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New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development by [Mike Weinberg]
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New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development Kindle Edition

4.7 out of 5 stars 573 ratings

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Length: 241 pages Word Wise: Enabled Enhanced Typesetting: Enabled
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Language: English
Age Level: 18 - 18 Grade Level: 13 - 13

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'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

From the Back Cover

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 sales-people 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 success-fully 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 pro-active 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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4.7 out of 5 stars
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Top international reviews

Michael
5.0 out of 5 stars Big picture view
Reviewed in the United Kingdom on 4 July 2018
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meep_meep
5.0 out of 5 stars Fantastic direct and practical advice on to plan and make sales calls
Reviewed in the United Kingdom on 15 February 2018
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Kristina
5.0 out of 5 stars Absolutely brilliant! I love every bit of this book
Reviewed in the United Kingdom on 8 May 2018
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Isla'sMum
5.0 out of 5 stars An essential read for any Company Director, Sales Manager or Salesperson!
Reviewed in the United Kingdom on 8 October 2012
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J. Palmer
5.0 out of 5 stars Forget sales 2.0. This is the real deal
Reviewed in the United Kingdom on 2 May 2018
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Connor
4.0 out of 5 stars Simply Great!
Reviewed in the United Kingdom on 24 November 2017
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W. Stimpson
5.0 out of 5 stars In sales? Read this book.
Reviewed in the United Kingdom on 17 April 2016
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Alison M
5.0 out of 5 stars Oh my goodness, this is GOLD
Reviewed in the United Kingdom on 6 August 2019
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Peter
3.0 out of 5 stars Not a bad book, but....
Reviewed in the United Kingdom on 18 October 2019
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Atlanta
5.0 out of 5 stars Great book
Reviewed in the United Kingdom on 26 March 2020
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Amazon Customer
5.0 out of 5 stars Awesome book
Reviewed in the United Kingdom on 3 December 2016
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Ana
5.0 out of 5 stars Great book
Reviewed in the United Kingdom on 3 August 2019
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Mark Dolman
5.0 out of 5 stars Good read and great advice.
Reviewed in the United Kingdom on 28 June 2018
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Jarkko Oksa
2.0 out of 5 stars Essentials Don't Differentiate You
Reviewed in the United Kingdom on 3 November 2017
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GT
5.0 out of 5 stars Sell me this pen!
Reviewed in the United Kingdom on 30 October 2014
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