New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

Category: Book
Foreword By: Iannarino, S. Anthony
By (author): Weinberg, Mike
Subject:  BUSINESS & ECONOMICS / Development / Business Development
  BUSINESS & ECONOMICS / Strategic Planning
Audience: general/trade
Publisher: AMACOM
Published: September 2012
Format: Book-paperback
Pages: 240
Size: 9.00in x 6.00in x 0.75in
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Additional Notes

From The Publisher*No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you're a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer. You'll learn how to: • Identify a strategic, finite, workable 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 • Overcome-even prevent-every buyer's anti-salesperson reflex • Build rapport, because people buy from people they like and trust • Prepare for and structure a winning sales call • Stop presenting and start dialoguing with buyers • Make time in your calendar for business development activities • And much more Packed with examples and anecdotes, New Sales. Simplified. balances a blunt (and often funny) look at what most salespeople and executives do wrong with an easy-to-follow plan for ramping up new business starting today. "
Biographical NoteMIKE 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. "