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)
Anyone who still thinks that people want to get cold called with a sales pitch you go for it.
The book is just a rehash of every cold calling book and we all know that we do not want to get cold callings and that they no longer work.
The narrator is so annoying that it is painful to try and finnish the book.
No, I would not reccoment the audiobook.
Yes, I would recommend reading the book as the content is excellent.
The book uses Mr. Weinberg's experience as a salesman to deliver the methods and what he wanted us to know. I could relate to many of the stories and this will help me in the future..
He is monotone and desn't seem to understand the use of the puncuations very well. There was Zero excitement in his voice and delivery. I almost quit listening to it 4 or 5 different times, but becuase of the content, I didn't.
Because of the narrarator, my extreme reaction was almost falling asleep at the wheel several different times.
I wish the author would narrarate the book as they know what they want to say and how they want to say it. This clown reading it didn't seem to know the first thing about sales, business or simple reading for that matter.
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. Mike Weinberg makes it easy to begin again as a salesperson-with a simple, easy to achieve framework.
SNAP selling, Smart Calling
He delivered Mike's words well and kept you focused on the message
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. I found the book useful in helping me remember to think through the sales process in advance of the call. How to define the objectives and the customers.
Tom Hopkins and Jefferey Gitomer type books. Technique focused, not necessarily principle focus.
Grating. Nasal. Gutteral.
Good book. A bit insulting in that his way is the only way and with some types of sales it may not be totally appropriate. He is quick to dismiss CRM and yet refers to it as necessary. Outside of that I usually try to find what I can learn from a book versus what I disliked.
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?
I was recently asked to take on a sales position at my company. In some ways sales is new to me. Listened to this book gave me a good push in the right direction. I'm sure it saved me from making more than a few mistakes. Ready to listen through again.
This book lives up to the title. It is filled with common sense lessons and ideas that so many of us seem to have forgotten in the Sales 2.0 world. If you're an account manager or if you rely on inbound sales calls, this book may not be for you. But for those of us who go out into the real world and bring in new business, it's exactly what we need and it provides some much needed motivation and fresh ideas.
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