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

More Praise for New Sales. Simplified.

New Sales. Simplified. is truly priceless. This is a book you dont read once; its one you read with a highlighter and pad, taking notes on each topic. After youve read it and marked it up, youll find yourself coming back time and time again for more ideas to help you grow your sales.

Mark Hunter, The Sales Hunter, author of High-Profit Selling

Mike Weinbergs coaching and the approach presented in New Sales. Simplified. have been game-changers for our firm. Our revamped sales story is getting us in front of significantly more Fortune 500 prospects, and Mikes method for conducting sales calls has changed the entire dynamic of the sales dance and helped shorten our sales cycle.

Thomas H. Lawrence, CEO, Smartlight Subrogation

Everyone in sales is responsible for new business development. Period. End of story. But as Mike Weinberg so clearly puts it, No one ever defaults to prospecting. If you constantly struggle to generate new business, you owe it yourself to read New Sales. Simplified. You will learn everything you need to do to stand out from the competition, get more appointments, and close more deals. Oh, and you will have more fun doing it!

Kelley Robertson, CEO, The Robertson Training Group, and author of Stop, Ask and Listen and The Secrets of Power Selling

In a time when too much of the sales literature is filled with hyperbole, tricks, and gimmicks, New Sales. Simplified stands out as a refreshing change. Its packed with pragmatic advice, all the result of Mikes deep experience in selling. What works in selling is sharp, disciplined execution of the basics. Every page of Mikes book reminds the reader of this and vividly demonstrates how the basics work. Its a refreshing reminder to the experienced sales professional and a critical guidebook for the new salesperson. Read it, annotate it, keep it within reach.

Dave Brock, President, Partners in Excellence

When youve tired of every new flavor-of-the-month sales theory and are ready to get serious about pursuing and acquiring new customers, this book is for you. Mike Weinberg tells it like it is, presents timeless sales truths, and [provides] a simple, straightforward approach to developing new business. Prepare to be entertained and energized.

Charles H. Green, coauthor of The Trusted Advisor, author of Trust-Based Selling, and CEO of Trusted Advisor Associates

New Sales. Simplified. captures the essence of Mike Weinbergs approach to new sales: simple, potent, and effective. We have had the good fortune of having Mike implement this formula in our businesses, and it just plain works. This book is required reading for anyone looking to improve sales quickly and dramatically.

Andy Parham, CEO, Bick Group

I recognized Mikes integrity, intelligence, and passion for growing business more than 20 years ago when he was one of my students. Fast forward, and it is clear that he has never stopped learning! In New Sales. Simplified. Mike shares his considerable real-world experience about paying attention to and expanding the top linesales.

William D. Danko, Ph.D., Emeritus Chair of Marketing, State University of New York at Albany, coauthor of the New York Times bestseller The Millionaire Next Door

Mike Weinberg has created a valuable sales resource that lives up to its name by presenting a simple, no-nonsense, step-by-step guide to developing new customers that all sales reps and sales managers should take to heart. Pick it up and read it!

Andy Paul, author of Zero-Time Selling and CEO of Zero-Time Selling, Inc.

As Mike Weinbergs consulting partner, I personally witnessed his passion and intensity for developing new business. In New Sales. Simplified. Mike has captured the magic of his simple principles. Follow this framework and you will succeed. Guaranteed! A must-read for any salesperson who desires to consistently acquire new customers.

Donnie Williams, cofounder, Sales Force One, and Senior Vice President, Sense Corp

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LIBRARY OF CONGRESS CATALOGING-IN-PUBLICATION DATA

Weinberg, Mike. New sales : simplified : the essential handbook for prospecting and new business development / by Mike Weinberg ; foreword by S. Anthony Iannarino.

p. cm. Includes index. ISBN 978-0-8144-3177-1 1. Selling. 2. Business planning. 3. New business enterprises. I. Title.

HF5438.25.W29295 2013

658.85dc23

2012017452

2013 by Mike Weinberg

All rights reserved.

Printed in the United States of America.

This publication may not be reproduced, stored in a retrieval system, or transmitted in whole or in part, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019.

The scanning, uploading, or distribution of this book via the Internet or any other means without the express permission of the publisher is illegal and punishable by law. Please purchase only authorized electronic editions of this work and do not participate in or encourage piracy of copyrighted materials, electronically or otherwise. Your support of the authors rights is appreciated.

About AMA

American Management Association (www.amanet.org) is a world leader in talent development, advancing the skills of individuals to drive business success. Our mission is to support the goals of individuals and organizations through a complete range of products and services, including classroom and virtual seminars, webcasts, webinars, podcasts, conferences, corporate and government solutions, business books, and research. AMAs approach to improving performance combines experiential learninglearning through doingwith opportunities for ongoing professional growth at every step of ones career journey.

Printing number

10 9 8 7 6 5 4 3 2 1

Dedicated to my beautiful bride Katie, my biggest fan, my best friend, and still the best proof that I can sell.

CHAPTER 1
Sales Simplified and a Dose of Blunt Truth

CHAPTER 2
The Not-So-Sweet 16 Reasons Salespeople Fail at New Business Development

CHAPTER 3
The Companys Responsibility for Sales Success

CHAPTER 4
A Simple Framework for Developing New Business

CHAPTER 5
Selecting Targets: First for a Reason

CHAPTER 6
Our Sales Weapons: Whats in the Arsenal?

CHAPTER 7
Your Most Important Sales Weapon

CHAPTER 8
Sharpening Your Sales Story

CHAPTER 9
Your Friend the Phone

CHAPTER 10
Mentally Preparing for the Face-to-Face Sales Call

CHAPTER 11
Structuring Winning Sales Calls

CHAPTER 12
Preventing the Buyers Reflex Resistance to Salespeople

CHAPTER 13
I Thought I Was Supposed to Make a Presentation