New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
|Easy to Read||9|
|Value for money||8.3|
Packed with examples and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts.
With refreshing honesty and some much needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives and provides tips to help you achieve the opposite results. You’ll 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; build rapport; prepare for and structure a winning sales call; stop presenting to and start dialoguing with buyers; and make time in your calendar for business development activities.
Landing on HubSpot’s Top 20 Sales Books of All Time, New Sales. Simplified. is about overcoming and even preventing buyers’ anti salesperson reflex by establishing trust. The easy to follow plan will remove the mystery surrounding prospecting and have you ramping up for new business.
Why this book
This isn’t an academic treatise on sales. It’s not full of theories. It’s an action-oriented guide for salespeople, sales managers, and executives. It’s a field guide for any person trying to help a sales team compete and win in a competitive market.
This book will help you choose the right targets. You will learn to build a plan to pursue those targets without giving up too early. You will learn to use all of the weapons in your arsenal, particularly your sales story, to prove that you are a value creator and you deserve a place at your dream client’s table. You will learn to work a plan and to execute it flawlessly. If you are a sales manager, this book will provide you with the tools you need to lead your team to success.
New Sales. Simplified. It’s a book of fundamentals and timeless truths, with proven, real-world strategies that produce sales results every time they are employed. Most of all, it’s a book for those with the courage to do what is necessary to win new business. And win they will!
More about the author
His latest book, Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales., releases June 11, 2019 from HarperCollins Leadership. In her endorsement, sales guru Andrea Waltz, co-author of Go for No, says that Sales Truth is likely the first sales book that will make you gasp! Mike pulls no punches as he takes on many of the popular myths and half-truths damaging sales performance today. Anthony Iannarino summed it up well: “It is rare that a book speaks a truth so strongly and so clearly that it defines an era. Sales Truth is that book.”