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

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
• make time in your calendar for business development activities.