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New Sales. Simplified.

The Essential Handbook for Prospecting and New Business Development
Written by: Mike Weinberg
Narrated by: Mike Weinberg
Length: 8 hrs and 2 mins
Categories: Business & Money, Sales
4.5 out of 5 stars (42 ratings)

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Publisher's 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

What the critics say

"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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    5 out of 5 stars

Top salesbook ever!

Author Mike Weinberg nailed it. Listening to the audio book transported me to countless situations where he narrated as if he was in there with me and the rest of the sales team. I can honestly say this one of the top reads in my 15-year career. Thank you so much mr. Weinberg

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If you’re in sales this is a must listen/read

This is one of my all-time favourite sales books. I have read the kindle version multiple times and listened to the Audi book multiple times. Full of actionable material and great examples. Also lacking in BS, which can be hard to find in this genre. #Audible1

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overrated

Meh.....tried to listen to it but my mind kept drifting off. it's too simple. need more challenge.

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the best sales book i have read.

This is the best sales book i have read and will be required reading for my team

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Greatest sales book ever read!

I heard about this book and author from another book written by Art Sobczak on smart calling.

Many books I had read in the past would not really relate to enterprise sales and would not pinpoint on the difficult portion of the job, opening new doors and bringing in new logos. This book is absolutely dedicated to this and is exactly what I was looking for. I'm listening to it while running or biking and I'm on my 2nd time listening now, I'll probably listen to it a few times over the summer since there is lost of value and again, are exactly targeting the areas that I need to improve. Looking forward for more content from this author.

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Fantastic book!

No BS just pure reality. Fantastic book loved every minute of it and I can't wait for the second one.

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  • Ryan
  • 2017-07-09

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
  • 2017-07-18

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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  • Kathryn Danford
  • 2019-11-17

Best sales tool book

Mike’s hits as intended, right between the eyes! He knows sales from a cellular level and calls out every BS excuse a salesperson spouts. His sequential chapters lay a foundation to include all necessary parts of sales cycle, from assessment, habits, prep and pitfalls to goals and winning the business.

Thank you Mike for putting this in a way I can digest, review, sharpen my skills and move forward. I have no doubt the more I follow your prescribed suggestions the more successful I’ll be.

Looking forward....

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  • Gyanesh kumar
  • 2019-11-02

some very good learning

some very good learning on B2B sales perspective, good read for people trying to improve in sales career

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  • Jeremy M
  • 2019-10-29

Great to listen to

Mike does an outstanding job of keeping the listener's attentions. There were many takeaways in the book that I'll continue using and will be referring to it for a long time.

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  • Thomas Czyz
  • 2019-10-24

My favorite sales book

We are running a fast growing successful company and this book is a game changer. Doing the math proved it! I have read and listened to the book 4 times to sharpen my skills. Mike Weinbergs approached is so blunt and simple. He does a great job speaking to the real sale person! Thank you, Mike!

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  • WTF
  • 2019-10-11

Finally a step by step strategy for sales business

This is what I've been looking for as a new, thrown to the wolves, unmentored sales professional. I'm naturally good with people, but that's not enough! Thank you for laying out the secret sauce other sales reps don't want to talk about or never learned themselves. Great step by step strategy building and "how to" implement for success.

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  • Ofer Eyal
  • 2019-10-10

Simply the Best

Simple yet not simplistic, courageously brings old truths out in an era of false new best-practices.

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  • Paul
  • 2019-08-01

Advice you can put straight to use

Put your ego to the side and listen. Nobody cares who you are of what you sell. They only care about their problems. Don't pitch. Toss out the elevator speech and use a power statement. Nail down your targets.

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  • Scott
  • 2019-07-25

Very helpful

The book was clearly written and helpful guide to getting the basics of news sales right.