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New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development | [Mike Weinberg]

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

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.
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Publisher's Summary

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.

©2012 Mike Weinberg (P)2012 Gildan Media LLC

What the Critics Say

"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)

What Members Say

Average Customer Rating

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Performance
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  •  
    Kenneth ELLICOTT CITY, MD, United States 03-13-14
    Kenneth ELLICOTT CITY, MD, United States 03-13-14 Member Since 2013
    ratings
    REVIEWS
    15
    1
    Overall
    Performance
    Story
    "Fantastic insight"
    Where does New Sales. Simplified. rank among all the audiobooks you’ve listened to so far?

    Among the most enjoyable and informative book I have had the pleasure to listen to. The narrative, tone, and pace kept my short attention span focused.


    What did you like best about this story?

    Mike's personal story and experiences as he progressed through his career.


    Have you listened to any of Erik Synnestvedt’s other performances before? How does this one compare?

    First time - his voice and tone were very pleasant.


    Did you have an extreme reaction to this book? Did it make you laugh or cry?

    Not really - tounge firmly in cheek - it only made we stop my car a few times so I could write a note to myself. That's why I ended up buying the book as well!.


    Any additional comments?

    Anyone who is challenged with acquiring new sales, or who are engaged in any form of new business capture/ development should listen to this book.

    0 of 1 people found this review helpful
  •  
    Ventsislav Palo Alto, CA, United States 08-05-13
    Ventsislav Palo Alto, CA, United States 08-05-13
    ratings
    REVIEWS
    3
    1
    Overall
    Performance
    Story
    "Great book for new sales professionals"
    Would you listen to New Sales. Simplified. again? Why?

    Yes! I am currently reading an electronic version of the book and creating a sales business plan as suggested in the book.


    What does Erik Synnestvedt bring to the story that you wouldn’t experience if you just read the book?

    Very likable and easy to listen to voice.


    Any additional comments?

    The books goes over the whole sales process and for someone new to sales this is invaluable. The author breaks down each step and gives specific recommendations how to prepare. The author stresses out the importance and effectiveness of new business development and cold calling, and provides a plan how to become effective at that. I would recommend the book to anyone interested in sales.

    0 of 1 people found this review helpful
  •  
    jim Janesville, WI, United States 10-07-13
    jim Janesville, WI, United States 10-07-13 Member Since 2010

    I live and work in Milwaukee Wisconsin and work as an Account Executive for Aramark Uniform Services.

    HELPFUL VOTES
    3
    ratings
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    28
    3
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    "Best B2B Sales Book and Awesome Reading"
    Would you recommend this audiobook to a friend? If so, why?

    I would recommend this audiobook to anybody who wants to be better at hunting for and getting new business accounts. It is direct, concise and relevant. By listening to the book and following through with developing a power statement on Chapter 8 and then basing your whole prospecting and presenting effort off of that you will increase your effectiveness and make more money.


    Who was your favorite character and why?

    My favorite story was the AE who told Weinberg that he didn't like to prepare for meetings and instead liked to let the meeting develop organically. Of course the prospect lead the meeting and at the end the AE didn't get the sale. I definitely have been guilty of not preparing for meetings and winding up looking like a dope too.


    Have you listened to any of Erik Synnestvedt’s other performances before? How does this one compare?

    No, I have never heard Erik Synnestvedt's reading before but I listen to a lot of audiobooks and this is a good one. His voice is clear and he speaks in a punchy manner like a coach and annunciates well enough that I could listen to the book a couple more times at triple speed and still understand every word.


    Was there a moment in the book that particularly moved you?

    I loved the section on developing my sales story and in particular the power statement. I actually ordered the paperback so I could more slowly go through his instructions for doing these (Chapter 8). It is very useful.


    Any additional comments?

    I have read a lot of sales books and most try to be everything to everybody whether they are selling retail, real estate, or telemarketing. This book is specific to building new business accounts. It is thorough, it is delivered in concise points with no apologies. This is the first sales book I have read in quite a while that really has me excited.

    0 of 2 people found this review helpful
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