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

Mike Weinberg

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.