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Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals.
With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.
In New Sales. Simplified., you will learn how to: Identify a strategic 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
Prepare for and structure a winning sales call
Make time in your calendar for business development activities
New Sales. Simplified. is about overcoming and even preventing buyers' anti salesperson reflex by establishing trust. This book will help you choose the right targets and build a winning plan to pursue them.
Named by Hubpot as a Top 20 Sales Book of All Time, this easy-to-follow guide will remove the mystery surrounding prospecting and have you ramping up for new business.
Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals.
With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.
In New Sales. Simplified., you will learn how to: Identify a strategic 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
Prepare for and structure a winning sales call
Make time in your calendar for business development activities
New Sales. Simplified. is about overcoming and even preventing buyers' anti salesperson reflex by establishing trust. This book will help you choose the right targets and build a winning plan to pursue them.
Named by Hubpot as a Top 20 Sales Book of All Time, this easy-to-follow guide will remove the mystery surrounding prospecting and have you ramping up for new business.
Mike Weinberg loves sales! He is a consultant, coach, speaker, and bestselling author. His specialties are new business development and sales management, and he's on a mission to simplify sales and create high-performance salespeople and sales teams. Mike is known for his practical approach and for calling it like he sees it. He works with companies in all industries, ranging in size from a few million to many billions of dollars, and has spoken and consulted on five continents.
Foreword by S. Anthony Iannarino
Acknowledgments
Introduction
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 Company's 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: What's 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 Buyer's Reflex Resistance to Salespeople
Chapter 13: I Thought I Was Supposed to Make a Presentation
Chapter 14: Planning and Executing the Attack
Chapter 15: Rants, Raves, and Reflections
Chapter 16: New Business Development Selling Is Not Complicated
Index
| Empfohlen (von): | 18 |
|---|---|
| Erscheinungsjahr: | 2012 |
| Fachbereich: | Management |
| Genre: | Importe, Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| Inhalt: | Kartoniert / Broschiert |
| ISBN-13: | 9780814431771 |
| ISBN-10: | 0814431771 |
| Sprache: | Englisch |
| Einband: | Kartoniert / Broschiert |
| Autor: | Weinberg, Mike |
| Hersteller: | AMACOM |
| Verantwortliche Person für die EU: | Libri GmbH, Europaallee 1, D-36244 Bad Hersfeld, gpsr@libri.de |
| Maße: | 229 x 152 x 14 mm |
| Von/Mit: | Mike Weinberg |
| Erscheinungsdatum: | 04.09.2012 |
| Gewicht: | 0,357 kg |
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