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
"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)
Yes - the no nonsense style cuts right to the chase with the basic formula for sales development.
Yes - I am always trying to grow my business and this style of writing is an easy format for retention.
I believe so - this was my first audio book
If the new follow up book included the technology that is prevalent in today's sales world it would be fantastic.
Mike has a great way of simply explaining the sales process. His approach is honest and refreshing. If you are new in sales or if you have been selling for 20 years this book will definitely benefit you!
This book is great for those who are trying to get revved up for a Sales Hunter role or need a boost to rebuild their New Business Development skills.
Mike provides great frameworks and tools to help you become a better sales hunter.
Having heard Mike's second book before this one, I can say that I was disappointed by Erik's rendering.
I listened to this book while driving to and from work each day.. I took me about a week.
I wish Mike had some of the details from the book in PDF format on his website so that I could refer to them in my work.
I read this book every year! Mike Weinberg reminds sales professionals of what we should be doing daily. We should be grinding day in and day out. if you implement the tips given in this book I guarantee you'll increase sales!
Much of the author's selling approach is relevant. Major advances (including the power of LinkedIn) aren't in author's repertoire.
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.
Mike's personal story and experiences as he progressed through his career.
First time - his voice and tone were very pleasant.
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!.
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.
Yes. The strategies need to be emphasized frequently.
Great presentation of the plan required for superior new business sales performance.
Nothing revolutionary or tricky about this book - a sound, fundamental approach to B2B selling. He's big into "proactive outreach" (cold-calling) and defends it. I liked the focus on creating an annual Selling Business Plan, for getting more focus on how to sell for the upcoming year. If you've read a million sales books, this won't likely add anything to your skill set, but if you're starting off, I feel this is a pretty good primer.
Yes, just recommended it to 8 small business people, for those who have been going along OK in business but now need to really focus on new markets/ new sales, this is your book.
The real world examples around each chapter discussed
Tone, like you were in the room, with some one sharing their story and experiences!
Purchase This Book
Mike Weinberg's "Presentation" story & the outline he provides for the sales story. It is great.
Has a voice for audio books.
Took 3 "sittings".
This book is the best I have purchased in a while. This is the book to get if you need new sales---who doesn't?
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