Bernie Weiss - Ace It!

Contents

PRAISE FOR ACE IT!

Over the past ten years, Bernie and his team have connected countless sponsors with our show, many of which have become long-term partners. His magic is truly understanding what our partners need while believing in our unique way of delivering. If you want to understand exactly what it takes to become the next sales superstar, this book is for you.

Elvis Duran, host of Elvis Duran and the Morning Show

The strategies and tactics Bernie Weiss teaches in Ace It! work. If you want your sales team to improve its new business results quickly, buy this book for every salesperson in your organization.

Jennifer Mormile, chief business officer, Cond Nast

In 25 years of managing sales teams, Bernie is the greatest developer of new business I have seen. His systematic, organized and pragmatic approach can work for anyone willing to put in the time and learn it.

Stephen Kritzman, senior vice president of sales, Pandora Media

This really is the only new business sales guide youll ever neednot only easy to understand, but even easier to implement. Any salesperson who wants to develop new business must read this book.

Daniel Gallivan, executive director of partnership sales, New York Yankees

If you want to take control of your sales career, dont just read this book. Study it, and use it. No one can coach you on new business development better than Bernie Weiss.

Shetellia Riley Irving, vice president of ad sales, Black Entertainment Television (BET)

Whether you are new to sales or a sales veteran who needs a shot in the arm, follow the sales strategies and tactics presented in this book. Bernie shows a clear path and process to new business success.

Bob McCuin, EVP/chief revenue officer, Clear Channel Outdoor

ACE IT!

ACE IT!

How Sales Champions Win New Business

BERNIE WEISS

Matt Holt Books

An Imprint of BenBella Books, Inc.

Dallas, TX

This book is designed to provide accurate and authoritative information about sales. Neither the author nor the publisher is engaged in rendering legal, accounting, or other professional services by publishing this book. If any such assistance is required, the services of a qualified financial professional should be sought. The author and publisher will not be responsible for any liability, loss, or risk incurred as a result of the use and application of any information contained in this book.

Ace It! copyright 2021 by Bernie Weiss

All rights reserved. No part of this book may be used or reproduced in any manner whatsoever without written permission of the publisher, except in the case of brief quotations embodied in critical articles or reviews.

BenBella Books, Inc.

10440 N. Central Expressway

Suite 800

Dallas, TX 75231

benbellabooks.com

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BenBella is a federally registered trademark.

Matt Holt and logo are trademarks of BenBella Books.

First E-Book Edition: September 2021

Library of Congress Location Number: 2021005932

ISBN 9781953295538 (print)

ISBN 9781953295873 (ebook)

Special discounts for bulk sales are available. Please contact .

To my mother, who wrote her book. My father, who never got to write his. And my wife, who will write hers one day.

CONTENTS

T he best companies, the best sales teams, and the best salespeople dont just have one good new business month; they are able to sustain new business growth quarter after quarter and year after year. And even though technology has changed many aspects of how we sell, with more technological disruption always on the way, there will continue to be many lucrative career opportunities for salespeople willing to take responsibility for identifying and creating their own sales opportunitiesto connect the dots to develop new business. To do that, you need a systematic sales approach that is both effective and efficient. You need to stand out from the competition by positioning yourself as a true business partner who consistently creates value for your clients.

If you have been wondering how top performers produce greater new business results than their peers, this book provides the answers. Over the last ten years at iHeartMedia, I have seen firsthand that the new business sales approach Bernie Weiss is teaching works. In Ace It!, Bernie doesnt just cover sales theory; he provides a strategic roadmap for new business success, including detailed frameworks, scripts, and real-world tips that you can immediately apply in your day-to-day sales efforts.

If you are seeking a competitive advantage that will set you apart from your colleagues and competition, in Ace It! Bernie gives you the master plan.

Bob Pittman

Chairman and CEO

iHeartMedia, Inc.

I t is a cold late afternoon in March and I am walking down Manhattans Piano Row near Carnegie Hall. Piano Row was once famous for being the home to close to a dozen piano stores. Unfortunately, many have since closed.

A couple of months before, Id bought a house, and I am struggling with what to do with an empty room adjacent to the living room. Someone suggested a piano would look good there, and although I havent played since I was twelve, the idea of having a grand piano in my house that I can start playing again is appealing. So, for the first time in my life, I am in the market for a piano.

This afternoon, my plan is to stop in at two piano showrooms on Piano Row. The first one is called Faust Harrison Pianos.

The moment I enter, a well-dressed salesperson in his early thirties named Tom approaches me. Friendly, firm handshake, good eye contact, eager to help and get started, he says, Let me show you around. We have many great pianos in our showroom right now. I am sure youll find one you like.

He walks me to the first piano, a beautiful Yamaha, and I immediately realize that Tom really knows what he is talking about. He explains the name of the model, exact measurements, year it was built, where it was built, its price point, financing options, and its availability in black, brown, and even white. I am impressed. He even hands me a beautifully produced glossy Yamaha brochure before we continue to the next grand piano, a Steinway. Based on all the facts Tom is rattling off, it seems to be the better piano, and of course it is also an American heritage brand. I am intrigued, but the price is higher than what I am planning to spend.

Dont worry. We are just getting started. You dont have to be anywhere, do you? Tom asks, as he shows me a new Bsendorfer piano, famous for its intricate Austrian handcraftsmanship. As Tom is running through the specs, I am flipping through another glossy brochure, trying to figure out whats different compared to the pianos I already saw.

On we go: a Bechstein, another Yamahathis time a used onea Hoffmann, and several more.

Oh wow, its already after six. I really need to run, I say eventually. Thanks so much for all the information and for being so helpful.