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

28th April 2016 |   Journal Of Sales Transformation

According to Weinberg, 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,” he says. He aims to teach readers how to identify a strategic, finite, workable list of genuine prospects; draft a compelling, customer-focused ‘sales story’; prepare for and structure a winning sales call; stop presenting and start dialoguing with buyers and much more.