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New Sales. Simplified.

The Essential Handbook for Prospecting and New Business Development
Narrated by: Mike Weinberg
Length: 8 hrs and 2 mins
Categories: Business, Sales
5 out of 5 stars (91 ratings)

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Summary

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

Critic reviews

"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)

What members say

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    4 out of 5 stars

Similar to Sandler

Similar the the Sandler selling system, some good tips, did sound like a sales commercial for an airline in one of the chapters. Think it was South Western airlines or something like that which seemed a bit out of place... Good listen other than that though.

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Note Tastic

I’ve never taken so many notes. A really solid book on sales that will almost certainly up my game along with my teams. Thanks Mike

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Listen, Revise and Execute..

Insightful, amusing, motivational, and in the words of Michael Jackson...start with the man (or woman) in the mirror....then execute... I will let you know how we get on...

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Helped me and gave me focus!

If you have to generate new business, this book will help you. It's not about magic tips. It gives you tried and tested methods for you to adopt and go and win business. Great book Mike, thank you!

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Another fantastic book by Mike

True to life examples with tools you can apply. A must read for those serious about improving their sales techniques.

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Top 3 salesbooks last 35 years

If you are a Rookie or Senior Sales there is plenty of what other salesbooks lack in this book,

Methods and How-To explained simple, if you want to hunt new business - this should be under your pillow...

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Great clear book

Great well thought and put together book, with great action items to put onto daily / team action :-)

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great book!

I have really enjoyed how this simple and easy to follow book is describing highly effective methods of increasing the sales and methods of approaching sales. Everyone sales, and business should get this book!

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Excellent

Well put together and thought out. The structure is good and Mike is very good and getting the importance across.

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Ridiculous

Just hours of metaphoric drivel about how good his strategy is... without ever explaining what it is!!! Infuriating!!!

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  • Ryan
  • 09-07-17

Now read by the author!

What did you love best about New Sales. Simplified.?

Tremendous book on prospecting/new business development.

What other book might you compare New Sales. Simplified. to and why?

Fanatical Prospecting

What about Mike Weinberg’s performance did you like?

He really comes across as knowing his stuff!

Any additional comments?

As a owner of the hard copy, kindle version, and first edition audible version, I just wished the updated version narrated by the author would have been offered at discount, but it didn't stop me from purchasing it (again)!

6 people found this helpful

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  • DonR123
  • 18-07-17

Great book and all you need to know about selling

Loved the book and listening to Mike Wineberg was thoroughly enjoyable. I will definitely be following the strategy and advice given here.

Recommend this to any sales person wants to excel and be successful there by enhancing their careers and making selling very enjoyable

2 people found this helpful

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  • Haider Aswad
  • 29-08-18

Hmmm it could have been shorter

This book was not what I was looking for but I did learn somethings. It could have been much shorter and I felt like he had a paid promotion segment of the airlines he mentioned. Keep in mind I am an engineer and not a sales person but I do like sales. Something that I will always remember is "We have two ears and one mouth" line.

1 person found this helpful

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  • Jorge Lizana aguirre
  • 29-04-20

Absolute brilliant

I have been 15 years in Sales throughout a number of books and sales training such ya solution selling, SPIN, customer centric selling, Acclivus, Miller Helmand, Red Bear Negotiation, The Challenger sales and others.... and I found this book absolute fantastic - the better and easier I have had on SALES PROSPECTING. This is gold - thanks a lot Mike!

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  • Tarmo Prints
  • 16-03-20

Well explained new sales

It's a back to the basics book. so often salespeople over complicate things by trying to avoid the uncomfortable, but really effective methods. It sure is uncomfortable to break the ice between yourself and the phone in the beginning of the day, but it is so nice to end a day with solid results and go home as a winner.

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  • Andre Morris
  • 04-03-20

Packed Full of Actionable Sales Knowledge

I have read almost every sales book out there and rank this as one of the very best, if not THE best, sales books available, period.

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  • N.H.R.
  • 17-01-20

Great Book

I have read many sales books, but this book was the most practical in real everyday sales situations. Highly recommended!

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  • Bradley Shearrer
  • 13-01-20

Best book I’ve ever read

Mike’s easy to follow concepts and strategies are all outlined in this fantastic book. Specific ideas are easily communicated making this the most coachable experience ever read in a book. Buy this, you won’t regret it!

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  • Beardeathdrop
  • 03-01-20

Excellent Comprehensive sales book!

Phenomenal read and reference. The author covers all aspects of sales and gives concrete action items for next steps and improvement. Read it immediately, Will likely reread multiple times!

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  • Drew
  • 29-12-19

Captivating Truth

The truth is sometimes (all the time) hard to hear. This book is appropriately named, and it’s made an impact on me... so off to the next book... and subsequently the third.

Great job Mike, I too had lost the art of Prospecting and placed it on the back burner, so to speak.... not any more.

Have your teams read this book, do it together, learn together, grow together and become a force and freak of nature in your prospecting abilities.