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

by Mike Weinberg (Author)

No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals.

With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.

In New Sales. Simplified., you will learn how to:

• Identify a strategic 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
• Prepare for and structure a winning sales call
• Make time in your calendar for business development activities

New Sales. Simplified. is about overcoming and even preventing buyers' anti salesperson reflex by establishing trust. This book will help you choose the right targets and build a winning plan to pursue them.

Named by Hubpot as a Top 20 Sales Book of All Time, this easy-to-follow guide will remove the mystery surrounding prospecting and have you ramping up for new business.

Back Jacket

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.

Author Biography

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.