READ [EBOOK] New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
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Description for New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
Review '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 'I strongly believe that this book will help salespeople improve their sales results and win new business.' -- S. Anthony Iannarino's Blog'If you read this book, I have no doubt you will be a better salesperson afterward.' -- Mark Hunter, TheSalesHunter.com'enjoyable, understandable easy read' -- SalesDuJour.com Read more Book Description 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. Read more From the Back Cover Advance Praise for New Sales. Simplified. 'Mike Weinberg takes the mystery out of prospecting for new business. New Sales. Simplified. provides a powerful, practical, and proven framework to help sales�people successfully convert today's crazy-busy prospects into new customers.' -- Jill Konrath, author of SNAP Selling and Selling to Big Companies 'If you are responsible for new business, either as a manager or sales pro, you must not only read, but USE New Sales. Simplified. This field-tested guidebook shows exactly how to proactively go after and win the sales that you want.' -- Art Sobczak, author of Smart Calling New Sales. Simplified. will help anyone in sales become more effective at his or her most important responsibility--acquiring new customers. Packed with examples and anecdotes, the book offers an easy-to-follow framework to success�fully develop new business, and takes a blunt, often funny look at what you may be doing wrong when planning and executing your sales attack. You'll learn how to: Draft a compelling, customer-focused 'sales story' * Identify a strategic, finite, workable list of genuine prospects * Prepare for and structure a winning sales call * Overcome--even prevent--every buyer's anti-salesperson reflex * Use email, voicemail, and social media to your advantage * Perfect the pro�active telephone call to get face-to-face with more prospects * Come across as a value creator and problem solver * Stop presenting and start dialoguing with buyers * Make time in your calendar for business development activities. In sales, there's no such thing as forever. You need new customers and new business --all the time. Refreshingly honest, New Sales. Simplified. removes the mystery surrounding prospecting for new business. MIKE WEINBERG is a top-performing sales hunter, sales executive, and founder and President of The New Sales Coach. He speaks, consults, and coaches on new business development sales strategies. A native New Yorker, Mike lives in St. Louis, Missouri. Read more About the Author MIKE WEINBERG's passion is new business development and helping businesses and individuals improve at acquiring new customers. He is a top-performing sales hunter, sales executive, and founder and president of The New Sales Coach.�He speaks, consults, and coaches on new business development sales strategies. A native New Yorker, Mike lives in St. Louis, Missouri. Read more Excerpt. � Reprinted by permission. All rights reserved. Foreword 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, 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 I started in sales. Take what Mike teaches and go make a difference! S. Anthony Iannarino www.thesalesblog.com ' 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. http://www.amacombooks.org. Read more
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