louis, Missouri.

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Editorial Reviews

From the Publisher

“…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…” --Selling Fearlessly 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

The Best Books for Today’s Sales Professionals, Steve Caputa’s blog in Sales & Marketing Management

“Weinberg's prospecting strategy hits it out of the park.He really does reduce the process of new business development to a totally simple–-yet breathtakingly useful..." --About.com/Sales

Jill Konrath
"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."
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Product Details

  • ISBN-13: 9780814431771
  • Publisher: AMACOM
  • Publication date: 9/12/2012
  • Pages: 240
  • Sales rank: 170,200
  • 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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Customer Reviews

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Sort by: Showing 1 Customer Reviews
  • 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.

    1 out of 1 people found this review helpful.

    Was this review helpful? Yes  No   Report this review
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