3 of 3 people found the following review helpful
Great framework. Great stories. Great insights.,
Verified Purchase(What's this?)
This review is from: New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development (Paperback)
Mike's delivered a refreshingly honest, insightful, and straightforward book about acquiring new customers. There's great advice and stories about what it really takes to develop new business. Mike will show you how to select your targets, sharpen your sales weapons, then plan and execute your attack. This book is not just for salespeople. Business leaders need to read this too.
If you are new to sales, you've just found the secret handbook. If you're a seasoned sales vet, this will help you get better. Business owners, corporate leaders, and marketers will understand the company's role in sales success and what the sales team needs to be successful. I promise you'll stop telling sales people to show up and make a "presentation" after you've read Chapter 13 (one of my favorite chapters of the book).
You'll learn how to overcome the unfortunate truth that "most companies, executives, and salespeople don't have an effective story" in Chapters 7 and 8. You will have a solid story in simple English when you apply his approach.
The bottom line is simple. Read this book with a pen and a highlighter handy. It will make you think. It will lead to action. It will make you and your business better.