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Publisher's Summary

Close more deals every day. Each chapter of this sales essential is packed with examples, anecdotes, and proven formulas to do exactly that.

Packed with examples and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives and provides tips to help you achieve the opposite results. 

You'll 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; build rapport; prepare for and structure a winning sales call; stop presenting to and start dialoguing with buyers; and make time in your calendar for business development activities. Landing on HubSpot's Top 20 Sales Books of All Time, New Sales. Simplified. is about overcoming - and even preventing - buyers' anti-salesperson reflex by establishing trust. The easy-to-follow plan will remove the mystery surrounding prospecting and have you ramping up for new business.

©2012 Mike Weinberg (P)2020 AMACOM

Critic Reviews

"'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)

"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)

"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)

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Covers everything you need to know

Great book, lots of useful information I did not find elsewhere. Would however love to get a perspective on B2C sales as well in future books.

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  • Amazon Customer
  • 04-02-2021

New sales rep

I just started a sales position for my company. I have been in the same industry for ten years doing investigations so the switch was pretty intimidating. I started reading this book and implemented “The Story” and other elements from the book, into my calls with prospects, before I even finished the book. The results have been phenomenal. Thanks to Mike for breaking my entire career into bite sized pieces and giving me the confidence to hit the phones snd even leave amazing VOICEMAILS!

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  • Rebecca G.
  • 17-01-2021

Must read for every sales professional & Exec

Great insights, examples and motivation. Have already seen success from reading this book. Every bit of it is useful.

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  • Landon Hobbs
  • 22-11-2020

Outstanding

I've read a ton of sales books and this is one of the few that truly breaks down the process of new business development from A to B to Z. If more companies applied these lessons as presented, sales cultures across the board would improve ten fold. This is a top 5 recommended book for me.

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  • Cynthia Cannavo
  • 31-10-2020

Forget everything you know about sales

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

1 person found this helpful

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  • Edward Crepeau
  • 07-07-2021

Great book

This is an excellent book for sales people with lots of great ideas. I only gave 4 stars on story and performance because there's always room for improvement. I hope Mike would appreciate that. I am a sales manager for a company with a non traditional sales environment. This book can easily be interpreted to fit your specific company's sales model.

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  • Raya
  • 02-07-2021

Practical Advice

A sales book is only as good as how much you dedicate to implementing. I enjoyed the messaging scripts and the the nit so sweet 16 list to watch out for.

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  • Kindle Customer
  • 04-04-2021

Amazing Prospecting Book!

I read Jeb Blount’s prospecting book- Fanatical Prospecting and it had great new ideas and I was hoping to find another great one on the same subject . This book equals or exceeds that, it turns everything you ever heard about prospecting upside down in a no BS way to motivate you and get out there and do it. I’m about to listen to it for the second time it’s that good!!

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  • Ryan
  • 20-03-2021

simply a great book. sharing with my tea.

Loved it. made me better the first week!
I am sharing with my team and we are reading it together

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  • mvwijland
  • 11-03-2021

Honest and practical

I first listen to the book, the read a copy and listened again. It’s a powerful, practical book about sales. There are others with the same message, but Mike has a easy to understand method. I really love the power statement. A concise description of you business and what value you bring to your clients.
The only thing missing is a accompanied pdf with example power statement, questions to ask yourself and the headlines of the business plan. But maybe this is available online.

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  • Brooke Ceballos-Piñero
  • 20-02-2021

Love his no B.S. style!

Mike is a breath of fresh air! Thanks for calling out the sales madness and chaos, while providing comprehensible solutions.

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  • Steven R Murgatroyd
  • 24-04-2021

Really insightful, great content

The only thing I now need to work out is how to get hold of all the models and worksheets mentioned in the book for improved effectiveness and productivity. Very good listen for all sales people looking for tips on self-improving

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  • Anonymous User
  • 07-10-2020

Boring

The narrator is very boring and uninspiring. He waffles on for ages and doesn’t get to the point, he doesn’t make the clear what the best sales techniques are and has lost my interest.

Just talks about himself for ages.

Fanatical Prospecting by Jeb Blount was car more useful.

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  • Kal El TW7
  • 17-09-2020

A fantastic sales book.

A fantastic sales book. He is a master. His ability to identify and coach how sales should be conducted is brilliant. I have been in sales for 20 years and I still come back to these process with my teams

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