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New Sales. Simplified.
Book

New Sales. Simplified.

The Essential Handbook for Prospecting and New Business Development

HarperCollins Leadership, 2012 more...


Editorial Rating

9

Qualities

  • Applicable
  • Well Structured
  • Concrete Examples

Recommendation

Only 10% to 15% of salespeople sell. The rest busy themselves with chores that don’t generate new income. Companies should ensure productive salespeople can devote their time to developing new business. Instead, most companies burden them with account management and customer service. Experienced salesman Mike Weinberg describes the situations that undermine a salesperson’s productivity and offers practical solutions. His comprehensive primer is a wake-up call to return to the basics as “sales hunters.”

Take-Aways

  • In sales, nothing is more important than prospecting, yet few salespeople know how to do it.
  • Prospecting, developing new business and selling are not complicated.
  • Salespeople who perform as “hunters-farmers” don’t have time to develop new business.

About the Author

Consultant, coach, speaker and best-selling author Mike Weinberg also wrote Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales. and High-Profit Prospecting.


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