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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)

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What members say

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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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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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SAVE YOUR MONEY DONT BUY THIS

This book is full of of old ideas that will help if your new to sales. But if you have been in sales more than 3 months or if you have ever read any other sales book then this is a waste of time. Save your money.
Not forgetting the paid for advert chapter on South West Airlines that will make you think why did I pay for this when it is just an advert.

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Brilliant

Absolute must if in SALES OR STARTING OUT IN SALES WORTH EVERY PENNY. AMAZING WILL BE LOOKING OUT FOR MORE BY MIKE

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Great Book

This is the best book on sales. it has some hard truthsbut none the less important messages

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I cringed when Mike described the mistakes I have made

What a brilliant book on sales. I've been in sales (admittedly as a key account manager) for a long time. I'm a recent convert to the theory that you shouldn't puke on your customers (resist the temptation to deliver a boring PowerPoint) but there is a whole lot more practical advice that Mike gives, with great examples.

Thoroughly recommended for anyone who has to sell for a living. I will be buying copies for my team.

1 of 2 people found this review helpful

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honest, straight talking advice that resonates!

Great book! gets straight to business offering sound advice that once put in to action will improve both the input and output of my sales team. I managed to make substantial notes and listen to this book in two days. Both enjoyable and informative, this book comes very highly recommended from a self confessed business book junkie!

1 of 2 people found this review helpful

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An amazing practical analysis of the sales process

This book wonderfully narrated by Mike goes into such clear analysis of the sales process chapter by chapter with personal stories that support his thought process. This is a must listen for any sales person no matter where they are on their journey. Listen and then listen again.

0 of 1 people found this review helpful

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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)!

5 of 5 people found this review 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 of 2 people found this review helpful

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  • Tom
  • 14-01-19

Great New Business Sales Resource

After 5 years in a sales management role I took the opportunity to get back into a new business hunter role as an individual contributor. I picked up New Sales Simplified as sort of a kick starter to get me excited about prospecting. I find that if you follow the very clear and enthusiastic guide that Weinberg lays out this book you will set yourself up for great success in new business hunting. Following the advice on focusing on outbound and making sure your sales story is tight I’ve had some great early success finishing 129% of target my first quarter back as an individual contributor. I highly recommend the read and most importantly implementing the material into your day to day as it will pay off.

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  • Jessica C. Smith
  • 12-01-19

Top 3 of All Sales Books

I learned so much listening to this book and although some of the concepts are no-brainers, it was great to be reminded. I love his quote: “No one defaults to prospecting” and he easily makes the case for its importance. If you are in sales, this book is a must-read. Regardless of your industry, this book will make you better. Highly recommend!

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  • Anonymous User
  • 08-01-19

If you're in Sales, buy it now!!!

I've read about 40 sales books to this point. I have a favorites list. This book is number 2. Only because Im a high energy guy, and i have to give credit to Uncle GC, 10X will always be number 1.
That said, this book is amazing. The simplified fundamentals, the simple approach to sales is well...simple. Mike breaks down how to be effective in your market and create your business. I was scared to death of another basic sales approach time zapper. Not here, this book gets you on the correct path of old school prospecting, and creating an effective sales plan.

Buy, read it, read it again. You're welcome.

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  • Antony N.
  • 03-01-19

Extremely practical and hands-on.

he is extremely practical and hands-on. I enjoyed the brutal nature of his is questioning and loved how well he prodded into things that I do wrong in my sales technique and provided actual practical ways of fixing these issues.

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  • Elvin
  • 21-12-18

Sales/Sales Prospecting... Must Read

Definitely a must read and learn from for Sales Vets or Rookies! Thank you for providing tools and examples.

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  • Beez Nutz
  • 12-12-18

Best Sales Book... if you apply it.

So many great sales ideas, tips, and stories in this book. Absolutely fabulous front to back. Read this and if you apply what you learn you will earn more. This is a great first book for anyone looking to get into the field of sales.

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  • Marius vd Merwe
  • 21-11-18

great book not just for those starting out

this book was great to listen to, the author is short and to the point. I will be getting the Kindle book as well to review some of the content. my only suggestion would be a PDF with some of the tools and processes he teaches

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  • Naota H.
  • 19-11-18

a must read and i am not even in sales

if you're a business owner of any kind, sales is required for your business. This book came highly recommended from someone I respect, and now I see why. I listened to this, purchased the book, summarized it and now will start having some of the team members role play.