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New Sales. Simplified


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Table of Contents


Foreword by S. Anthony Iannarino



Chapter 1: Sales Simplified and a Dose of Blunt Truth

Chapter 2: The "Not-So-Sweet 16" Reasons Salespeople Fail at New Business Development

Chapter 3: The Company's Responsibility for Sales Success

Chapter 4: A Simple Framework for Developing New Business

Chapter 5: Selecting Targets -- First for a Reason

Chapter 6: Our Sales Weapons: What's in the Arsenal?

Chapter 7: Your Most Important Sales Weapon

Chapter 8: Sharpening Your Sales Story

Chapter 9: Your Friend the Phone

Chapter 10: Mentally Preparing for the Face-to-Face Sales Call

Chapter 11: Structuring Winning Sales Calls

Chapter 12: Preventing the Buyer's Reflex Resistance to Salespeople

Chapter 13: I Thought I Was Supposed to Make a Presentation

Chapter 14: Planning and Executing the Attack

Chapter 15: Rants, Raves, and Reflections

Chapter 16: New Business Development Selling Is Not Complicated


About the Author

Mike Weinberg loves sales! He is a consultant, coach, speaker, and bestselling author. His specialties are new business development and sales management, and he's on a mission to simplify sales and create high-performance salespeople and sales teams. Mike is known for his blunt, practical approach and that he calls it like he sees it. He works with companies in all industries, ranging in size from a few million to many billions of dollars. Mike was the #1 producer in three different companies before launching his consulting practice, and he has been named a Top Sales Influencer by Forbes, OpenView Labs, and several other publications. His first book, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development became a #1 Amazon Bestseller and spent a year as the #1 top-rated book in its category. A transplanted New Yorker, Mike has called St. Louis home for almost twenty-five years.


'New Sales. Simplified. is truly priceless. This is a book you don't read once; it's one you read with a highlighter and pad, taking notes on each topic. After you've read it and marked it up, you'll find yourself coming back time and time again for more ideas to help you grow your sales.' --Mark Hunter, The Sales Hunter, author of High-Profit Selling
'Mike Weinberg's coaching and the approach presented in New Sales. Simplified. have been game-changers for our firm. Our revamped sales story is getting us in front of significantly more Fortune 500 prospects, and Mike's method for conducting sales calls has changed the entire dynamic of the sales dance and helped shorten our sales cycle.' --Thomas H. Lawrence, CEO, Smartlight Subrogation
'Everyone in sales is responsible for new business development. Period. End of story. But as Mike Weinberg so clearly puts it, 'No one ever defaults to prospecting.' If you constantly struggle to generate new business, you owe it yourself to read New Sales. Simplified. You will learn everything you need to do to stand out from the competition, get more appointments, and close more deals. Oh, and you will have more fun doing it!' --Kelley Robertson, CEO, The Robertson Training Group, and author of Stop, Ask and Listen and The Secrets of Power Selling
'In a time when too much of the sales literature is filled with hyperbole, tricks, and gimmicks, New Sales. Simplified stands out as a refreshing change. It's packed with pragmatic advice, all the result of Mike's deep experience in selling. What works in selling is sharp, disciplined execution of the basics. Every page of Mike's book reminds the reader of this and vividly demonstrates how the basics work. It's a refreshing reminder to the experienced sales professional and a critical guidebook for the new salesperson. Read it, annotate it, keep it within reach.' --Dave Brock, President, Partners in Excellence
'When you've tired of every new flavor-of-the-month sales theory and are ready to get serious about pursuing and acquiring new customers, this book is for you. Mike Weinberg tells it like it is, presents timeless sales truths, and [provides] a simple, straightforward approach to developing new business. Prepare to be entertained and energized.' --Charles H. Green, coauthor of The Trusted Advisor, author of Trust-Based Selling, and CEO of Trusted Advisor Associates

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