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New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development Paperback – September 4, 2012
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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 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
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.Read more ›
The author Mike Weinberg doesn't disappoint, but what makes this book different is its lack of complexity. Early on in the book Mike shares his story of how he went from selling for an established company to Walmart to a new company where he was truly selling without a net.
His frankness in sharing not just this story but many more throughout the book allows the reader to connect with the author.
Yes, I was fortunate enough to be given an early copy of the book and in so doing wound up being quoted in the book for saying how this is a book you read with a highlighter in hand and a pad of paper because of the notes you'll be taking.
The methodologies Mike presents when it comes to prospecting is excellent. Early in the book he presents a list he calls "Not so Sweet 16." It's his list of 16 reasons why salespeople fail at prospecting. Reading this list alone makes the book worth the price. Better yet are the ways he shares to help you succeed at prospecting.
There is no way anyone in sales could read this book and not wind up not being a better salesperson afterward.
Thanks to Mike for demystifying the prospecting process and giving all of us the insights of his experience.
|Length: 2:09 Mins|
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.
Most Recent Customer Reviews
In Bus Dev for a year, or 50 years, get this book. I have been at it for years, and there are some great nuggets here and excellent ideas on old school as well as new school online... Read morePublished 1 day ago by JB
This is a must ready for anyone responsible for driving sales.Published 1 day ago by Shirley Pearson
Excellent outline to describe the process of sales. As a veteran I would recommend this on every level of expertise. Read morePublished 9 days ago by msm parent
I'm not one to contribute reviews on a regular basis but in this case, it was not an option to hold back my comments. Read morePublished 22 days ago by Joe Hutchinson
Though not necessarily geared to my type of business, I came away with seven solid action items, am optimistic that they will make a measurable improvement in our sales. Read morePublished 24 days ago by Mark Barnett
This is the best sales training books I have read. It identified my problems immediately and gave great suggestions on how to overcome my weaknesses. Read morePublished 24 days ago by Jerold Bauer
Weinberg's a good teacher and this book has a lot to offer. If you like his blogs, you'll love his book.Published 1 month ago by R. Lehrer
As a sales person, this book is so annoyingly accurate that it makes you smile and cringe at the same time. Read morePublished 1 month ago by Sean Raymond
BUY THIS BOOK NOW!!! I would give this book 10 stars if I could. After reading numerous sales books looking for a way to improve my skills, I came across New Sales. Simplified. Read morePublished 1 month ago by ChadP