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

    By MIKE WEINBERG

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    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.
    Download eBook Link updated in 2017
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