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New Sales. Simplified
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Table of Contents

Contents

Foreword by S. Anthony Iannarino

Acknowledgments

Introduction

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

Index

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.

Reviews

"New Sales Simplified: A Must Read!...well worth the investment in yourself." --Mark Hunter, The Sales Hunter Blog
"New Sales. Simplified. is one of those books that can change the path of your career. It is that good." --Miles Austin, Fill the Funnel blog
"New Sales Simplified is the sort of book that savvy sales directors should be reading and taking notes from." --Bright Carbon blog
"Weinberg delivers solid framework for selling success; offering up equal doses of the three key components the WHAT, the WHY, and the HOW." --SellBetter blog
"This book is right on time, and has arrived to fill a much needed, back to basics approach for building new business." --Carousel Sales blog
"The author bolsters his timeless wisdom with humor and interesting anecdotes that illustrate the concepts in action in real world sales situations." --BlogBusinessWorld
..".phenomenal! ... get a copy, or copies for everyone on your team." --Art Sobczak's Smart Calling newsletter
The Best Books for Today's Sales Professionals, Steve Caputa's blog in Sales & Marketing Management
..".what sets this book apart from all other books on sales is the passion...You'll not only walk away fully equipped--I guarantee you will also be fully inspired." --ViewPoint
"Weinberg's template for developing a no-miss sales story is worth your time and money all by itself." --HubSpot
"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." --Nancy Nardin, Smart Selling Tools blog
..".this book will help salespeople improve their sales results and win new business...Go and buy Mike's book. Read it carefully, and follow Mike's action plan." --Anthony Iannarino, The Sales blog
..".put New Sales. Simplified. in the hands of your organizations' sales chain from the frontline salespeople up to the CEO."--Gary Hart, SalesDuJour.com
..".offers the one thing that most other writers on selling don't--real, honest-to-God clarity on how to become a solid, high producer in sales." --Paul McCord, Sales and Management blog
..".packed with insights that will challenge you to reflect on your own situation and how you've been approaching (or not approaching) prospecting for new business." --Don Perkins, MindMulch.net
"Weinberg is passionate and fearless about dragging people and companies firmly into prospecting for new business acquisition." --Sales Aerobics for Engineers
"You will read this book several times because it contains a wealth of practical advice that simply can't be absorbed in one sitting." --Kelley Robertson, Fearless Selling blog
"The ideas found in [the book]...are the fundamentals that we have failed to adhere to. They are the basics that we've forgotten. And that is exactly why this book is so important." --Small Business Storyteller
..".I'll flat out tell you: this is one of the best sales books I've ever read...written by a top-tier Professional salesman/trainer..." --Selling Fearlessly blog
..".provides simple steps that can be used by anyone to acquire and keep new customers...an enjoyable and very helpful read." --Barbara Weltman, Big Ideas for Small Business
"Weinberg's prospecting strategy hits it out of the park.He really does reduce the process of new business development to a totally simple--yet breathtakingly useful..." --About.com/Sales
Selected by HubSpot as one of Top 20 Sales Books of All Time
..".does a great job of highlighting the responsibility of the company to ensure a successful selling environment exists." --Jim Keenan, A Sales Guy (2012)
"If there is a new sales bible for sale reps...every new sales rep read this book before they ever made a sales call." --A Sales Guy
(2016)

"Weinberg provides the tools and approaches needed to select targets and seal the deal." --Jim Pawlak, Biz Books columnist
"Modern classic full of Mike Weinberg's trademark blunt talk about what you're doing wrong now and what you need to do to build your sales..." --Andy Paul, Accelerate!
..".a blunt, yet funny approach to sales...Weinberg offers strategic, real-world examples of how to improve prospecting, calls, emails, social media, and more sales-related topics." --Salesmate
..".irreverent page-turner...If you want a simple, step-by-step guide to finding and connecting with new clients, this book is exactly what you're looking for." - Propeller CRM

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