An edition of New sales
(2013)
New sales
simplified : the essential handbook for prospecting and new business development
by Mike Weinberg
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New sales: simplified : the essential handbook for prospecting and new business development
2013, American Management Association
in English
0814431771 9780814431771
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Book Details
Table of Contents
Foreword / by S. Anthony Iannarino
Introduction
Sales simplified and a dose of blunt truth
The groundwork for a simple sales model
The "not-so-sweet 16" reasons salespeople fail at new business development
The company's responsibility for sales success
A simple framework for developing new business
Selecting targets : first for a reason
Our sales weapons : what's in the arsenal?
Your most important sales weapon
Sharpening your sales story
Your friend the phone
Mentally preparing for the face-to-face sales call
Structuring winning sales calls
Preventing the buyer's reflex resistance to salespeople
I thought I was supposed to make a presentation
Planning and executing the attack
Rants, raves, and reflections
New business development selling is not complicated
Index.
Edition Notes
Includes index.
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