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

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

Author: Visit Amazon's Mike Weinberg Page | Language: English | ISBN: 0814431771 | Format: PDF, EPUB

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

Book Description

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.

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Paperback: 220 pages
Publisher: AMACOM (September 4, 2012)
Language: English
ISBN-10: 0814431771
ISBN-13: 978-0814431771
Product Dimensions: 9 x 5.9 x 0.7 inches
Shipping Weight: 6.4 ounces (View shipping rates and policies)

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.

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