New Sales. Simplified. Quotes

“You can bring tremendous value to your business, your customers, and yourself by becoming proficient at bringing in new business.”
― Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

“If you’re not excited about what you are selling, how in the world will you get a prospect interested?”
― Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

“As I often say, “Sales is a verb.” The dictionary would argue otherwise, but experience shows that the most successful new business salespeople tend to be the most active salespeople. Good things happen when a talented salesperson with a potential solution gets in front of a prospective customer who looks and smells a lot like your other customers.”
― Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

“Sales is about action, and analysis-paralysis is not a quality that tends to produce new business development success.”
― Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

“The truth is that there are no secret sales moves. There is no magic bullet. As badly as we all want one, it does not exist.”
― Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

“My dad continually reminded salespeople that their main job was to help the customer win. When you speak the account’s language and frame the sales story around what is most meaningful to the client, you stand out from the competition. Customers see you differently because the words you choose demonstrate a commitment to their success.”
― Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

“Can you name one really successful person who has a negative outlook on life? I can’t.”
― Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

“namely, that we are there to find pain, potential problems we can solve, and opportunities we can help capture.”
― Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

“  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 chapters are dedicated to helping you create and implement a succinct, powerful, differentiating, customer-focused story.”
― Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

“New business development success results from creating a sales dialogue, not perfecting a monologue.”
― Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

“Stop talking about yourself and your company and begin leading with the issues, pains, problems, opportunities, and results that are important to your prospect.”
― Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

“Waiting is a key ingredient in the recipe for new business failure.”
― Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

“Only salespeople that dedicate blocks of time on their calendar for prospecting activity consistently succeed at acquiring new business.”
― Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

“Emotional quotient (EQ) is a measure of your emotional and social intelligence. It involves your ability to manage yourself, your emotions, your relationships, and people’s perceptions of you.”
― Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

“They Are Guilty of a Fake or Pitiful Phone Effort”
― Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

“Lazy, complacent, excuse-making salespeople with a victim mentality lose. Period.”
― Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

“we are in a much better position when it was our own proactive sales work that created the opportunity for us to submit a proposal.”
― Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

“Salespeople are famous for lack of discipline and losing focus. They attempt to call on an account (once), but don’t get anywhere. Instead of sharpening their weapons and continuing to attack the same strategically selected targets, they turn and pursue a new set of prospects. This constant change of direction becomes their death knell because they never gain traction against the defined target set.”
― Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

“Many salespeople fail to develop new business because they’re wandering aimlessly. Too often, they’re not locked in on a strategically selected, focused list of target customers or prospects.”
― Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

“Let’s embrace the new without discarding the old.”
― Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

“those without a reliable process to develop new business are in a world of hurt.”
― Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

“Salespeople fail when they can’t execute the fundamentals.”
― Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

“No iríamos a un médico que no estuviese leyendo revistas médicas para mantenerse al tanto de las últimas investigaciones o nos subiríamos a un avión con un piloto que no ha estado en un curso de actualización. ¿Qué nos hace pensar que podemos ser profesionales de ventas altamente eficaces si dejamos de aprender?”
― Mike Weinberg, Nuevas ventas. Simplificadas.: El manual esencial para el desarrollo de posibles y nuevos negocios

“CHAPTER 1 Sales Simplified and a Dose of Blunt Truth”
― Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

“Bigger is not always better. Bigger is bigger. Sometimes bigger is harder. It certainly is often slower, clumsier, inflexible, arrogant, and complacent. I like to compete against slow, clumsy, inflexible, arrogant, and complacent companies and you should, too.”
― Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

“Our reason for existence The direction the company is headed and why it’s the correct course What we sell and why we sell it Which markets to pursue and where we are positioned in those markets The competitive landscape and how we stack up against competitive offerings, and why we’re better or different Why our pricing model is appropriate for the value we create in the markets we’re pursuing and against the competition we’re facing”
― Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

“the elevator pitch and the value proposition, two annoyingly overused expressions that mean different things to different people. Last time I checked, there was not a whole lot of business being transacted in elevators.”
― Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

“Build rapport and identify the buyer’s style. 2. Share the agenda (get buy-in, seek input). 3. Clean up their issues (only with existing customers). 4. Deliver the power statement (three minutes maximum). 5. Ask probing questions (also known as discovery). 6. Sell. 7. Determine the fit and seek out objections. 8. Define and schedule the next steps.”
― Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

“Who are we meeting with? Describe each person’s behavioral style. What is important to each person attending this sales call? Why do they think we are here today? What is going on in their business that I need to know about? What is your main objective today? What is a ‘win’ for us walking out of here? Tell me your plan for the call. How are you going to handle introducing our new offering? What role would you like me to play? Where are we vulnerable? What is our Achilles’ heel? Which competitors are involved here? Who is more entrenched? How do you like my tie? I wore it just to help you close this sale today. Don’t forget your breath mints. May the force be with you.”
― Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

“I encourage you to try the “so what” test. Listen to another salesperson on the phone attempting to earn an appointment with a tough prospect. Or accompany a rep on sales call. Every time the salesperson makes a statement, simply ask yourself, “So what?” It’s very convincing when we begin to realize how much of what we regularly say is self-focused drivel that has no real meaning to the customer.”
― Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development