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

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


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Product Details

ISBN-13: 9780814431771
Publisher: AMACOM
Publication date: 09/04/2012
Pages: 240
Sales rank: 77,443
Product dimensions: 5.90(w) x 8.90(h) x 0.60(d)
Age Range: 18 Years

About the Author

Mike Weinberg loves sales! He is a consultant, coach, speaker, and bestselling author. His specialties are new business development and sales management, and he’s on a mission to simplify sales and create high-performance salespeople and sales teams. Mike is known for his blunt, practical approach and that he calls it like he sees it. He works with companies in all industries, ranging in size from a few million to many billions of dollars.

Mike was the #1 producer in three different companies before launching his consulting practice, and he has been named a Top Sales Influencer by Forbes, OpenView Labs, and several other publications. His first book, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development became a #1 Amazon Bestseller and spent a year as the #1 top-rated book in its category. A transplanted New Yorker, Mike has called St. Louis home for almost twenty-five years.

Read an Excerpt


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


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.

Table of Contents


Foreword by S. Anthony Iannarino



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


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New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development 5 out of 5 based on 0 ratings. 2 reviews.
Paul_Andrew_Smith More than 1 year ago
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.
Anonymous More than 1 year ago
If you're new or need a refresher, an easy read that will motivate you ASAP