New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

by Mike Weinberg, S. Anthony Iannarino (Foreword by)

Overview

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.

Product Details

ISBN-13:	9780814431771
Publisher:	AMACOM
Publication date:	09/12/2012
Edition description:	Special ed.
Pages:	240
Sales rank:	40,497
Product dimensions:	5.90(w) x 8.90(h) x 0.60(d)
Age Range:	18 Years

About the Author

MIKE WEINBERG is a top-performing sales hunter, sales executive, and founder and president of The New Sales Coach, a consultancy specializing in new business development sales strategies.

Read an Excerpt

Foreword

Why do salespeople fail?

Is it because they don’t have some key piece of technology?

Because they need a new and painfully esoteric sales process? Or

because they don’t spend enough time on the Internet?

Of course not. Salespeople fail when they can’t execute the fundamentals.

No matter how flashy or exciting trick plays may look on the highlight reel, football is a game of blocking and tackling and advancing the ball down the field. Success in any game or arena is always about the fundamentals.

Enter, Mike Weinberg. Unlike those who would sell you the new

“new” thing, Mike will tell you the truth (even though it may sting a little). Mike will help you to understand that acquiring new clients is simple, but not easy.

For more than two decades, Mike has sold, managed salespeople a coached salespeople and consulted with sales organizations. His formula for producing new business sales success will deliver results for every sales organization willing to do the work and employ his approach.

New Sales. Simplified. That’s an apt title because 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!

Winning new business isn’t easy. But there’s no reason to make it more complicated than it has to be. This is the book I wish I had when a started in sales. Take what Mike teaches and go make a difference!

S. Anthony Iannarino www.thesalesblog.com

'

Excerpted from New Sales. Simplified. by Mike Weinberg. Copyright © 2103 by Mike Weinberg. Published by AMACOM Books, a division of American Management Association, New York, NY. Used with permission.

All rights reserved. http://www.amacombooks.org.

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

Editorial Reviews

"If you manage a sales team that needs to elevate their new business performance to new heights, then do yourself and your team a favor and get a copy for everyone." —Nancy Nardin, Smart Selling Tools blog

"...this book will help salespeople improve their sales results and win new business…Go and buy Mike’s book. Read it carefully, and follow Mike’s action plan.” —Anthony Iannarino, The Sales blog

“New Sales Simplified: A Must Read!...well worth the investment in yourself.” —Mark Hunter, The Sales Hunter Blog

“…put New Sales. Simplified. in the hands of your organizations’ sales chain from the frontline salespeople up to the CEO.”—Gary Hart, SalesDuJour.com

“New Sales. Simplified. is one of those books that can change the path of your career. It is that good.” —Miles Austin, Fill the Funnel blog

"...does a great job of highlighting the responsibility of the company to ensure a successful selling environment exists." —Jim Keenan, A Sales Guy (2012)

"...offers the one thing that most other writers on selling don’t—real, honest-to-God clarity on how to become a solid, high producer in sales.” —Paul McCord, Sales and Management blog

“…packed with insights that will challenge you to reflect on your own situation and how you’ve been approaching (or not approaching) prospecting for new business.” —Don Perkins, MindMulch.net

"Weinberg is passionate and fearless about dragging people and companies firmly into prospecting for new business acquisition." —Sales Aerobics for Engineers

"You will read this book several times because it contains a wealth of practical advice that simply can’t be absorbed in one sitting." —Kelley Robertson, Fearless Selling blog

“The ideas found in [the book]…are the fundamentals that we have failed to adhere to. They are the basics that we’ve forgotten. And that is exactly why this book is so important.” —Small Business Storyteller

"New Sales Simplified is the sort of book that savvy sales directors should be reading and taking notes from.” —Bright Carbon blog

"Weinberg delivers solid framework for selling success; offering up equal doses of the three key components the WHAT, the WHY, and the HOW." —SellBetter blog

“…I’ll flat out tell you: this is one of the best sales books I’ve ever read...written by a top-tier Professional salesman/trainer…” —Selling Fearlessly blog

"This book is right on time, and has arrived to fill a much needed, back to basics approach for building new business.” —Carousel Sales blog

"The author bolsters his timeless wisdom with humor and interesting anecdotes that illustrate the concepts in action in real world sales situations.” —BlogBusinessWorld

"Weinberg provides the tools and approaches needed to select targets and seal the deal." —Jim Pawlak, Biz Books columnist

“…provides simple steps that can be used by anyone to acquire and keep new customers…an enjoyable and very helpful read." —Barbara Weltman, Big Ideas for Small Business

“…phenomenal! … get a copy, or copies for everyone on your team.” —Art Sobczak’s Smart Calling newsletter

The Best Books for Today’s Sales Professionals, Steve Caputa’s blog in Sales & Marketing Management

“Weinberg's prospecting strategy hits it out of the park.He really does reduce the process of new business development to a totally simple–-yet breathtakingly useful..." —About.com/Sales

“…what sets this book apart from all other books on sales is the passion...You’ll not only walk away fully equipped—I guarantee you will also be fully inspired.” —ViewPoint

Selected by HubSpot as one of Top 20 Sales Books of All Time

"Weinberg's template for developing a no-miss sales story is worth your time and money all by itself." —HubSpot

“If there is a new sales bible for sale reps…every new sales rep read this book before they ever made a sales call.” —A Sales Guy (2016)

“Modern classic full of Mike Weinberg’s trademark blunt talk about what you’re doing wrong now and what you need to do to build your sales...” —Andy Paul, Accelerate!

“…a blunt, yet funny approach to sales…Weinberg offers strategic, real-world examples of how to improve prospecting, calls, emails, social media, and more sales-related topics.” —Salesmate

“…irreverent page-turner…If you want a simple, step-by-step guide to finding and connecting with new clients, this book is exactly what you’re looking for.” – Propeller CRM

From the Publisher

"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