Shares examples and anecdotes and offers a framework to successfully develop new business.

'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

Autorentext

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.

Klappentext

The lifeblood of your business is a constant flow of new accounts. . .no matter how much repeat business you get from loyal customers. 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.

Zusammenfassung
A must-read for sales reps, managers, and professional-services execs looking to do right by loyal customers--and profit from an influx of new accounts.

Inhalt

Contents

Foreword by S. Anthony Iannarino

Acknowledgments

Introduction

Chapter 1: Sales Simplified and a Dose of Blunt Truth

Chapter 2: The "Not-So-Sweet 16” Reasons Salespeople Fail at New Business Development

Chapter 3: The Company's Responsibility for Sales Success

Chapter 4: A Simple Framework for Developing New Business

Chapter 5: Selecting Targets -- First for a Reason

Chapter 6: Our Sales Weapons: What's in the Arsenal?

Chapter 7: Your Most Important Sales Weapon

Chapter 8: Sharpening Your Sales Story

Chapter 9: Your Friend the Phone

Chapter 10: Mentally Preparing for the Face-to-Face Sales Call

Chapter 11: Structuring Winning Sales Calls

Chapter 12: Preventing the Buyer's Reflex Resistance to Salespeople

Chapter 13: I Thought I Was Supposed to Make a Presentation

Chapter 14: Planning and Executing the Attack

Chapter 15: Rants, Raves, and Reflections

Chapter 16: New Business Development Selling Is Not Complicated

Index