New Sales. Simplified.
The Essential Handbook for Prospecting and New Business Development
Author: Mike Weinberg
Pub Date: September 2012
Print Edition: $17.95
Print ISBN: 9780814431771
Format: Paper or Softback
e-Book ISBN: 9780814431788
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In sales, there’s no such thing as forever. You need new customers
and new business—all the time.
In sales, there’s no such thing as forever. You need new customers and new business—all the time.
Selected by HubSpot as one of 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.
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.
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