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Publisher's Summary

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.

©2012 Mike Weinberg (P)2017 Gildan Media LLC

Critic Reviews

"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)

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What members say

Average Customer Ratings

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  • Ryan
  • United States
  • 07-09-17

Now read by the author!

What did you love best about New Sales. Simplified.?

Tremendous book on prospecting/new business development.

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

Fanatical Prospecting

What about Mike Weinberg’s performance did you like?

He really comes across as knowing his stuff!

Any additional comments?

As a owner of the hard copy, kindle version, and first edition audible version, I just wished the updated version narrated by the author would have been offered at discount, but it didn't stop me from purchasing it (again)!

2 of 2 people found this review helpful

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Don't read if you like to make easy money

Where does New Sales. Simplified. rank among all the audiobooks you’ve listened to so far?

Top three

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

Fanatical Prospecting, or Sales EQ

Which character – as performed by Mike Weinberg – was your favorite?

n/a

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

Yes!

Any additional comments?

Mike does an incredible job of explaining the difference between sales two of my favorite line is when he shared a story "you have two ears one mouth and that is the percent you should use them when you are talking you are not learning."

1 of 1 people found this review helpful

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Great book and all you need to know about selling

Loved the book and listening to Mike Wineberg was thoroughly enjoyable. I will definitely be following the strategy and advice given here.

Recommend this to any sales person wants to excel and be successful there by enhancing their careers and making selling very enjoyable

1 of 1 people found this review helpful

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Required Reading for anyone in Sales

Mind blown! You will learn a ton if you are new to sales and be sobered up if you are experienced. It's simple. Buy the book.

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Actionable, practical, hard-won, experience shared

This is a guy who's feet are on the ground. He obviously has been there.

This is a focus on the basics. The theory behind what makes new business happen and the things to do to implement a workable strategy.

So many sales trainers want to say "sales has changed...." and it has, as the author acknowledges. Then they try to reinvent the wheel. But, people are people. Business is business and the basics don't change that fast.

This book does a great job of accepting the not-alway-pretty reality of the sales world and wresting a few really deserving babies (sales basics) from the bathwater of the old school high-pressure selling.

Really, this is just what I was looking for.

I think anyone who wants to nail the process of opening new accounts would have something to learn. I highly recommend it.

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Brilliantly simple and direct. A must read for all salespeople

Mike Weinberg does a wonderful job narrating. His insight and blunt style are a refreshing and necessary approach to defining the core factors of sales success. Highly recommended.

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Amazing Read

A must read book for every sales person , really was informative and will structured ..

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Solid solid sales training

Mike Weinberg wrote in my opinion one of the best sales books sense zig Ziglar. This has been my Bible creating a sales playbook from the ground up at a new company. If you have a question and sales turn to this book and you will find the answer.

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Terrific Read!!

Mike nailed it. It was a comprehensive guide to relational selling where you are mindful about the entire process, so that you can experience top notch success.

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Just Awesome. The Bible for B2B prospecting

Where does New Sales. Simplified. rank among all the audiobooks you’ve listened to so far?

One of the best sales books available.

What about Mike Weinberg’s performance did you like?

I have both versions and no one could ever match Mike's passion for new business development.

Any additional comments?

Every B2B salesperson needs this book and more importantly every B2B salesperson needs to implement these strategies.

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  • Amazon Customer
  • 07-21-17

honest, straight talking advice that resonates!

Great book! gets straight to business offering sound advice that once put in to action will improve both the input and output of my sales team. I managed to make substantial notes and listen to this book in two days. Both enjoyable and informative, this book comes very highly recommended from a self confessed business book junkie!

1 of 1 people found this review helpful

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  • Mark West
  • 11-17-17

SAVE YOUR MONEY DONT BUY THIS

This book is full of of old ideas that will help if your new to sales. But if you have been in sales more than 3 months or if you have ever read any other sales book then this is a waste of time. Save your money.
Not forgetting the paid for advert chapter on South West Airlines that will make you think why did I pay for this when it is just an advert.

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  • Anonymous User
  • 10-02-17

Brilliant

Absolute must if in SALES OR STARTING OUT IN SALES WORTH EVERY PENNY. AMAZING WILL BE LOOKING OUT FOR MORE BY MIKE

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  • Amazon Customer
  • 09-19-17

Great Book

This is the best book on sales. it has some hard truthsbut none the less important messages

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  • Andrew Stewart
  • 08-12-17

I cringed when Mike described the mistakes I have made

What a brilliant book on sales. I've been in sales (admittedly as a key account manager) for a long time. I'm a recent convert to the theory that you shouldn't puke on your customers (resist the temptation to deliver a boring PowerPoint) but there is a whole lot more practical advice that Mike gives, with great examples.

Thoroughly recommended for anyone who has to sell for a living. I will be buying copies for my team.

1 of 2 people found this review helpful

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  • Amazon Customer
  • 08-17-17

An amazing practical analysis of the sales process

This book wonderfully narrated by Mike goes into such clear analysis of the sales process chapter by chapter with personal stories that support his thought process. This is a must listen for any sales person no matter where they are on their journey. Listen and then listen again.

0 of 1 people found this review helpful

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  • Anonymous User
  • 10-24-17

I wouldn't recommend

honestly it was rather boring and the reading style was not very engaging. if it wasn't part of my goals to get through another audio book this month I think I would have left it to the dust.

some of the content was useful, no doubt, but I could take about 10.minutes away and be happy. rather disappointed.

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  • Ashton
  • 09-21-17

The game will never be the same again.

Mike has clearly shown us how to be better and do more in this epic piece of writing. It has changed by approach to new sales and business development.

After listening to this book, I felt compelled to go out and buy the hard copy so I could most effectively utilise all of the intricate detail and follow the roadmap to success.

I promise, I'll never do another "presentation" in my life!

Thank you Mike for such a insight and providing such guidance.