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

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Mike Weinberg loves sales! He is a consultant, coach, speaker, and bestselling author. His specialties are new business development and sales management, and he's on a mission to simplify sales and create high-performance salespeople and sales teams. Mike is known for his practical approach and for calling it like he sees it. He works with companies in all industries, ranging in size from a few million to many billions of dollars, and has spoken and consulted on five continents.

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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.