New Sales. Simplified. Book Summary - New Sales. Simplified. Book explained in key points
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New Sales. Simplified. summary

Mike Weinberg

The Essential Handbook for Prospecting and New Business Development

4.3 (152 ratings)
20 mins
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    New Sales. Simplified.
    Summary of 8 key ideas

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    Check if your behavior, attitude, and attributes match those necessary for new business sales success.

    Imagine you are facing a paradoxical situation: Your relationship management is top notch! You excel at problem solving! Your customer service is superb! Your client retention is brilliant! And still, when it comes to new business, you underperform.

    In fact, there are a lot of new business salespeople who fail, even though they are great at selling. Why? Well, they all have something in common. It’s a set of behaviors, attitudes, and attributes. Here’s a questionnaire for you – let’s find out if you tick any of the boxes.

    • The first question is: Are you spending too much time waiting? When are those new marketing materials coming out? When is the new website being launched? Don’t wait for these things to happen. Be proactive with your target accounts and get out there now. And don’t ever sit back on your laurels waiting for one of your pipeline deals to close. Keep working on your list.
    • Are you able to tell your sales story effectively? 
    • Have you selected your target accounts well? 
    • Are you joining the party late when the other players have already taken the lead?
    • Also ask yourself: Are you being too pessimistic or negative? Are you not coming across well either on the phone or in person? Do you adapt to your prospect’s style? Are your sales calls effective?
    • But you also have to ask questions that pertain to your personality: Are you over-analytical, or are you fine with acting even if you don’t have all the facts and figures?
    • And finally: Can you really ride out the risk, rejection, and conflict you get on a daily basis when you are developing new business?

    To be successful, you really have to answer honestly, because this can be a great starting point to working out what you need to change.

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    What is New Sales. Simplified. about?

    New Sales. Simplified. (2012) is a guide for those charged with finding new business. It takes a look at the fundamentals and offers actionable advice and techniques to the aspiring new business salesperson.

    Who should read New Sales. Simplified.?

    • New business sales executives
    • Sales managers
    • Account managers and veteran salespeople looking to refresh their skills

    About the Author

    Mike Weinberg is a specialist in new business development and sales management. He’s not only a best-selling author, but also a consultant, coach, and speaker. Named as a Top Sales Influencer by Forbes and OpenView Labs, before setting up his consulting practice he was the top producer for three different companies.

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