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New Sales. Simplified.

The Essential Handbook for Prospecting and New Business Development
Autor: Mike Weinberg
Sprecher: Mike Weinberg
Spieldauer: 8 Std. und 2 Min.
4.5 out of 5 stars (13 Bewertungen)
Regulärer Preis: 21,95 €
Danach 9,95 € pro Monat. Jederzeit kündbar.

Inhaltsangabe

Selected by HubSpot as one of the top 20 sales books of all time

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.

©2012 Mike Weinberg (P)2017 Gildan Media LLC

Kritikerstimmen

"Mike Weinberg takes the mystery out of prospecting for new business. New Sales. Simplified. provides a powerful, practical, and proven framework to help sales­people successfully convert today's crazy-busy prospects into new customers." (Jill Konrath, author of SNAP Selling and Selling to Big Companies)

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20 mins of relevant content

This book is 95% anecdotal, 5% conceptual & 0% science based. Weinberg describes in breadth and length about his personal achievements, bragging about his first Audi company car, configuring the private jet for the slim fast founder and crushing the performance of former colleagues, he, if he would have said something, would outperform any moment. Non of his claims were science backed and some have already proven to be wrong. His perspective on technology in sales seems old school since he does not provide a single explicit example where he used technology to improve sales. His experience-based concept and also wordings he proposes seem reasonable and are worth testing (i actually expected to have statistically significant concepts in this book) but Weinberg consistently lacks evidence on his claims. 15-20 mins of content added real value. B2B Sales jn digital companies is radically changing - this book offers no guidance here.