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New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development Paperback – September 4, 2012
"Enlightenment Now: The Case for Reason, Science, Humanism, and Progress"
Is the world really falling apart? Is the ideal of progress obsolete? Cognitive scientist and public intellectual Steven Pinker urges us to step back from the gory headlines and prophecies of doom, and instead, follow the data: In seventy-five jaw-dropping graphs, Pinker shows that life, health, prosperity, safety, peace, knowledge, and happiness are on the rise. Learn more
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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
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.
Top customer reviews
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There is an unfortunate and costly myth alive and well in the marketing and sales world these days. It’s the notion that inbound marketing, content marketing, permission marketing, social media... are making the sales person irrelevant. Just provide great marketing content for your prospective customers, they’ll find you online and you’ll have more than enough leads to fill your pipeline, increase revenues and grow your business. But that’s a fantasy.
Sure, you want to leverage your existing relationships and attract prospective customers with content marketing. But you also need to have a proactive outbound prospecting program focused on your best targets. Don’t believe me? The HubSpot marketing automation software firm is the granddaddy of inbound marketing. Their founders wrote the book on it. Really - it’s called “Inbound Marketing.” So then why do you suppose they have an active outbound sales effort in addition to all the great inbound marketing they do? It’s because it works. And Mike Weinberg’s book “New Sales. Simplified” is so good that HubSpot uses this book to train their salespeople and even recommends the book to their agency partners like me.
In the book, Mike Weinberg explains explains the 16 reasons why salespeople fail at new business development. But he explains that there are just three essential components for establishing a successful new business development sales initiative.
It’s so... simple!
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.
And, to listen to an interview with Mike Weinberg about "New Sales. Simplified," visit MarketingBookPodcast.com.
Every sales leader should read this book because many of the problems Mike addresses in "New Sales Simplified" can't be addressed by salespeople. Mike says the single biggest obstacle to new business generation is the using of salespeople for both hunters and farmers. He is 100% right. How much time to we have our people waste doing farm work, service work, busy work. The rarest of all salespeople, those that can find and close new business end up being frustrated and we waste their real talent.
Here are the opening questions that Mr. Weinberg asks and answers: Why are there so many new theories, new books, new methodologies? Why are there so few A-players on sales teams? Why are so many companies and individual salespeople not achieving their sales goals—particularly their new business development goals? Why does the mention of the word prospecting cause even veteran salespeople to freak out or hide?
Mike raises important issues: are all sales created equal. Why do we pay the same for repeat business (order taking) than we do new business? Why do we rack and stack independent of the territory, challenges or skill it took to make those numbers? New Sales Simplified isn't only a very detailed plan about how to succeed in business development, read get new accounts and business closed, but also a sales management manifesto. Finally some sanity in the business of sales.
I won't make a long review because you need to buy and start using this book right away. If you make a living in sales or managing sales people this is possibly the most important read for you this year.
Here are some of the really good points the author makes. Great book. Glad I got it, Wish I had written it.
"The sales team’s job is to take a clear strategy and execute it to perfection in the market. Salespeople should not be making it up as they go along. Where I’m from, it’s the chief executive’s job to determine and articulate the company’s strategy"
"The hybrid hunter-farmer sales role is the model that dominates small and mid-size companies. This single issue is hurting new business development sales more than any other issue today."
"Most organizations would agree that only 10 percent to 15 percent of their sales team could be classified as true A-player hunters that can be consistently relied on to deliver new business year after year. Why do we use Hungers as farmers when we all agree there are an abundance of account managers?"
If we are not closing new deals, the problem can be identified either as:
• Poor target selection or lack of focus on selected targets
• Lame sales weapons or lack of proficiency deploying weapons
• Inadequate planning or lack of execution of the plan
ASSUMPTIONS FOR THAT MODEL TO WORK:
• The business has a clear strategy, a defined place in the market, and there is demand for its offering.
• The sales compensation plan is not working against the desired sales effort.
• The sales talent would at least qualify as “average.”
"Read this slowly: Prospective customers are not interested in what you do; they are only interested in what you can do for them. Said another way, no one cares how smart you are or how great you think your company is. They want to know what’s in it for them. No one argues this point. When I share these concepts with clients, everyone nods and agrees. But intellectual assent to the concept isn’t enough. That conviction must get carried into the sales story we use."
I could go on posting the 20 pages of notes and quotes, but I won't. Great book. NOT THEORY - BUT A COMPLETE SYSTEM AND ACTION PLAN. Note: this isn't a selling system or how to do rapport. Plenty of books on that (New Solution Selling, People Skills, SPIN Selling, on and on). This is a book on how to find, target, and book new business. Period. The book assumes that you have skills and are willing to work. If you've got those attributes this book will make money for you!