New Sales. Simplified.

The Essential Handbook for Prospecting and New Business Development

By: Mike Weinberg

Narrated by: Mike Weinberg

Length: 8 hrs and 1 min

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. Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals.

With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.

In New Sales. Simplified., you will learn how to:

• Identify a strategic 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
• Prepare for and structure a winning sales call
• Make time in your calendar for business development activities

New Sales. Simplified. is about overcoming and even preventing buyers’ anti-salesperson reflex by establishing trust. This book will help you choose the right targets and build a winning plan to pursue them.

Named by Hubpot as a Top 20 Sales Book of All Time, this easy-to-follow guide will remove the mystery surrounding prospecting and have you ramping up for new business.

©2012 Mike Weinberg (P)2020 AMACOM

Critic Reviews

"'New Sales. Simplified. is truly priceless. This is a book you don't read once; it's one you read with a highlighter and pad, taking notes on each topic. After you've read it and marked it up, you'll find yourself coming back time and time again for more ideas to help you grow your sales." (Mark Hunter, The Sales Hunter, author of High-Profit Selling)

"Mike Weinberg's coaching and the approach presented in New Sales. Simplified. have been game-changers for our firm. Our revamped sales story is getting us in front of significantly more Fortune 500 prospects, and Mike's method for conducting sales calls has changed the entire dynamic of the sales dance and helped shorten our sales cycle." (Thomas H. Lawrence, CEO, Smartlight Subrogation)

"Everyone in sales is responsible for new business development. Period. End of story. But as Mike Weinberg so clearly puts it, 'No one ever defaults to prospecting.' If you constantly struggle to generate new business, you owe it yourself to read New Sales. Simplified. You will learn everything you need to do to stand out from the competition, get more appointments, and close more deals. Oh, and you will have more fun doing it!' (Kelley Robertson, CEO, The Robertson Training Group, and author of Stop, Ask and Listen and The Secrets of Power Selling)

New sales rep

I just started a sales position for my company. I have been in the same industry for ten years doing investigations so the switch was pretty intimidating. I started reading this book and implemented “The Story” and other elements from the book, into my calls with prospects, before I even finished the book. The results have been phenomenal. Thanks to Mike for breaking my entire career into bite sized pieces and giving me the confidence to hit the phones snd even leave amazing VOICEMAILS!

Forget everything you know about sales

Humble yourself and think of this book as a solution to your method of sales

It’s Fine.

More stories and examples than anything else. Not as many ways to achieve goals on a tactical level. More likely to hear “get past the gatekeeper” and less about actually getting past them.

If you’ve never sold anything, this is a fine place to start and it will build some good habits.

If you’re already an above average performer, you might not find value in this.

Exceptional

This read was like having a secret weapon for successful sales and gaining new business. There also so many parts in the book that CALL YOU OUT. So prepare yourself to reevaluate what you say, do and think as a salesperson. This book is my new bible for work!

Amazing Prospecting Book!

I read Jeb Blount’s prospecting book- Fanatical Prospecting and it had great new ideas and I was hoping to find another great one on the same subject . This book equals or exceeds that, it turns everything you ever heard about prospecting upside down in a no BS way to motivate you and get out there and do it. I’m about to listen to it for the second time it’s that good!!

Honest and practical

I first listen to the book, the read a copy and listened again. It’s a powerful, practical book about sales. There are others with the same message, but Mike has a easy to understand method. I really love the power statement. A concise description of you business and what value you bring to your clients.
The only thing missing is a accompanied pdf with example power statement, questions to ask yourself and the headlines of the business plan. But maybe this is available online.

Must read for every sales professional & Exec

Great insights, examples and motivation. Have already seen success from reading this book. Every bit of it is useful.

Outstanding

I've read a ton of sales books and this is one of the few that truly breaks down the process of new business development from A to B to Z. If more companies applied these lessons as presented, sales cultures across the board would improve ten fold. This is a top 5 recommended book for me.

Recommedable

super practical and different from other sales approaches,and the difference surely cuts it .

Ready for a wake up call?

I have really enjoyed reading Mike’s blog so I thought it was about time to listen to his book. This book is an excellent resource as the title states to get back to the basics, stop being an account manager acting like you are busy and really focus on targeting new business.

Do yourself a favor and read or listen to this book. I will definitely be purchasing a copy to highlight and reread as I work on my power statement as well as be reminded of what I am supposed to be doing daily.

Boring

The narrator is very boring and uninspiring. He waffles on for ages and doesn’t get to the point, he doesn’t make the clear what the best sales techniques are and has lost my interest.

Just talks about himself for ages.

Fanatical Prospecting by Jeb Blount was car more useful.

"I" and "My" the most used words in this book

Gives some good ideas in the middle of the book about formulating a power statement to help you pitch to customers, including on calls. However, unfortunately the rest of the book is very basic and is largely made up of anecdotes about his success which often aren't particularly useful to the learning. Would definitely reccomend Fantical Prospecting by Jeb Blount instead.

Really insightful, great content

The only thing I now need to work out is how to get hold of all the models and worksheets mentioned in the book for improved effectiveness and productivity. Very good listen for all sales people looking for tips on self-improving

A fantastic sales book.

A fantastic sales book. He is a master. His ability to identify and coach how sales should be conducted is brilliant. I have been in sales for 20 years and I still come back to these process with my teams