New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

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.