New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
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No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals.With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.In New Sales. Simplified., you will learn how to:Identify a strategic list of genuine prospectsDraft a compelling, customer focused “sales story”Perfect the proactive telephone call to get face to face with more prospectsUse email, voicemail, and social media to your advantagePrepare for and structure a winning sales callMake time in your calendar for business development activitiesNew Sales. Simplified. is about overcoming and even preventing buyers’ anti salesperson reflex by establishing trust. This book will help you choose the right targets and build a winning plan to pursue them.Named by Hubpot as a Top 20 Sales Book of All Time, this easy-to-follow guide will remove the mystery surrounding prospecting and have you ramping up for new business. Read more
Publisher : AMACOM
Publication date : September 4, 2012
Edition : 51482nd
Language : English
Print length : 240 pages
ISBN-10 : 1
ISBN-13 : 71
Item Weight : 7.4 ounces
Dimensions : 5.9 x 0.54 x 8.9 inches
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Top Amazon Reviews
I launched my career in project and program management at a cybersecurity startup. But over time, I became so customer-facing and solutions-oriented that I ended up leading our strategic accounts and sales ops. After that company, while profitable, fell apart, I found myself unexpectedly launched into a sales career at a project services and consulting firm. One of the first things they had me do was read New Sales Simplified. - and I’m so glad they did. I’m on my third read. This book completely reframed the way I think about sales. It gave me language, clarity, and hope. Hope that I could actually enjoy and thrive in this field. Not sure how long this chapter will last, but this book helped open a new door for me. Grateful for that. Thank you, Mike! — Ian Kraemer
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Reviewed in the United States on April 17, 2025 by That Gen Z Homemaker | Grace Kraemer That Gen Z Homemaker | Grace Kraemer
I’m having trouble figuring out the best way to tackle authentically selling my consulting services and this book clarified everything for me! I have a new framework for reworking my website copy, and the power statement is the ultimate compass for my company’s messaging beyond standard branding. LOVE THIS BOOK! Have already recommended it to friends and I am sure I will be referring to it going forward!
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Reviewed in the United States on May 4, 2025 by Felicia G.
Can't say enough great things about this book. Cover to cover this book has value. I took over 20 pages of notes and am reworking not only my sales processes based on this material but those of my team. Every sales leader should read this book because many of the problems Mike addresses in "New Sales Simplified" can't be addressed by salespeople. Mike says the single biggest obstacle to new business generation is the using of salespeople for both hunters and farmers. He is 100% right. How much time to we have our people waste doing farm work, service work, busy work. The rarest of all salespeople, those that can find and close new business end up being frustrated and we waste their real talent. Here are the opening questions that Mr. Weinberg asks and answers: Why are there so many new theories, new books, new methodologies? Why are there so few A-players on sales teams? Why are so many companies and individual salespeople not achieving their sales goals—particularly their new business development goals? Why does the mention of the word prospecting cause even veteran salespeople to freak out or hide? Mike raises important issues: are all sales created equal. Why do we pay the same for repeat business (order taking) than we do new business? Why do we rack and stack independent of the territory, challenges or skill it took to make those numbers? New Sales Simplified isn't only a very detailed plan about how to succeed in business development, read get new accounts and business closed, but also a sales management manifesto. Finally some sanity in the business of sales. I won't make a long review because you need to buy and start using this book right away. If you make a living in sales or managing sales people this is possibly the most important read for you this year. Here are some of the really good points the author makes. Great book. Glad I got it, Wish I had written it. "The sales team’s job is to take a clear strategy and execute it to perfection in the market. Salespeople should not be making it up as they go along. Where I’m from, it’s the chief executive’s job to determine and articulate the company’s strategy" "The hybrid hunter-farmer sales role is the model that dominates small and mid-size companies. This single issue is hurting new business development sales more than any other issue today." "Most organizations would agree that only 10 percent to 15 percent of their sales team could be classified as true A-player hunters that can be consistently relied on to deliver new business year after year. Why do we use Hungers as farmers when we all agree there are an abundance of account managers?" If we are not closing new deals, the problem can be identified either as: • Poor target selection or lack of focus on selected targets • Lame sales weapons or lack of proficiency deploying weapons • Inadequate planning or lack of execution of the plan ASSUMPTIONS FOR THAT MODEL TO WORK: • The business has a clear strategy, a defined place in the market, and there is demand for its offering. • The sales compensation plan is not working against the desired sales effort. • The sales talent would at least qualify as “average.” "Read this slowly: Prospective customers are not interested in what you do; they are only interested in what you can do for them. Said another way, no one cares how smart you are or how great you think your company is. They want to know what’s in it for them. No one argues this point. When I share these concepts with clients, everyone nods and agrees. But intellectual assent to the concept isn’t enough. That conviction must get carried into the sales story we use." I could go on posting the 20 pages of notes and quotes, but I won't. Great book. NOT THEORY - BUT A COMPLETE SYSTEM AND ACTION PLAN. Note: this isn't a selling system or how to do rapport. Plenty of books on that (New Solution Selling, People Skills, SPIN Selling, on and on). This is a book on how to find, target, and book new business. Period. The book assumes that you have skills and are willing to work. If you've got those attributes this book will make money for you!
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Reviewed in the United States on January 11, 2013 by Amazon Customer
Book seems to be a good primer. I think its worth the price
Reviewed in the United States on October 8, 2024 by Lestearce
Do you want to grow revenue? Then you'll need to close new business. If your reps aren't bringing in enough new business, it could be that they forgot, or never knew how to develop new business. In his hot-off-the press book , "New Sales. Simplified." Mike Weinberg puts forth an interesting proposition as to the underlying causes. In fact, he offers a "not-so-sweet 16" top reasons why reps fail at new business development. There is one reason as to why so few reps know how to hunt for new business, however, that I find to be the most intriguing. Mike contends that because many of today's sales reps began their career during times of economic prosperity. They simply never had to learn how. During the whole of the `90s and between 2002-2007 most sales organizations benefited from high demand for their products and services. Salespeople could get away with being reactive. Of course, we're dealing with a very different environment today. Reps must proactively hunt for new business. Hunting takes certain skill sets and certain personality types. Reps who are great at relationship management, customer service, problem solving, and client retention are not necessarily successful hunters. That's why they are referred to as "farmers." Farming is equivalent to account management and it requires a service mentality. While both hunters and farmers are always needed, and both new accounts and current accounts are important, if you want to grow revenue in today's environment you'll need a large army of well-trained hunters and a smaller contingent of farmers. And that's where "New Sales. Simplified." comes in. After his ten-year run as a successful sales hunter Mike spent the next ten years and fifty client engagements developing, road-testing, revising and refining his New Sales Driver framework comprised of 3 essential components: 1. Select targets 2. Create and deploy weapons 3. Plan and execute the attack In "New Sales. Simplified." he goes into specific details on how to accomplish each task. To start with, you must ask an essential two-part question: Where is the business going to come from and who should I pursue? Launching an attack without a clear vision of your target is not a good strategy. Mike makes a very important point about the process of selecting target accounts. It is a rare opportunity to be strategic. He states "It's surprising how often senior executives or even first-line sales managers take for granted that their people are working the right accounts. Choosing our target accounts, which effectively also means how we should be investing our time, is one of the few truly strategic things we do in sales." It is not enough, he points out, to collect a pile of folders, trade publications, local business lists, and printouts from various databases. Instead, Reps need to create a real, workable, list based on analysis and a well-reasoned thought process. Mike explains exactly how to do this in "New Sales. Simplified." Once you have your targeted list, you can move on to step two which is to consider what's in your arsenal. Mike offers suggestions on many weapons including social media, email, digital marketing, and content. The most important weapons, however, are the sales story, and the sales call. The chapter on creating and delivering a powerful sales story, alone, is worth the price of the book. Mike delivers something else that many sales books lack...hard-hitting advice that may seem contrarian. For instance, when it comes to calling into an account to score an appointment, Mike advises to "Stop overqualifying!" He goes on to explain his view, "If we're proactively calling target accounts, the decision has already been made that we want to see them face-to-face." It is a targeted account for a reason. Get the meeting. Then prepare yourself properly to conduct the most successful meeting possible. Mike's advice also shines in this area. He reveals great techniques for structuring the call, delivering the power statement, and asking questions designed for specific objectives. The cover of "New Sales. Simplified." boldly proclaims that the book is "the essential handbook for prospecting and new business development" and it doesn't disappoint. If you need to hunt for new business and aren't sure the best way to plan your attack and attack your plan, then this book is for you. If you manage a sales team that needs to elevate their new business performance to new heights, then do yourself and your team a favor and get a copy for everyone.
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Reviewed in the United States on September 9, 2012 by Nancy Nardin