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New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development by Mike Weinberg
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“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
“We’ll identify and select strategic target accounts that give us the best chance of winning. Then we’ll invest heavily in building the arsenal of sales weapons needed to successfully carry out the attack against our chosen targets. The three weapons most worthy of attention—the sales story, proactive telephone call, and the face-to-face sales call—are”
Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
“presenting is not the same thing as selling.”
Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
“The best intentions, target account lists, and powerful sales weapons are useless if we never launch the attack.”
Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
“We must take back control of our calendars, stop allowing others to put work on our desks, and selfishly guard our selling time.”
Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
“Sales is simple.”
Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
“People and companies have needs. Those of us with sales responsibility represent businesses with potential solutions to those needs. Sometimes those people or companies with needs are already customers. There’s also an entire universe of prospective customers with whom we’ve never done business. These “prospects” have needs, too.”
Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
“connect with these customers and prospective customers to determine if our solutions will meet their needs.”
Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
“CHAPTER 1 Sales Simplified and a Dose of Blunt Truth”
Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
“used an industry directory to identify additional prospects”
Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
“I put together a sales plan to go out and attack the market.”
Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
“It was 1993. I had a midsize company car, a legal pad, some manila folders, and a calling card for pay phones. No Internet, no Google, no LinkedIn, no CRM, no e-mail, no mobile phone, and no fear.”
Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
“Undeterred, I set out to conquer the world.”
Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
“I visited with every customer it made sense to see. I sought to discover what they liked and disliked about their current situation and suppliers, and tried to position my company as a better partner that was easier to work with, more flexible, and more eager to meet their needs. I asked lots of questions, toured their facilities, and talked about improvements to our product and ways we were willing to customize our service. It didn’t take long to learn that it was a lot more fun calling on business owners and senior executives than purchasing agents,”
Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
“We can always scale our way back down the ladder, but it’s very dangerous going over the head of people who believe they had the right and authority to tell us no.”
Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
“When planning sales trips to see current customers, I dedicated time to call and visit with prospects”
Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
“There’s a lot of talk about “niceness” today. People are evaluated on how nicely they play with others and what they contribute to the team. It all sounds good. But I can confidently write that it’s rarely the person voted “most pleasant, selfless member of the team” who thrives at acquiring new business. Quite to the contrary, the nicest person frequently underperforms. People who have a difficult time saying “no” or delegating work to others tend to push new business development efforts to the bottom of their list.”
Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
“bring value and help solve business issues,”
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
“I strategically selected about thirty key prospects and went to work. Telephone. Mailings. Samples. More telephone. Meetings with engineers, designers, plant managers.”
Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
“decide which target prospects to pursue and build a book of business from scratch.”
Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
“I learned what business issues and hot-button topics would earn an initial meeting with prospects and dedicated blocks of time to proactively call my strategically selected targets.”
Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
“The Math Works; Work the Math I don’t win many popularity contests with this proclamation. We have all heard it before. Sales is a numbers game. I dislike hearing that as much as the next guy. It isn’t complimentary; it doesn’t make us feel smart or important. I get that. But it doesn’t make the statement any less true: The math works.”
Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
“Many of us in sales have a hard time focusing. Isn’t that part of the reason we ended up in sales in the first place?”
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
“They Don’t Own Their Sales Process”
Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
“Salespeople who don’t have a clear mental picture of the “path to a sale” or can’t articulate their sales process usually struggle to acquire new pieces of business.”
Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
“When I hear salespeople talk about a “presentation,” I’ve learned to ask a series of questions: What type of discovery work have we done? To whom are we presenting, and what do we know about them? Why are we being asked to present? Disappointingly, the response I regularly get is that the prospect has asked the sales group to present a capabilities overview and we agreed to do it. We haven’t done any sales work up to this point and cannot answer the questions I asked. But for some reason, salespeople are excited to go in and get naked without knowing any of the rules. That’s an example of defaulting to the buyer’s process.”
Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
“Having spent the past decade leading and consulting sales teams, I’ve come to the painful conclusion that salespeople are ill-equipped to successfully attack the marketplace for new business. That’s a big statement, but here’s why I believe it is true for the vast majority of the current generation of sales professionals: Most people employed in sales positions today have never truly had to “hunt” for new accounts or new business. Why? Because big chunks of their sales careers to date have been during long seasons of economic prosperity. Most of the 1990s and the period from 2002 through 2007 were boom times. There was incredible demand for what many of us were selling. Salespeople could get away with being passive or reactive and still deliver the numbers.”
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

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