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New Sales. Simplified.

The Essential Handbook for Prospecting and New Business Development
Lu par : Mike Weinberg
Durée : 8 h et 2 min
Catégories : Anglais - Business, Sales
4.5 out of 5 stars (8 notations)

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Description

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.

©2012 Mike Weinberg (P)2017 Gildan Media LLC

Commentaires

"Mike Weinberg takes the mystery out of prospecting for new business. New Sales. Simplified. provides a powerful, practical, and proven framework to help sales­people successfully convert today's crazy-busy prospects into new customers." (Jill Konrath, author of SNAP Selling and Selling to Big Companies)
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Notations
Global
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Interprétation
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  • Global
    5 out of 5 stars
  • Interprétation
    4 out of 5 stars
  • Histoire
    5 out of 5 stars
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  • Ryan
  • 09/07/2017

Now read by the author!

What did you love best about New Sales. Simplified.?

Tremendous book on prospecting/new business development.

What other book might you compare New Sales. Simplified. to and why?

Fanatical Prospecting

What about Mike Weinberg’s performance did you like?

He really comes across as knowing his stuff!

Any additional comments?

As a owner of the hard copy, kindle version, and first edition audible version, I just wished the updated version narrated by the author would have been offered at discount, but it didn't stop me from purchasing it (again)!

6 personnes ont trouvé cela utile

  • Global
    5 out of 5 stars
  • Interprétation
    5 out of 5 stars
  • Histoire
    5 out of 5 stars
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  • DonR123
  • 18/07/2017

Great book and all you need to know about selling

Loved the book and listening to Mike Wineberg was thoroughly enjoyable. I will definitely be following the strategy and advice given here.

Recommend this to any sales person wants to excel and be successful there by enhancing their careers and making selling very enjoyable

2 personnes ont trouvé cela utile

  • Global
    3 out of 5 stars
  • Interprétation
    3 out of 5 stars
  • Histoire
    3 out of 5 stars
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  • Haider Aswad
  • 29/08/2018

Hmmm it could have been shorter

This book was not what I was looking for but I did learn somethings. It could have been much shorter and I felt like he had a paid promotion segment of the airlines he mentioned. Keep in mind I am an engineer and not a sales person but I do like sales. Something that I will always remember is "We have two ears and one mouth" line.

1 personne a trouvé cela utile

  • Global
    5 out of 5 stars
  • Interprétation
    5 out of 5 stars
  • Histoire
    5 out of 5 stars
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  • Jorge Lizana aguirre
  • 29/04/2020

Absolute brilliant

I have been 15 years in Sales throughout a number of books and sales training such ya solution selling, SPIN, customer centric selling, Acclivus, Miller Helmand, Red Bear Negotiation, The Challenger sales and others.... and I found this book absolute fantastic - the better and easier I have had on SALES PROSPECTING. This is gold - thanks a lot Mike!

  • Global
    5 out of 5 stars
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    5 out of 5 stars
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    5 out of 5 stars
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  • Tarmo Prints
  • 16/03/2020

Well explained new sales

It's a back to the basics book. so often salespeople over complicate things by trying to avoid the uncomfortable, but really effective methods. It sure is uncomfortable to break the ice between yourself and the phone in the beginning of the day, but it is so nice to end a day with solid results and go home as a winner.

  • Global
    5 out of 5 stars
  • Interprétation
    5 out of 5 stars
  • Histoire
    5 out of 5 stars
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  • Andre Morris
  • 04/03/2020

Packed Full of Actionable Sales Knowledge

I have read almost every sales book out there and rank this as one of the very best, if not THE best, sales books available, period.

  • Global
    5 out of 5 stars
  • Interprétation
    5 out of 5 stars
  • Histoire
    5 out of 5 stars
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  • N.H.R.
  • 17/01/2020

Great Book

I have read many sales books, but this book was the most practical in real everyday sales situations. Highly recommended!

  • Global
    5 out of 5 stars
  • Interprétation
    5 out of 5 stars
  • Histoire
    5 out of 5 stars
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  • Bradley Shearrer
  • 13/01/2020

Best book I’ve ever read

Mike’s easy to follow concepts and strategies are all outlined in this fantastic book. Specific ideas are easily communicated making this the most coachable experience ever read in a book. Buy this, you won’t regret it!

  • Global
    5 out of 5 stars
  • Interprétation
    5 out of 5 stars
  • Histoire
    5 out of 5 stars
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  • Beardeathdrop
  • 03/01/2020

Excellent Comprehensive sales book!

Phenomenal read and reference. The author covers all aspects of sales and gives concrete action items for next steps and improvement. Read it immediately, Will likely reread multiple times!

  • Global
    5 out of 5 stars
  • Interprétation
    5 out of 5 stars
  • Histoire
    5 out of 5 stars
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  • Drew
  • 29/12/2019

Captivating Truth

The truth is sometimes (all the time) hard to hear. This book is appropriately named, and it’s made an impact on me... so off to the next book... and subsequently the third.

Great job Mike, I too had lost the art of Prospecting and placed it on the back burner, so to speak.... not any more.

Have your teams read this book, do it together, learn together, grow together and become a force and freak of nature in your prospecting abilities.

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    1 out of 5 stars
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    2 out of 5 stars
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  • Falk Sonnenschmidt
  • 20/03/2019

20 mins of relevant content

This book is 95% anecdotal, 5% conceptual & 0% science based. Weinberg describes in breadth and length about his personal achievements, bragging about his first Audi company car, configuring the private jet for the slim fast founder and crushing the performance of former colleagues, he, if he would have said something, would outperform any moment. Non of his claims were science backed and some have already proven to be wrong. His perspective on technology in sales seems old school since he does not provide a single explicit example where he used technology to improve sales. His experience-based concept and also wordings he proposes seem reasonable and are worth testing (i actually expected to have statistically significant concepts in this book) but Weinberg consistently lacks evidence on his claims. 15-20 mins of content added real value. B2B Sales jn digital companies is radically changing - this book offers no guidance here.