Description
Book SynopsisA must-read for sales reps, managers, and professional-services execs looking to do right by loyal customers--and profit from an influx of new accounts.
Trade Review'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
'In a time when too much of the sales literature is filled with hyperbole, tricks, and gimmicks, New Sales. Simplified stands out as a refreshing change. It's packed with pragmatic advice, all the result of Mike's deep experience in selling. What works in selling is sharp, disciplined execution of the basics. Every page of Mike's book reminds the reader of this and vividly demonstrates how the basics work. It's a refreshing reminder to the experienced sales professional and a critical guidebook for the new salesperson. Read it, annotate it, keep it within reach.' --Dave Brock, President, Partners in Excellence
'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
'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
'When you've tired of every new flavor-of-the-month sales theory and are ready to get serious about pursuing and acquiring new customers, this book is for you. Mike Weinberg tells it like it is, presents timeless sales truths, and [provides] a simple, straightforward approach to developing new business. Prepare to be entertained and energized.' --Charles H. Green, coauthor of The Trusted Advisor, author of Trust-Based Selling, and CEO of Trusted Advisor Associates
Table of Contents Contents
Foreword by S. Anthony Iannarino
Acknowledgments
Introduction
Chapter 1: Sales Simplified and a Dose of Blunt Truth
Chapter 2: The “Not-So-Sweet 16” Reasons Salespeople Fail at New Business Development
Chapter 3: The Company’s Responsibility for Sales Success
Chapter 4: A Simple Framework for Developing New Business
Chapter 5: Selecting Targets -- First for a Reason
Chapter 6: Our Sales Weapons: What’s in the Arsenal?
Chapter 7: Your Most Important Sales Weapon
Chapter 8: Sharpening Your Sales Story
Chapter 9: Your Friend the Phone
Chapter 10: Mentally Preparing for the Face-to-Face Sales Call
Chapter 11: Structuring Winning Sales Calls
Chapter 12: Preventing the Buyer’s Reflex Resistance to Salespeople
Chapter 13: I Thought I Was Supposed to Make a Presentation
Chapter 14: Planning and Executing the Attack
Chapter 15: Rants, Raves, and Reflections
Chapter 16: New Business Development Selling Is Not Complicated
Index
