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

by Weinberg, Mike
ISBN: 9780814431771
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Overview

Packed with examples and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives and provides tips to help you achieve the opposite results. You'll learn how to: identify a strategic 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; build rapport; prepare for and structure a winning sales call; stop presenting to and start dialoguing with buyers; and make time in your calendar for business development activities.Landing on HubSpot's Top 20 Sales Books of All Time, New Sales. Simplified. is about overcoming--and even preventing--buyers' anti-salesperson reflex by establishing trust. The easy-to-follow plan will remove the mystery surrounding prospecting and have you ramping up for new business.
  • Format: TradePaperback
  • Author: Weinberg, Mike
  • ISBN: 9780814431771
  • Condition: Used
  • Dimensions: 8.90 x 0.60
  • Number Of Pages: 240
  • Publication Year: 2012

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  • The process of new sales is simple: Doing what has always worked, but take action to get it done.

    Chris H. - 6 years ago

    #SummerReading In New Sales. Simplified Mike Weinberg covers the basics in no-nonsense way and no excuses. He lays out a simple formula for growing and developing your sales pipeline based on proven actions and strategies that have been the foundation of sales success for thousands of highly successful sellers. But just because it's simple, you still have to do the work and it's not always easy. I personally like to learn through fundamentals, and Mike walks you through multiple fundamental steps to be successful: Selecting targets, Developing a good sales story, Connecting with targets and being in control of your business. I've shared this book with many sales reps I've managed.

  • New Sales Simplified - for REAL.

    Shawn L. - 6 years 1 month ago

    Mike Weinberg get it! If you need clarity on how to proactively gain new business, this is the book for you. Mike is clear, concise, and very practical. No "pie in the sky" promises here. Straight forward views on the world of selling combined with solid advice on how to move forward. He does a fantastic job of setting the stage and then teaching you step by step on how to prospect for new accounts. By far one of the best business books of the decade. You will not be disappointed.