New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development Audiobook | Mike Weinberg | Audible.com
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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

4.2 (32 )
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Performance
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  •  
    Mary United States 07-31-13
    Mary United States 07-31-13
    HELPFUL VOTES
    5
    ratings
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    2
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    Performance
    Story
    "This would of worked in the 90's"
    This book wasn’t for you, but who do you think might enjoy it more?

    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.


    Any additional comments?

    The narrator is so annoying that it is painful to try and finnish the book.

    5 of 7 people found this review helpful
  •  
    Micah Frisco, TX, United States 04-11-13
    Micah Frisco, TX, United States 04-11-13
    HELPFUL VOTES
    1
    ratings
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    1
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    Story
    "Great book if you can get past the narrarator."
    Would you recommend this audiobook to a friend? If so, why?

    No, I would not reccoment the audiobook.
    Yes, I would recommend reading the book as the content is excellent.


    What did you like best about this story?

    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..


    What didn’t you like about Erik Synnestvedt’s performance?

    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.


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

    Because of the narrarator, my extreme reaction was almost falling asleep at the wheel several different times.


    Any additional comments?

    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.

    1 of 1 people found this review helpful
  •  
    Kenneth ELLICOTT CITY, MD, United States 03-13-14
    Kenneth ELLICOTT CITY, MD, United States 03-13-14 Member Since 2013
    ratings
    REVIEWS
    8
    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 0 people found this review helpful
  •  
    Lee Boca Raton, FL, United States 02-26-14
    Lee Boca Raton, FL, United States 02-26-14
    ratings
    REVIEWS
    9
    1
    Overall
    Performance
    Story
    "Finally a no-nonsense sales book"
    Would you recommend this audiobook to a friend? If so, why?

    Yes. Mike Weinberg makes it easy to begin again as a salesperson-with a simple, easy to achieve framework.


    What other book might you compare New Sales. Simplified. to and why?

    SNAP selling, Smart Calling


    What about Erik Synnestvedt’s performance did you like?

    He delivered Mike's words well and kept you focused on the message


    0 of 0 people found this review helpful
  •  
    Tim Birmingham, AL, United States 02-01-14
    Tim Birmingham, AL, United States 02-01-14 Member Since 2012
    ratings
    REVIEWS
    2
    1
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    Performance
    Story
    "Best Resource Available for New Logo Salespeople"
    Would you listen to New Sales. Simplified. again? Why?

    Yes. The strategies need to be emphasized frequently.


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

    No.


    Was this a book you wanted to listen to all in one sitting?

    No.


    Any additional comments?

    Great presentation of the plan required for superior new business sales performance.

    0 of 0 people found this review helpful
  •  
    Brendan Waukegan, IL, United States 12-24-13
    Brendan Waukegan, IL, United States 12-24-13 Member Since 2011
    HELPFUL VOTES
    26
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    9
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    "Solid"

    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.

    0 of 0 people found this review helpful
  •  
    Nelson CENTENNIAL, CO, United States 12-01-13
    Nelson CENTENNIAL, CO, United States 12-01-13
    ratings
    REVIEWS
    1
    1
    Overall
    Performance
    Story
    "Good material for prospecting & sales process"
    Would you listen to New Sales. Simplified. again? Why?

    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.


    What other book might you compare New Sales. Simplified. to and why?

    Tom Hopkins and Jefferey Gitomer type books. Technique focused, not necessarily principle focus.


    What three words best describe Erik Synnestvedt’s voice?

    Grating. Nasal. Gutteral.


    Was this a book you wanted to listen to all in one sitting?

    No.


    Any additional comments?

    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.

    0 of 0 people found this review helpful
  •  
    Robert Colbert, OK, United States 03-25-13
    Robert Colbert, OK, United States 03-25-13 Member Since 2012
    HELPFUL VOTES
    1
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    2
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    0
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    "Fantastic Content"
    If you could sum up New Sales. Simplified. in three words, what would they be?

    Purchase This Book


    What was one of the most memorable moments of New Sales. Simplified.?

    Mike Weinberg's "Presentation" story & the outline he provides for the sales story. It is great.


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

    Has a voice for audio books.


    Was this a book you wanted to listen to all in one sitting?

    Took 3 "sittings".


    Any additional comments?

    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?

    1 of 2 people found this review helpful
  •  
    Paul Centerville, OH, United States 03-05-13
    Paul Centerville, OH, United States 03-05-13 Member Since 2010
    HELPFUL VOTES
    3
    ratings
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    5
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    "A great place to start"
    What made the experience of listening to New Sales. Simplified. the most enjoyable?

    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.


    1 of 2 people found this review helpful
  •  
    Nelson GRAIN VALLEY, MO, United States 12-31-12
    Nelson GRAIN VALLEY, MO, United States 12-31-12 Member Since 2010
    HELPFUL VOTES
    12
    ratings
    REVIEWS
    96
    15
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    0
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    "Common Sense"

    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.

    5 of 10 people found this review helpful
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