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

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9780814431771: New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
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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.

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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.

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 sales­people 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 success­fully 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 pro­active 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.

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