(as of Jan 15,2023 19:23:18 UTC – Details)
No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals.
With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.
In New Sales. Simplified., you will learn how to:
Identify a strategic list of genuine prospectsDraft a compelling, customer focused “sales story”Perfect the proactive telephone call to get face to face with more prospectsUse email, voicemail, and social media to your advantagePrepare for and structure a winning sales callMake time in your calendar for business development activities
New Sales. Simplified. is about overcoming and even preventing buyers’ anti salesperson reflex by establishing trust. This book will help you choose the right targets and build a winning plan to pursue them.
Named by Hubpot as a Top 20 Sales Book of All Time, this easy-to-follow guide will remove the mystery surrounding prospecting and have you ramping up for new business.
From the Publisher
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!
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 calling 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 a 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 an Amazon Bestseller and spent a year as the top-rated book in its category. A transplanted New Yorker, Mike has called St. Louis home for almost 25 years.
In sales, nothing is more important than prospecting, yet few salespeople know how to do it.
Most sales compensation plans serve underperformers better than overachievers.
Salespeople who perform as “hunters-farmers” don’t have time to develop new business.
The “new sales driver” system includes choosing the right sales targets, using the right weapon to close sales, and executing the best sales attacks.
William D. Danko, Ph.D., Emeritus Chair of Marketing, State University of New York at Albany; Coauthor of the NYT Bestseller The Millionaire Next Door
“I recognized Mike’s integrity, intelligence, and passion for growing business more than 20 years ago when he was one of my students. Fast forward, and it is clear that he has never stopped learning! In New Sales. Simplified. Mike shares his considerable real-world experience about paying attention to and expanding the top line—sales.”
Mark Hunter, The Sales Hunter, author of High-Profit Selling
New Sales. Simplified. is truly priceless. This is a book you don’t read once; it’s one you read with a highlighter and pad, taking notes on each topic. After you’ve read it and marked it up, you’ll find yourself coming back time and time again for more ideas to help you grow your sales.”
Kelley Robertson, CEO, The Robertson Training Group, and Author of Stop, Ask and Listen and The Secrets of Power Selling
“Everyone in sales is responsible for new business development. Period. End of story. But as Mike Weinberg so clearly puts it, ‘No one ever defaults to prospecting.’ If you constantly struggle to generate new business, you owe it yourself to read New Sales. Simplified. You will learn everything you need to do to stand out from the competition, get more appointments,
and close more deals. Oh, and you will have more fun doing it!”
Charles H. Green, Coauthor of The Trusted Advisor, Author of Trust-Based Selling, and CEO of Trusted Advisor Associates
“When you’ve tired of every new flavor-of-the-month sales theory and are ready to get serious about pursuing and acquiring new customers, this book is for you. Mike Weinberg tells it like it is, presents timeless sales truths, and [provides] a simple, straightforward approach to developing new business. Prepare to be entertained and energized.”
ASIN : 0814431771
Publisher : AMACOM; 51482nd edition (September 4, 2012)
Language : English
Paperback : 240 pages
ISBN-10 : 9780814431771
ISBN-13 : 978-0814431771
Item Weight : 11.6 ounces
Dimensions : 6 x 0.5 x 9.25 inches