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
Page Count: 240
Format: Paper or Softback
e-Book ISBN: 9780814431788
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Advance Praise for New Sales. Simplified.
“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, author of SNAP Selling and Selling to Big Companies
“If you are responsible for new business, either as a manager or sales pro, you must not only read, but USE New Sales. Simplified. This field-tested guidebook shows exactly how to proactively go after and win the sales that you want.”
— Art Sobczak, author of Smart Calling
New Sales. Simplified. will help anyone in sales become more effective at his or her most important responsibility—acquiring new customers. Packed with examples and anecdotes, the book offers an easy-to-follow framework to successfully develop new business, and takes a blunt, often funny look at what you may be doing wrong when planning and executing your sales attack. You’ll learn how to:
Draft a compelling, customer-focused “sales story”
• Identify a strategic, finite, workable list of genuine prospects
• Prepare for and structure a winning sales call
• Overcome—even prevent—every buyer’s anti-salesperson reflex
• Use email, voicemail, and social media to your advantage
• Perfect the proactive telephone call to get face-to-face with more prospects
• Come across as a value creator and problem solver
• Stop presenting and start dialoguing with buyers
• Make time in your calendar for business development activities.
In sales, there’s no such thing as forever. You need new customers and new business —all the time. Refreshingly honest, New Sales. Simplified. removes the mystery surrounding prospecting for new business.
MIKE WEINBERG is a top-performing sales hunter, sales executive, and founder and President of The New Sales Coach. He speaks, consults, and coaches on new business development sales strategies. A native New Yorker, Mike Weinberg lives in St. Louis, Missouri.
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