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New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development, by Mike Weinberg
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Selected by HubSpot as one of Top 20 Sales Books of All Time
No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you're a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer. You'll learn how to: - Identify a strategic, finite, workable 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 - Overcome--even prevent--every buyer's anti-salesperson reflex - Build rapport, because people buy from people they like and trust - Prepare for and structure a winning sales call - Stop presenting and start dialoguing with buyers - Make time in your calendar for business development activities - And much more Packed with examples and anecdotes, New Sales. Simplified. balances a blunt (and often funny) look at what most salespeople and executives do wrong with an easy-to-follow plan for ramping up new business starting today.- Sales Rank: #6341 in Books
- Published on: 2012-09-04
- Original language: English
- Number of items: 1
- Dimensions: 9.25" h x 5.75" w x .75" l, .86 pounds
- Binding: Paperback
- 220 pages
Review
"The cover of “New Sales. Simplified.” boldly proclaims that the book is “the essential handbook for prospecting and new business development” and it doesn’t disappoint. If you need to hunt for new business and aren’t sure the best way to plan your attack and attack your plan, then this book is for you. If you manage a sales team that needs to elevate their new business performance to new heights, then do yourself and your team a favor and get a copy for everyone." -- Smart Selling Tools Blog
"I strongly believe that this book will help salespeople improve their sales results and win new business." -- S. Anthony Iannarino's Blog
"If you read this book, I have no doubt you will be a better salesperson afterward." -- Mark Hunter, TheSalesHunter.com
"enjoyable, understandable easy read" -- SalesDuJour.com
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 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 lives in St. Louis, Missouri.
About the Author
MIKE WEINBERG's passion is new business development and helping businesses and individuals improve at acquiring new customers. He 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 lives in St. Louis, Missouri.
Most helpful customer reviews
34 of 35 people found the following review helpful.
Loved the book, great stories, great content, explained so you can actually implement
By Eric Herrenkohl
I loved the stories, the irreverent tone, and the honesty of this book. But what I appreciated most was that it delivered on its title - this book really does simplify what you have to do successfully acquire new customers. Here are my highlights from this book:
The Stories - Frank, the overpaid account manager, who almost screwed up a huge sale because he did not understand that a sales presentation is a dialogue not a monologue. The founder of SlimFast flying into a sales presentation on his Gulfstream and providing some billionaire-level sales wisdom to his eager sales rep. The receptionist who considered the sales manager to be her personal assistant. These and many other stories in the book made me laugh, made the author's points well, and made this an enjoyable read.
Chapter 3 - Before Weinberg gets into his system for creating better sales hunters, he points out that the CEO is supposed to set strategy for a company, not the sales force. I share his amazement at how often executives don't do this. Weinberg explains why it is so important in this chapter.
Chapter 4, page 49: Weinberg's description of the New Sales Driver is straightforward and helpful. These are three simple points for establishing a new sales initiative. I think this information is also helpful as a simple diagnostic for figuring out where your current new business sales efforts can be improved.
Chapter 5 - Selecting Targets. Many sales people aren't using target lists well (or at all), and this chapter lays out exactly how to put one together and work it. Everyone knows they should have this list, but a much smaller group of people actually put it in place and work it. Weinberg lays out a well-constructed set of steps here to develop your own workable targets. He's also got some good insights about why failing to create a well-targeted list contributes to a lack of perseverance among sales hunters.
Chapters 7 and 8 - These chapters are a fantastic, step-by-step explanation of how to construct a sales story that becomes the backbone of every communication with prospects and referral sources. These chapters alone make this book worth the price of admission. I love the quote on page 89 decrying the over-emphasized `elevator pitch': "The last time I checked, there was not a whole lot of business being transacted in elevators." The author's Sales Story system takes the elevator pitch to a whole new level. I am already thinking this through for my own business.
Chapter 9 "Your Friend the Phone" is all about the lost art of picking up the phone, connecting with prospects, and opening up new business relationships. It provides practical specifics around approach, wording, and the proper way to construct a sales script. I specifically noted Weinberg's advice on page 113 about not over qualifying.
Chapter 11 on structuring winning sales calls. This chapter also stands out because of its simple, step-by-step process, this time for how to conduct a great face-to-face sales call. Weinberg shows how the Sales Story we have just constructed pays off when you are in-person with a prospect. He's got another great story here on what not to do on face-to-face sales calls. And, on pages 139 and following the author walks us through a well-conducted sales call from beginning to end. Very useful.
Chapter 13 on Sales Presentations. This is a great discussion of what to do and definitely not to do when conducting the ubiquitous and often deadly PowerPoint presentation in a sales context. Check out the very well done sample script on page 175 and the opening objectives on page 178.
In addition, this book has brief but important discussions of time blocking (pages 183-185) and individual business planning (pages 188-191). Anyone who has ever been on commission understands that these are the steps that turn an intellectual understanding of sales into actual results. Again, these are the simple but complete steps that make great business books like this one so useful.
12 of 13 people found the following review helpful.
Focused, direct, truthful!
By Jeremy Snider, KCMO Talk Radio, Kansas City
As a 20+ year veteran of radio advertising sales, I am always looking for ways to increase my "billing"! The information that Mr. Weinberg shares in this book isn't new, it isn't a "big secret" revealed, a lot of the ideas he shares we have all heard before. But his delivery, his brutally direct and truthful discussions are spot on. We all need to be reminded of what it takes to grow our business. Whether you are a brand new rookie, or you've been in the trenches a long time, this book will help you get focused.
6 of 6 people found the following review helpful.
A Valuable Read for Anyone in Sales!
By Mark Hunter
Any book that starts off with the author saying "I love sales" is certainly going to be an in-depth book on sales.
The author Mike Weinberg doesn't disappoint, but what makes this book different is its lack of complexity. Early on in the book Mike shares his story of how he went from selling for an established company to Walmart to a new company where he was truly selling without a net.
His frankness in sharing not just this story but many more throughout the book allows the reader to connect with the author.
Yes, I was fortunate enough to be given an early copy of the book and in so doing wound up being quoted in the book for saying how this is a book you read with a highlighter in hand and a pad of paper because of the notes you'll be taking.
The methodologies Mike presents when it comes to prospecting is excellent. Early in the book he presents a list he calls "Not so Sweet 16." It's his list of 16 reasons why salespeople fail at prospecting. Reading this list alone makes the book worth the price. Better yet are the ways he shares to help you succeed at prospecting.
There is no way anyone in sales could read this book and not wind up not being a better salesperson afterward.
Thanks to Mike for demystifying the prospecting process and giving all of us the insights of his experience.
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