New Sales: Simplified : the Essential Handbook for Prospecting and New Business Development

Capa
AMACOM, 2013 - 220 páginas

The lifeblood of your business is a constant flow of new accounts. . .no matter how much repeat business you get from loyal customers.

Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals.

With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.

In New Sales. Simplified., you will learn how to:

  • Identify a strategic 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
  • Prepare for and structure a winning sales call
  • Make time in your calendar for business development activities

New Sales. Simplified. is about overcoming and even preventing buyers' anti salesperson reflex by establishing trust. This book will help you choose the right targets and build a winning plan to pursue them.

Named by Hubpot as a Top 20 Sales Book of All Time, this easy-to-follow guide will remove the mystery surrounding prospecting and have you ramping up for new business.

 

Conteúdo

Sales Simplified and a Dose of Blunt Truth
1
The NotSoSweet 16 Reasons Salespeople Fail at New Business Development
11
The Companys Responsibility for Sales Success
29
A Simple Framework for Developing New Business
43
Selecting Targets First for a Reason
51
Our Sales Weapons Whats in the Arsenal?
67
Your Most Important Sales Weapon
75
Sharpening Your Sales Story
85
Mentally Preparing for the FacetoFace Sales Call
125
Structuring Winning Sales Calls
133
Preventing the Buyers Reflex Resistance to Salespeople
153
I Thought I Was Supposed to Make a Presentation
163
Planning and Executing the Attack
181
Rants Raves and Reflections
199
New Business Development Selling Is Not Complicated
209
Index
215

Your Friend the Phone
107

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Sobre o autor (2013)

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.

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