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New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development Paperback – September 4, 2012

4.8 out of 5 stars 292 customer reviews

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  • New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
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  • Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling
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  • Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling
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Editorial Reviews

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

Book Description

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.

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Product Details

  • Paperback: 220 pages
  • Publisher: AMACOM (September 4, 2012)
  • Language: English
  • ISBN-10: 0814431771
  • ISBN-13: 978-0814431771
  • Product Dimensions: 0.8 x 5.8 x 9.2 inches
  • Shipping Weight: 6.4 ounces (View shipping rates and policies)
  • Average Customer Review: 4.8 out of 5 stars  See all reviews (292 customer reviews)
  • Amazon Best Sellers Rank: #6,578 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

By Eric Herrenkohl on August 17, 2012
Format: Paperback Verified Purchase
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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Format: Paperback Verified Purchase
Any book that starts off with the author saying "I love sales" is certainly going to be an in-depth book on sales.

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.
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Format: Paperback Verified Purchase
Length: 2:09 Mins
Hi I’m Douglas Burdett, host of The Marketing Book Podcast and I’d like to tell you about the book "New Sales. Simplified: The Essential Handbook for Prospecting and New Business Development" by Mike Weinberg

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.
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Format: Paperback
As a 20+ year veteran of radio advertising sales, I am always looking for ways to increase my "billing"! The information that Mr. Weinberg shares in this book isn't new, it isn't a "big secret" revealed, a lot of the ideas he shares we have all heard before. But his delivery, his brutally direct and truthful discussions are spot on. We all need to be reminded of what it takes to grow our business. Whether you are a brand new rookie, or you've been in the trenches a long time, this book will help you get focused.
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