Cover -- More Praise for New Sales. Simplified. -- Title -- Copyright -- Dedication -- CONTENTS -- Foreword -- Acknowledgments -- Introduction -- CHAPTER 1: Sales Simplified and a Dose of Blunt Truth -- The Groundwork for a Simple Sales Model -- Why All the Craziness and Fear About Prospecting? -- So Many Salespeople Are Struggling: What Happened? -- Confusion Reigns: Sales 2.0 and the Projected Death of Prospecting -- Where Did All the Sales Mentors Go? -- CHAPTER 2: The "Not-So-Sweet 16" Reasons Salespeople Fail at New Business Development -- They Haven't Had To or Don't Know How -- They Are Always Waiting (on the Company) -- They Are "Prisoners of Hope" -- They Can't "Tell the Story" -- They Have Awful Target Account Selection and a Lack of Focus -- They Are "Late to the Party" -- They Have a Negative Attitude and Pessimistic Outlook -- They Are Guilty of a Fake or Pitiful Phone Effort -- They Are Not Likable, Don't Adapt Their Style, and Have Low EQ -- They Can't Conduct an Effective Sales Call -- They Love to Babysit Their Existing Accounts -- They Are Busy Being Good Corporate Citizens -- They Don't Own Their Own Sales Process -- They Don't Use and Protect Their Calendar -- They Stopped Learning and Growing -- Honestly, They Are Not Built for It -- CHAPTER 3: The Company's Responsibility for Sales Success -- Why Sales Coaching Develops into Consulting -- Sales Follows Strategy: Mr. CEO, Please Do Your Job So I Can Do Mine! -- A Low View of Sales: Dumping Garbage on the Sales Manager's Desk -- Heavy Service Burden and the Hybrid Hunter-Farmer Sales Role -- Illogical and Unhelpful Compensation Plans -- Mistrust, Micromanagement, and Treating the Sales Team Like Children -- CHAPTER 4: A Simple Framework for Developing New Business -- Born Out of Failure -- Documented Out of Necessity -- The Simplest of Models -- A Bold Declaration.

CHAPTER 5: Selecting Targets: First for a Reason -- Selecting Target Accounts Is a Rare Opportunity to Be Strategic -- Your Target List Must Be Finite, Focused, Written, and Workable -- Segmenting Your Existing Accounts -- Preparing for Target Selection: The Who and Why Questions -- Making the Most of Referral and Indirect Selling -- Resources for Identifying Targets -- Pursuing Your Dream Targets -- Targeting Contacts Higher in the Customer Organization -- Questions for Reflection -- CHAPTER 6: Our Sales Weapons: What's in the Arsenal? -- Marshaling the Weapons in Your Arsenal -- Questions for Reflection -- CHAPTER 7: Your Most Important Sales Weapon -- Most Companies, Executives, and Salespeople Don't Have an Effective Story -- Your Sales Story Is Not About You -- Telling the Story Is a Lost Art: Whatever Happened to Puffery? -- Differentiation and Justifying Premium Pricing -- A Great Story Produces Confidence and Pride -- Questions for Reflection -- CHAPTER 8: Sharpening Your Sales Story -- Our Story Must Pass the "So What?" Test -- Three Critical Building Blocks for a Compelling Story -- Why Lead with Client Issues? -- Drafting the Power Statement -- A Couple of Sample Power Statements -- The Sales Story Exercise -- What We Can Do Now -- The Commodity Antidote -- Questions for Reflection -- CHAPTER 9: Your Friend the Phone -- Erase the Tapes in Your Mind and Let's Start Over -- Your Mindset Matters -- Our Voice Tone and Approach Matters, Too -- Script or No Script? -- Why Are We Calling? Laser Focus on the Objective -- Stop Overqualifying -- Favorite Introductory Phrases for a Great Start -- Crafting Your Telephone Mini Power Statement -- For the Inside Rep: Build a Bridge -- Ask for the Meeting, Ask Again, and Once More -- Three Magic Words -- Winning with Voice Mail -- Questions for Reflection.

CHAPTER 10: Mentally Preparing for the Face-to-Face Sales Call -- It's Your Call -- You Need a Plan -- Avoid Defaulting to the Buyer's Process -- Bring a Pad and Pen -- Please Leave the Projector at Home -- God Gave You Two Ears and One Mouth -- Selling from the Same Side of the Table -- Questions for Reflection -- CHAPTER 11: Structuring Winning Sales Calls -- The Phases of a Winning Sales Call -- Build Rapport and Identify the Buyer's Style -- Share Your Agenda and Set Up the Call -- Clean Up Their Issues -- Deliver the Power Statement -- Ask Probing Questions: Discovery -- Sell -- Determine Fit and Seek Out Objections -- Define and Schedule the Next Step -- Questions for Reflection -- CHAPTER 12: Preventing the Buyer's Reflex Resistance to Salespeople -- It's Not Your Fault, but It Is Your Problem -- Shaping How the Customer Perceives You -- Preventing and Minimizing the Buyer's Resistance -- Questions for Reflection -- CHAPTER 13: I Thought I Was Supposed to Make a Presentation -- Why I Hate the Word Presentation -- Redeeming the PowerPoint Presentation -- Discovery Must Precede Presentation, So Insist on a Meeting -- When the Prospect Will Not Meet with You Before the Presentation -- Break the Mold to Set Yourself Apart -- CHAPTER 14: Planning and Executing the Attack -- No One Defaults to Prospecting Mode -- Time Blocking -- The Math Works -- Work the Math -- Writing Your Individual Business Plan -- Preplanning Travel: Why Southwest Airlines Is My Sales Force One -- A Balanced Effort Produces a Balanced Pipeline -- Questions for Reflection -- CHAPTER 15: Rants, Raves, and Reflections -- Manners Matter -- Attitude Is Contagious -- Your Appearance and Image Send a Message -- Go After the Giant Competitor and Play to Win -- Winners Get in the Office Early and in the Deal Early -- Take Real Vacations and Stay Off the Grid.

Team Selling: Make the Most of Your Resources -- Beware Who Is Telling You Not to Prospect -- CHAPTER 16: New Business Development Selling Is Not Complicated -- There Is No Magic Bullet -- New Sales Success Results from Executing the Basics Well -- Index.

Close more deals every day. Each page of this sales essential is packed with examples, anecdotes, and proven formulas to do exactly that. Packed with examples and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives and provides tips to help you achieve the opposite results. You'll 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; build rapport; prepare for and structure a winning sales call; stop presenting to and start dialoguing with buyers; and make time in your calendar for business development activities. Landing on HubSpot's Top 20 Sales Books of All Time, New Sales. Simplified. is about overcoming--and even preventing--buyers' anti-salesperson reflex by establishing trust. The easy-to-follow plan will remove the mystery surrounding prospecting and have you ramping up for new business.

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Electronic reproduction. Ann Arbor, Michigan : ProQuest Ebook Central, 2021. Available via World Wide Web. Access may be limited to ProQuest Ebook Central affiliated libraries.