New Sales. Simplified.

The Essential Handbook for Prospecting and New Business Development

By: Mike Weinberg

Narrated by: Mike Weinberg

The lifeblood of your business is a constant flow of new accounts. . .no matter how much repeat business you get from loyal customers.

Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals.

With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.

In New Sales. Simplified., you will learn how to:

• Identify a strategic 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
• Prepare for and structure a winning sales call
• Make time in your calendar for business development activities

New Sales. Simplified. is about overcoming and even preventing buyers’ anti salesperson reflex by establishing trust. This book will help you choose the right targets and build a winning plan to pursue them.

Named by Hubpot as a Top 20 Sales Book of All Time, this easy-to-follow guide will remove the mystery surrounding prospecting and have you ramping up for new business.

Critic reviews

'Everyone in sales is responsible for new business development. Period. End of story. But as Mike Weinberg so clearly puts it, 'No one ever defaults to prospecting.' If you constantly struggle to generate new business, you owe it yourself to read New Sales. Simplified. You will learn everything you need to do to stand out from the competition, get more appointments, and close more deals. Oh, and you will have more fun doing it!' --Kelley Robertson, CEO, The Robertson Training Group, and author of Stop, Ask and Listen and The Secrets of Power Selling

'In a time when too much of the sales literature is filled with hyperbole, tricks, and gimmicks, New Sales. Simplified stands out as a refreshing change. It's packed with pragmatic advice, all the result of Mike's deep experience in selling. What works in selling is sharp, disciplined execution of the basics. Every page of Mike's book reminds the reader of this and vividly demonstrates how the basics work. It's a refreshing reminder to the experienced sales professional and a critical guidebook for the new salesperson. Read it, annotate it, keep it within reach.' --Dave Brock, President, Partners in Excellence

'Mike Weinberg's coaching and the approach presented in New Sales. Simplified. have been game-changers for our firm. Our revamped sales story is getting us in front of significantly more Fortune 500 prospects, and Mike's method for conducting sales calls has changed the entire dynamic of the sales dance and helped shorten our sales cycle.' --Thomas H. Lawrence, CEO, Smartlight Subrogation

'New Sales. Simplified. is truly priceless. This is a book you don't read once; it's one you read with a highlighter and pad, taking notes on each topic. After you've read it and marked it up, you'll find yourself coming back time and time again for more ideas to help you grow your sales.' --Mark Hunter, The Sales Hunter, author of High-Profit Selling

'When you've tired of every new flavor-of-the-month sales theory and are ready to get serious about pursuing and acquiring new customers, this book is for you. Mike Weinberg tells it like it is, presents timeless sales truths, and [provides] a simple, straightforward approach to developing new business. Prepare to be entertained and energized.' --Charles H. Green, coauthor of The Trusted Advisor, author of Trust-Based Selling, and CEO of Trusted Advisor Associates

Timeless Wisdom for Every Salesperson (and their leaders)

Mike does a masterful job of breaking down the tools, techniques, and necessary elements of nearly any sales process. He provides numerous real world examples along with immediate, simple actionable insights anyone can begin to deploy to connect more frequently with prospects and dramatically improve results. You’ll likely consume it more than once and return to certain chapters for refreshers when your world starts to get noisy. A true classic and Mike is correct to promote it as such.

Solid sales advice

As a sales trainer, I am speaking about the concepts Mike covers on a daily basis. I found his book very comprehensive and based on what I believe to be the truths of selling.
This is a great resource for someone selling today, not only ten years ago.

Best book about B2B sales process

I wish I had read this book when I started my sales career. Unfortunately, most business courses are focused on marketing and general management, few describe a sales process and explain it.
Mike explains a full sales process and its most critical stages. I can recommend this book for both rookie sales representatives and seasoned sales managers.

Time well spent

A book as good for the C-Suite as for those in the trenches, Mike Weinberg does a masterful job laying bear the inconvenient truths about how to actually drive net new business performance charts up, and to the right.

Forget everything you know about sales

Humble yourself and think of this book as a solution to your method of sales