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

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 Packed with examples and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. With refreshing honesty and some much needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives and provides tips to help you achieve the opposite results. You?ll 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; build rapport; prepare for and structure a winning sales call; stop presenting to and start dialoguing with buyers; and make time in your calendar for business development activities.Landing on HubSpot?s Top 20 Sales Books of All Time, New Sales. Simplified. is about overcoming and even preventing buyers? anti salesperson reflex by establishing trust. The easy to follow plan will remove the mystery surrounding prospecting and have you ramping up for new business. Book Description Selected by HubSpot as one of the 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. 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