eBook: Download New Sales Simplified Prospecting Development ePub (MOBI, PDF) + Audio Version

  • File Size: 902 KB
  • Print Length: 229 pages
  • Publisher: AMACOM; 1 edition (September 4, 2012)
  • Publication Date: September 4, 2012
  • Language: English

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Seldom does one find a book, particularly as related to the topic, that is both comprehensive and straight to the point. Mike tells it like it is and in so doing sets you up to reach your goals in establishing new business. The sole other possible outcome is that you might realize that you are not suited for this field - and that is alright too.

This is not a text on academic theory or tome outlining theoretical scenarios. Mike has created a must read that is 100% about functional actions that must be taken for sales professionals to increase their output by landing new accounts and driving incremental revenue.

Beyond the pure common sense effectiveness of his advice, I was most impressed by Mike's willingness to call everyone to the mat - up to and including the C-Suite. Besides it prove that Mike has " been there and done that" for years and across various organizational levels, but holding the CEO wonderful / her leadership team accountable for setting the proper direction is spot on correct (Sales Follows Method: Mr. CEO, Please Do Your task so I May Do Mine! - Chapter 3).

I read 'New Sales. Simplified. ' over a weekend and was so impressed that I had a half dozen copies in the hands of my business development staff by the following Thursday. Stop contemplating this purchase and just do it - you'll be very happy that you did., Mike has crafted a must-read book on prospecting and new business development that is comprehensive and straight to the point. This is not a tome on educational theory filled with hypothetical situations. Instead Mike takes the mystery out of prospecting and provides practical advice and actions which can be implemented immediately. His writing style is both pithy and charismatic. His examples reflect his years of in the trenches and having to make a number. Mike understands all the sales issues and he succinctly provides the reader with workable solutions.

For example, his wisdom on presentation units is simple and straight-forward yet it’s rarely accompanied by most organizations. This suggestion alone is worth the price of the book.

Mike's in-depth discussion on prospecting and developing your sales story is useful and practical advice. He provides some great examples of what to say in mobile phone calls and voicemail's. He or she also provides specifics of how to run an effective meeting. This book is a treasure chest of ideas and an outstanding road map achievable and experienced sales professionals.

Buy it. Read it. Digest the content. Apply it and improve your sales results immediately. It’s a must read for all sales professionals!, The come to Jesus moment of sales. Anyone half serious about taking on a sales position must look into this read; if not to help expert the interview, then to decide that sales isn't very for them. Very insightful, regardless of industry or application. These skills are necessary for getting buy-in not only from clients in a sales surroundings, but also in any problem solving application. I would go as far as expressing, "Mike, if we're transforming 'cold calling' to 'proactive sales calling' then can we change 'salespeople' to 'problem-solving treasure hunters? '" Fantastic read, highly recommend, highlighted probably a quarter of the book. Onto the next one. Sales Supervision Simplified., The biggest barrier I ran into when finding literature to find out more on Start up business Development and the strategies surrounding it was that certain books and authors would write advice that only pertained to their area of sales (software, consulting, banking, and so forth. ). Even though he or she draws heavily on his own experience (as any author would), Mike manages to broaden his writing in a way that applies to everyone.

Mike perfectly blends the " handbook" style of writing with a charismatic tone that will bring you reading from cover to cover. I have run into plenty of sales books which have great content, but the writer fails to keep it interesting. This is merely the opposite. The first time through, this book scans easily and draws on personal anecdotes that are both entertaining and valuable. Once I finished it, I've gone back on certain chapters many times to draw on specific points when i ran into them within my own job.

Whether you're brand new to sales, like personally, and need to develop a structure for new business development/prospecting, or you've been selling for decades and you're buying a resource to help you revamp your set of skills to modernize with the digital age, this book will be invaluable to you. Mike will start you at the basics and leave you feeling confident in your approach so you simply have to focus on your prospects.

Mike, great job and thank you!, With over 25 years of B2B experience, this is without doubt the best book for sales training and getting start up business. Exactly what makes it that good? The advice is succinct, easy, efficient and useable. It is not necessarily full of philosophyand theories. Instead, Mike provides proven methods that anyone - from the sales beginner the the season experts - may use. I highly suggest this book as a worthwhile investment in your sales career., It's amazing how basic and the information presented in this book was... yet how serious! It was well arranged and provided great assisting information and examples. I also purchased the sound book (narration was so so but I adored being able to repeat certain sections over and over). I would totally recommend this book to both the new and experienced sales professionals. I sensed very motivated after looking over this book and am assured it has equipped me personally with the tools to be a top owner., Mike - I am just finishing up your excellent book. Kudos for a nailing the matter with great insight and making a " work book" highly readable.
If I had to choose a favorite part it would be the 16X reasons salespeople fall short at new business. Typically the only part I strongly disagreed with is your issue with rosemary. C'mon, have you tried lamb roasted with rosemary/garlic and a side of mint jelly??!! Thanks for a great read and valuable tool. Look forward to your next book.

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New Sales Simplified Prospecting Development
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