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

Capa
AMACOM, 2013 - 220 páginas
2 Resenhas
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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. 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.

 

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LibraryThing Review

Comentário do usuário  - capiam1234 - LibraryThing

Probably the best sales book I've read this year. Everyone struggles with new business and Mike explains why and how to resolve the issue. Everyone in sales should pick this one up. Ler resenha completa

LibraryThing Review

Comentário do usuário  - donhazelwood - LibraryThing

Pretty solid book on sales techniques, especially on the basics of prospecting. Worthy read. Ler resenha completa

Conteúdo

Foreword
Acknowledgments
Introduction
Sales Simplified and a Dose of Blunt Truth
The NotSoSweet 16 Reasons Salespeople Fail at New Business Development
The Companys Responsibility for Sales Success
A Simple Framework for Developing New Business
Selecting Targets First for a Reason
Your Friend the Phone
Mentally Preparing for the FacetoFace Sales Call
Structuring Winning Sales Calls
Preventing the Buyers Reflex Resistance to Salespeople
I Thought I Was Supposed to Make a Presentation
Planning and Executing the Attack
Rants Raves and Reflections
New Business Development Selling Is Not Complicated

Our Sales Weapons Whats in the Arsenal?
Your Most Important Sales Weapon
Sharpening Your Sales Story

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Sobre o autor (2013)

MIKE WEINBERG is a top-performing sales hunter, sales executive, and founder and president of The New Sales Coach, a consultancy specializing in new business development sales strategies.

Informações bibliográficas