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Mike WEINBERG

New Sales. Simplified

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Selected by HubSpot as one of the Top 20 Sales Books of All Time 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.
Ova knjiga je trenutno nedostupna
254 štampane stranice
Prvi put objavljeno
2012
Godina izdavanja
2012
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Citati

  • Carlos Cortésje citiraoпре 3 године
    Remember the framework: Select targets. Create and deploy weapons. Plan and execute the attack. Selecting targets is first for a reason: If we’re proactively calling target accounts, the decision has already been made that we want to see them face-to-face.
  • Carlos Cortésje citiraoпре 3 године
    My resolute answer to each of those questions is no. Get the meeting. Stop overqualifying!
  • Carlos Cortésje citiraoпре 3 године
    To properly conduct the call we must know exactly why we’re calling this prospect.
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