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This is one of the best books I have read this year. Mike has "simplified" the process and provides the "how to" to implement new "weapons" to develop new business. I have read many books around this subject, however, Mike has nailed it by providing strategies on each step of the process. Highly recommend for any salesperson heading up business development. Thanks Mike.
This book is a brilliant treatise on new business development. I found myself violently agreeing with just about everything written. I read more than a hundred sales books each year and it is extremely unusual for an author's views to match so well with my experience - which was selling high value products and services across many industries all over the world.
I only have one (minor) disagreement with chapter 8 "your Sales Story". I maintain a strict definition on what a story is (see my other recommendation "Putting Stories to Work" by Shawn Callahan). For me a business story is a narrative, with a time and place, unexpected events, a character and it makes a business point. Mike Weinberg's company sales 'stories' are really assertions - well structured assertions but not stories.
If you need to bring in new business, this is the book. Highly recommended.
Loved it. So easy to understand and implement. Used the sales meeting structure this morning for the first time and it went really well. I'm a business owner so sales is an important part of my role, but not something I've had training in. I feel like I know what I'm doing now!
An interesting book where Mike provides a structured approach to gaining new business. The ideas within the book, if followed verbatim, would clearly lead to a strong growth in business but would have a disruptive influence on the internal organisational house keeping activities, e.g. attending meetings as the "sales rep", responding to "for your information" e-mails and reading pointless internal reports. Mike suggests, and I agree with him, that if organisations want strong new business growth, the sales team needs to be at the heart of the company's business strategy and strongly supported. A great read for all sales professionals, whether a hunter or a zoo keeper.