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


Overview -

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.  Read more...


 
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Language: English

 
 
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More About New Sales. Simplified. by Mike Weinberg; S. Anthony Iannarino
 
 
 
Overview

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.


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Details
  • ISBN: 9780814431788
  • Publisher: AMACOM
  • Date: Sept 2012
 
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