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

By Mike Weinberg
Selected by HubSpot as one of the Top 20 Sales Books of All Time

No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you're a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer. You'll learn how to:

- Identify a strategic, finite, workable 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

- Overcome--even prevent--every buyer's anti-salesperson reflex

- Build rapport, because people buy from people they like and trust

- Prepare for and structure a winning sales call

- Stop presenting and start dialoguing with buyers

- Make time in your calendar for business development activities

- And much more

Packed with examples and anecdotes, New Sales. Simplified. balances a blunt (and often funny) look at what most salespeople and executives do wrong with an easy-to-follow plan for ramping up new business starting today.

..".put New Sales. Simplified. in the hands of your organizations' sales chain from the frontline salespeople up to the CEO."--Gary Hart,

"The cover of "New Sales. Simplified." boldly proclaims that the book is "the essential handbook for prospecting and new business development" and it doesn't disappoint. If you need to hunt for new business and aren't sure the best way to plan your attack and attack your plan, then this book is for you. If you manage a sales team that needs to elevate their new business performance to new heights, then do yourself and your team a favor and get a copy for everyone." -- "Smart Selling Tools Blog"
"If you manage a sales team that needs to elevate their new business performance to new heights, then do yourself and your team a favor and get a copy for everyone." —Nancy Nardin, Smart Selling Tools blog "...this book will help salespeople improve their sales results and win new business…Go and buy Mike’s book. Read it carefully, and follow Mike’s action plan.” —Anthony Iannarino, The Sales blog “New Sales Simplified: A Must Read!...well worth the investment in yourself.” —Mark Hunter, The Sales Hunter Blog “…put New Sales. Simplified. in the hands of your organizations’ sales chain from the frontline salespeople up to the CEO.” —Gary Hart, “New Sales. Simplified. is one of those books that can change the path of your career. It is that good.” —Miles Austin, Fill the Funnel blog "...does a great job of highlighting the responsibility of the company to ensure a successful selling environment exists." — Jim Keenan, A Sales Guy blog "...offers the one thing that most other writers on selling don’t—real, honest-to-God clarity on how to become a solid, high producer in sales.” —Paul McCord, Sales and Management blog “…packed with insights that will challenge you to reflect on your own situation and how you’ve been approaching (or not approaching) prospecting for new business.” —Don Perkins, "Weinberg is passionate and fearless about dragging people and companies firmly into prospecting for new business acquisition." —Sales Aerobics for Engineers "You will read this book several times because it contains a wealth of practical advice that simply can’t be absorbed in one sitting." —Kelley Robertson, Fearless Selling blog “The ideas found in [the book]…are the fundamentals that we have failed to adhere to. They are the basics that we’ve forgotten. And that is exactly why this book is so important.” —Small Business Storyteller "New Sales Simplified is the sort of book that savvy sales directors should be reading and taking notes from.” —Bright Carbon blog "Weinberg delivers solid framework for selling success; offering up equal doses of the three key components the WHAT, the WHY, and the HOW." —SellBetter blog “…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 “…what sets this book apart from all other books on sales is the passion...You’ll not only walk away fully equipped—I guarantee you will also be fully inspired.” —ViewPoint "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 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..." — “…phenomenal! … get a copy, or copies for everyone on your team.” —Art Sobczak’s Smart Calling newsletter



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ISBN: 9780814431771

About the Paperback

Publisher Amacom
Publish date 09/04/2012
Pages 220
ISBN-13 9780814431771
ISBN-10 0814431771
Language English

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