Ace It!: How Sales Champions Win New Business

by Bernie Weiss, Bob Pittman (Foreword by)

Overview

Porchlight Bestseller - Business



Looking for a competitive advantage that will set you apart from your colleagues and competition and take your sales game to the next level? Learn how sales champions win new business. Learn how they Ace It!

With increased technological disruption and competitive pressure straining even the most established client relationships, generating new business revenue is more important than ever. Unfortunately, many salespeople are ill-equipped to make the vital transition from a more reactive account management style to a mindset that puts acquiring new customers at the center of their sales success.



In Ace It!, iHeartMedia New York president Bernie Weiss provides a practical and accessible ten-step approach to selling that covers the whole sales journey, from finding prospects all the way to the start of new, and hopefully long-term, client relationships.



Whether you’re a sales novice who has recently switched careers, a recent college graduate just starting a sales job, a sales veteran in need of a boost to jumpstart a plateaued career, or a sales manager looking for an accessible guide to help train new hires to produce significant new revenue quickly, Weiss’s book gives you the tools you need to sell more and sell better.



Filled with proven, real-world techniques and scripts easily applied to any real-world sales situation, Ace It! shows you how to become a new business star who consistently beats budget even in today’s challenging and fast-changing marketplace.

Product Details

ISBN-13:	9781953295538
Publisher:	BenBella Books
Publication date:	09/07/2021
Pages:	304
Product dimensions:	6.30(w) x 9.10(h) x 1.00(d)

About the Author

Bernie Weiss is President of iHeartMedia New York. Starting out selling radio advertising for a New York-based Hip Hop station, he rose quickly through the sales and sales management ranks of iHeartMedia, America’s #1 audio company, and is now overseeing some of the most prestigious radio station brands in the world. Over the course of twenty years, Bernie coached hundreds of salespeople—rookies and veterans—many of whom went on to become sales superstars and rose to leadership positions themselves. He lives in New York City.

Table of Contents

Foreword xi

Prologue xiii

Game, Set, and Match xvii

Commit

1 Are You All In? 2

Find

2 The Right Prospecting Philosophy 12

3 All Glory Comes from Daring to Begin 24

4 Creating Qualified Lead Lists 34

5 Developing Your Prospecting System 39

Connect

6 Setting Up Face-to-Face Meetings 48

7 The Three Cold-Calling Success Factors 53

8 The Moment of Truth 71

9 Maximizing Email Conversion Rates 81

10 Perfecting LinkedIn Messages 96

11 Other Ways to Get in the Door 100

12 Navigating Four Possible Call Outcomes 108

Engage

13 Meeting the Buyer for the First Time 132

14 First-Meeting Framework 145

Discover

15 Nobody Has Ever Listened Themselves Out of a Sale 158

16 Judge a Person by Their Questions Rather than Their Answers 162

Teach

17 Teach and Personalize to Connect with Buyers 176

18 Overview of First-Meeting Deck 182

Clarify

19 Walking Away With a Clearly Defined Assignment 188

20 Confirming the Assignment 199

Present

21 Creating Proposals That Convince 204

22 Proposal Meetings as Sales Dialogues 219

Ask

23 Welcome to the Kingdom of Ask 232

24 Winning in Sales Negotiations 245

Launch

25 This is Just the Start 254

Acknowledgments 261

Index 265

About the Author 277

What People are Saying About This

From the Publisher

“Over the past ten years, Bernie and his team have connected countless sponsors with our show, many of which have become long-term partners. His magic is truly understanding what our partners need while believing in our unique way of delivering. If you want to understand exactly what it takes to become the next sales superstar, this book is for you.”
—Elvis Duran, host of “Elvis Duran and the Morning Show”

“The strategies and tactics Bernie Weiss teaches in Ace It! work. If you want your sales team to improve its new business results quickly, buy this book for every salesperson in your organization.”
—Jennifer Mormile, chief business officer, Conde Nast 

“In 25 years of managing sales teams, Bernie is the greatest developer of new business I have seen. His systematic, organized and pragmatic approach can work for anyone willing to put in the time and learn it.”
—Stephen Kritzman, senior vice president of sales, Pandora Media

“This really is the only new business sales guide you’ll ever need—not only easy to understand, but even easier to implement. Any salesperson who wants to develop new business must read this book.”
—Daniel Gallivan, executive director of partnership sales, New York Yankees

“If you want to take control of your sales career, don’t just read this book. Study it, and use it. No-one can coach you on new business development better than Bernie Weiss.”
—Shetellia Riley, vice president of ad sales, Black Entertainment Television (BET)

“Whether you are new to sales or a sales veteran who needs a shot in the arm, follow the sales strategies and tactics presented in this book. Bernie shows a clear path and process to new business success.”
—Bob McCuin, EVP/chief revenue officer, Clear Channel Outdoor

“Bernie’s book offers a blueprint for everyone who wants to take their sales game to the next level. His honest and real-world look at new business sales offers many great lessons.”
—Peter Dunn, president, CBS Television Stations

Editorial Reviews

""Over the past ten years, Bernie and his team have connected countless sponsors with our show, many of which have become long-term partners. His magic is truly understanding what our partners need while believing in our unique way of delivering. If you want to understand exactly what it takes to become the next sales superstar, this book is for you."
—Elvis Duran, host of "Elvis Duran and the Morning Show"

"The strategies and tactics Bernie Weiss teaches in Ace It! work. If you want your sales team to improve its new business results quickly, buy this book for every salesperson in your organization."
—Jennifer Mormile, chief business officer, Conde Nast

"In 25 years of managing sales teams, Bernie is the greatest developer of new business I have seen. His systematic, organized and pragmatic approach can work for anyone willing to put in the time and learn it."
—Stephen Kritzman, senior vice president of sales, Pandora Media

"This really is the only new business sales guide you'll ever need—not only easy to understand, but even easier to implement. Any salesperson who wants to develop new business must read this book."
—Daniel Gallivan, executive director of partnership sales, New York Yankees

"If you want to take control of your sales career, don't just read this book. Study it, and use it. No-one can coach you on new business development better than Bernie Weiss."
—Shetellia Riley, vice president of ad sales, Black Entertainment Television (BET)

"Whether you are new to sales or a sales veteran who needs a shot in the arm, follow the sales strategies and tactics presented in this book. Bernie shows a clear path and process to new business success."
—Bob McCuin, EVP/chief revenue officer, Clear Channel Outdoor

"Bernie's book offers a blueprint for everyone who wants to take their sales game to the next level. His honest and real-world look at new business sales offers many great lessons."
—Peter Dunn, president, CBS Television Stations"

From the Publisher