New Sales. Simplified.
The Essential Handbook for Prospecting and New Business Development
Author: Mike Weinberg
Pub Date: September 2012
Print Edition: $17.95
Print ISBN: 9780814431771
Page Count: 240
Format: Paper or Softback
e-Book ISBN: 9780814431788
Buy the book:
Why do salespeople fail?
Is it because they don’t have some key piece of technology?
Because they need a new and painfully esoteric sales process? Or
because they don’t spend enough time on the Internet?
Of course not. Salespeople fail when they can’t execute the fundamentals.
No matter how flashy or exciting trick plays may look on the
highlight reel, football is a game of blocking and tackling and advancing
the ball down the field. Success in any game or arena is always
about the fundamentals.
Enter, Mike Weinberg. Unlike those who would sell you the new
“new” thing, Mike will tell you the truth (even though it may sting a
little). Mike will help you to understand that acquiring new clients is
simple, but not easy.
For more than two decades, Mike has sold, managed salespeople,
coached salespeople and consulted with sales organizations. His formula
for producing new business sales success will deliver results for
every sales organization willing to do the work and employ his
New Sales. Simplified. That’s an apt title because this isn’t an academic
treatise on sales. It’s not full of theories. It’s an action-oriented
guide for salespeople, sales managers, and executives. It’s a field guide
for any person trying to help a sales team compete and win in a competitive
This book will help you choose the right targets. You will learn to
build a plan to pursue those targets without giving up too early. You
will learn to use all of the weapons in your arsenal, particularly your
sales story, to prove that you are a value creator and you deserve a
place at your dream client’s table. You will learn to work a plan and to
execute it flawlessly. If you are a sales manager, this book will provide
you with the tools you need to lead your team to success.
New Sales. Simplified. It’s a book of fundamentals and timeless
truths, with proven, real-world strategies that produce sales results
every time they are employed. Most of all, it’s a book for those with
the courage to do what is necessary to win new business. And win they
Winning new business isn’t easy. But there’s no reason to make it
more complicated than it has to be. This is the book I wish I had when
I started in sales. Take what Mike teaches and go make a difference!
S. Anthony Iannarino
Excerpted from New Sales. Simplified. by Mike Weinberg. Copyright © 2103 by Mike Weinberg. Published by AMACOM Books, a division of American Management Association, New York, NY. Used with permission.
All rights reserved. http://www.amacombooks.org.
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