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

4.36  ·  Rating details ·  1,585 ratings  ·  131 reviews
Close more deals every day. Each page of this sales essential is packed with examples, anecdotes, and proven formulas to do exactly that.

Packed with examples and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. No matter how much repeat business you get from loyal customers, the lifeblood of your business is a consta
Paperback, 240 pages
Published September 4th 2012 by AMACOM
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Average rating 4.36  · 
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 ·  1,585 ratings  ·  131 reviews

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Jun 30, 2017 rated it really liked it
Shelves: business
This is an excellent book about sales prospecting and new business development. The author offers specific advice with things you can do and examples.

Here are some examples from the book.

“Our Sales Story. The story is foundational to everything we do in sales, and we use bits and pieces of it in all of our weapons. By ‘story’ I'm referring to the language or talking points we use when asked what we do or when we tell someone about our business. It's so critical to our success that the next two
Chad Pagel
Sep 25, 2016 rated it it was amazing
FANTASTIC reminder of what sales people should be doing but tend to get away from or make secondary. Mike walks through the entire process from selecting target prospects, writing your sales story to the meeting with the prospect. If you are a salesperson and want to increase your sales today, READ this book.
Aug 16, 2016 rated it it was amazing
Without any doubt this is the best book I have read so far on sales.
Frederik Lierde
May 25, 2017 rated it it was amazing
Sales, the dirty word for many companies and certainly startups. We have social media,... and still. I run several startups before and technology wise we did very well, being famous on social media we did good..... and clients were happy to use our services for free. This free didn't pay the bills (unfortunately)

So I decided to go into more old sales techniques. As my beliefs are that whatever level you are as a company (startup, medium size or international organisation) the rules of the game a
I feel like it wouldn't be fair for me to rate this book because I'm not a salesperson. I'm supposed to make some sales and was hoping this would help. But this book just reinforced a lot of the things I dislike about sales and confirmed my suspicion that I am not naturally inclined to sales. Maybe professional sales people would find it useful though. ...more
Daniel Marques
Feb 28, 2020 rated it it was amazing
Straight to the point just how I was expecting. Great author with amazing experience (skin in the game) and a good feeling to conduct his writing. Totally recommend it!
vu nguyen
There are some gems inside this book

The book could be shorter, at times it feels like the author just wants to go on and on with his thoughts.
Thomas Hefke
Feb 20, 2020 rated it it was amazing
Holy Bible of sales
Aug 15, 2017 rated it it was amazing
5 stars. That's all I really need to say. This is not a perfectly written book, and the author has some personal positions and definitions that I don't agree with, but I like his direct and open honesty. It means that this book is chock full of common sense, and isn't beholden to best practice as a limiting factor, but rather states best practice based on experience. It is the kind of book I'd like to write, if I'm ever dumb enough to write a business book. Don't tell me what your corporate trai ...more
Aug 24, 2019 rated it liked it
Pretty solid book on the art of bringing new business in.
Ayush Lakhotia
Jun 17, 2020 rated it really liked it
Sales Strategy:
Sales people should follow a clear strategy.
Select Targets (Finite, focussed, written, workable)
Deploy weapons
Execute the attack
Repeat the above process again and again
- For achieving new sales, be focused in targeting a client. Rejection at one door does not mean that the other doors are also closed. You need to find another way for approaching the same client. No does not have to mean never. Quickly going away from a lead will not let you focus on any lead. New business success
Michael Sennett
Jul 03, 2018 rated it it was amazing  ·  review of another edition
Big picture view

An interesting book where Mike provides a structured approach to gaining new business. The ideas within the book, if followed verbatim, would clearly lead to a strong growth in business but would have a disruptive influence on the internal organisational house keeping activities, e.g. attending meetings as the "sales rep", responding to "for your information" e-mails and reading pointless internal reports. Mike suggests, and I agree with him, that if organisations want strong new
Jason Keane
Feb 24, 2019 rated it it was amazing
Great book. I am new to a sales role, and found this to be the perfect primer. Even in today's world of online and social media, I'm inclined to agree with the author that the fundamental principles of sales have not changed. We have new tools or sales weapons as Mike calls them, but these don't replace the need for sales people to be proactive prospectors. I found the chapters on the sales story to be very helpful, while more established sales people might already be familiar with some of the c ...more
Alex Brodsky
Apr 24, 2019 rated it it was amazing
Shelves: sales, onboarding
Buying this book is one of the best investments that you can make as an entrepreneur or salesman. Mike Weinberg provides excellent strategy and examples on how to close NEW clients.

He also covers the major mistakes that people are making today... and boy, did he save me from making a few of them! There are so many common mistakes that companies and salesmen make that take the focus off of hunting for new clients... stop making these mistakes!

All of the “magic” in new sales books won’t set you a
Roomet Saadi
Nov 05, 2019 rated it it was amazing
Really practical and helpful book. I got several action items to implement in my sales. One of the new ideas was to begin face to face call with a 3 minutes compelling sales story and only after that start probing. I would say that the conventional approach would be a traditional probing phase(SPIN) and then later storytelling and demonstrating benefits.

All in all, I believe this book helped me to change a few structural things in my calls to make the call more conversational and open a prospec
Srinivas Kumar
Aug 23, 2018 rated it it was amazing  ·  review of another edition
This is an excellent book from Mike Weinberg. I started initially with Sales Management Simplified from Mike. Was very impressed and could not resist reading this book. In this book, Mike covers
the basics of New Business Development in a straight, simple and easy-to-correlate manner. I would recommend this book to be read by all Executives Leaders, Sales Leaders and Individual Sales Contributors.
Peter P.
Feb 23, 2019 rated it it was amazing
Weinberg does an excellent job on underscoring the simplicity (...but a whole lot of work and preparation) of new account development and prospecting. He professes, nor delivers any magic potions or silver bullets, but lays out a clear and easily understood strategy for approaching, or "attacking" as he likes to say, new business. I highly recommend this for serious sales people. My well-highlighted copy will serve me ongoing. ...more
Adam R
Jun 01, 2019 rated it it was amazing
You will never go wrong reading / listening to / following anything from Mike. Be warned, he tells it like it is. It’s refreshing in a way and you’ll be hooked immediately because Mike’s passion is in every word on every page. All truth and nothing but it. If you’re looking for some fluffy fairy dust feel good book from a sales “expert” claiming that everything has changed in sales then move on. Or better yet, read this with an open mind to the #SalesTruth.
Alvin Edmund
Jul 12, 2019 rated it it was amazing  ·  review of another edition
The Best Sales Book By Far

Being in sales for more than two decades and reading this book made me wish that I had read this book back when I started my sales career. I agree with all the insights presented and it has exceeded all my expectations. Any new or experienced sales person will pickup many gems of wisdom and should put all of it into practice. Kudos to the author for writing such an exceptional book.
Narasimha Subramanian
Very well written book about new business development. He has beautifully highlighted the thinking of a sales person where he does not default into prospecting or new business development. The book has very relevant points based on his personal experience and the examples shared for various scenarios.

The process is well illustrated but calls for high level of discipline to execute and be consistent. It will be a good read for anyone related to sales.
Jesse Bradstreet
Aug 30, 2019 rated it liked it
As a personal trainer about to start working in management, sales are definitely something I need continued work on--Mike Weinberg's acclaimed book is a decent start, though truthfully it's aimed more towards selling to companies rather than individuals. Some good info in here that I'll definitely make use of, but a good chunk of it isn't in my wheelhouse. I do like how Weinberg eschews your typical self help book nonsense to create a somewhat tight, all useful book on the subject. ...more
Corey Ries
Mar 15, 2021 rated it it was amazing  ·  review of another edition
Perfect Book for Beginners and Sloppy Seasoned Professionals Alike

Mike nails this book with prime examples and fundamentals that should be taught in every business school across America. He gets in your face and forces you to realize that you hate the one thing that generates pay checks; prospecting.

Read this book if you really want to be a true, consultive sales professional. Or keep up that game of charades you keep playing.
George Davidson
Oct 25, 2017 rated it liked it
Shelves: sales
Overall a good (not great) book on sales prospecting. Weinberg does a good job of laying it out what you need to do to generate some business as a rep in as few steps as possible.

Notable items on creating a sales story, arming yourself (or your reps) with the proper tools to be successful, etc.

Jason Peters
Apr 14, 2018 rated it it was amazing
A clear, concise, easy-to-follow methodology for developing new business. The author also does a good job of making the process seem workable and attainable. After reading this, I felt exponentially more excited about the prospect of opening and converting new accounts with no leads to work off of.
Jennifer Love
Aug 19, 2018 rated it it was ok
Shelves: 4-real
Overall this was an excellent selection for the sales team. I enjoyed most the concepts of making it about your client and what they are looking for and needing, more than making it all about your company. Spotlight on the client and what can be done to help that client is so key.

Don’t know that I would ever recommend it, but it was terribly thought provoking.
Mike Collins
Apr 25, 2019 rated it it was amazing  ·  review of another edition
Best Book on Sales I’ve Read

My review title pretty much says it all: this is the best book on sales I have read. The author doesn’t mince words. His points are made loud and clear and there is no misinterpreting his directive. As soon as I completed this book, I went back and started reading chapters over. I think I will many more times. Excellent stuff.
Eddie Morris
Jun 12, 2019 rated it it was amazing
Amazing lessons for a young salesmen in any industry from creating your sales story, running meetings, proactive calling. Prospecting and new business development is the lifeblood of a business and he hits on all important elements. Blunt and honest. The notebook is filled with great tips. Highly recommend.
John P. Davis
Apr 16, 2020 rated it it was amazing
I have been in sales for over a decade and recently took a new job in business development at a startup company. I achieved 500%+ of quota in the first year by using this book as my guiding light. I stand by what Mike is saying and challenge any successful rep out there to argue that he is not 100% correct. Amazing book for anyone looking to sell things. It's a process. It's simple and it works. ...more
Jamie Lords
May 27, 2020 rated it it was amazing
I started this book expecting to read more revised sales strategies and spun status quo. As the book progressed, it struck close to home. His insights and analysis excited me to try new things in my own sales approach. I found myself rereading and taking notes so I wouldn’t forget the subtle fine points of the concepts. Very well done.
Jeremy Davis
Apr 06, 2021 rated it really liked it
Shelves: read-2021
Downsides: some huge padding out of points & some self promotion.

Best stuff: the 3 part model for ‘sales attack’, power statements & his passion for the topic.

Overall even as someone with ~20 years sales experience and having done some work as a sales trainer I still found it valuable & enjoyable. Good job!
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