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

Unabridged Audiobook

Written By: Mike Weinberg

Narrated By: Erik Synnestvedt

Publisher: Gildan Media

Date: October 2012

Duration: 6 hours 49 minutes

Summary:

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.

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  • Heath M

    Well laid out, the steps or the processes are overlooked in so many industries. Now if I can get our VP of sales to read/listen to it! Great read!