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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
4.5 out of 5 stars (29 ratings)
Non-member price: $28.42
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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

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

Average Customer Ratings

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A++

Great book for those starting in sales, highly recommend to any new business graduate A+++++

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Must have book for every Sales person.

Great book, highly recommended reading for those in this great profession. The book is easy to read, to the point, has moments of humour. More importantly it gave me alot of insight on how I can become better in sales.

The book is has many nuggets of information you can use immediately to improve your sales skills and increase your earnings.

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  • Brennan
  • Darlinghurst, Australia
  • 05-03-2018

Terrible

Nothing new or insightful. Waste of money. The author talks too much about his point of view and direct experience without any sort of research methodology or a convincing breadth of experience. There are many repetitive broad generalisations: ‘most sales people’ blah blah blah, without explaining where such sweeping generalisations come from. I was disappointed.

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I wouldn't recommend

honestly it was rather boring and the reading style was not very engaging. if it wasn't part of my goals to get through another audio book this month I think I would have left it to the dust.

some of the content was useful, no doubt, but I could take about 10.minutes away and be happy. rather disappointed.

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The game will never be the same again.

Mike has clearly shown us how to be better and do more in this epic piece of writing. It has changed by approach to new sales and business development.

After listening to this book, I felt compelled to go out and buy the hard copy so I could most effectively utilise all of the intricate detail and follow the roadmap to success.

I promise, I'll never do another "presentation" in my life!

Thank you Mike for such a insight and providing such guidance.

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  • Ryan
  • 09-07-2017

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
  • 18-07-2017

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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  • FIT85
  • 09-02-2019

Packed with Fundamentals: Great for Pros & New Salespeople Alike

This book is easy to digest and I can easily adapt it to my sales process. It emphasizes selling by focusing on the customers pain points and how you can solve them. It covers fundamentals, but would be as appropriate for a seasoned pro as a newbie. A lot of sales books try to prescribe overly complex systems and super specific scripts that don’t apply in a lot of situations, this book is different.

It offers a loose structure that I can apply to improve my current sales process that is based on fundamentals, it doesn’t push a single exact recipe. I can apply certain pieces now and continue to apply others over time. In short, this is a great sales book and I just finished and will reread again because I enjoyed it so much.

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  • jason
  • 09-02-2019

Great information! Would definitely recommend it.

Great information. I'll definitely be listening to this once a year and I'm really looking forward to implementing this new knowledge.

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  • Miguel
  • 08-02-2019

Good Fundamentals

Enjoyed the book. Helped me out drastically to build fundamentals to prospecting, as well as developing new sales ideas!

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  • Marty Greene
  • 30-01-2019

Top Notch Sales Training

just as his other books, the author delivers actual, specific and measurable sales tracing. I highly recommend this to anyone in sales!

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  • Shootion3
  • 23-01-2019

The Gold Standard

I don't know how it's possible that he could have put any more wisdom into this book. Lots of great info and should be an essential for anybody wanting to enter into the world of sales

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  • Andre S.
  • 22-01-2019

Best sales book I've read so far for B2B

Useful actions to follow. Plus, Mike sounds great even at 1.65x speed! If you're looking for B2B or Enterprise selling, this is a must read.

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    4 out of 5 stars
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  • Ed
  • 22-01-2019

audible settings ruin fluidity

The actual book is perfect and the passion that Mike Weinburg has for sales comes through the narration.
I rated the performance lower because the audible app cuts off the first couple and last couple seconds of each chapter. This leaves some key words out that finish a thought from the previous couple minutes. It is really frusterating considering this book is broken up into 129 chapters so these small interruptions are literally every couple minutes.

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  • Rob Feldman
  • 22-01-2019

arguably the best sales book I have ever read.

I have referred it to at least 5 of my colleagues. it is a great and real book on sales. psome of the tenets he speaks about are basic one, however, this book is so full of new ideas and concepts that it is a must read, especially chapters 9-11, the things that we as sales people hate doing the most, prospecting, phone work, and emails. MUST READ!

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  • Kindle Customer
  • 25-07-2018

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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  • Amazon Customer
  • 11-05-2018

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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  • Shaun Solomon
  • 15-03-2018

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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  • Jon
  • 15-01-2018

Ridiculous

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

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  • Mark West
  • 17-11-2017

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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  • Bakzac
  • 02-10-2017

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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  • Amazon Customer
  • 19-09-2017

Great Book

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

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  • Andrew Stewart
  • 12-08-2017

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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  • Amazon Customer
  • 21-07-2017

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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  • Amazon Customer
  • 17-08-2017

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