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New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development by [WEINBERG, MIKE]
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New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development Kindle Edition

5.0 out of 5 stars 6 customer reviews

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Length: 229 pages Word Wise: Enabled Enhanced Typesetting: Enabled
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Review

"If you manage a sales team that needs to elevate their new business performance to new heights, then do yourself and your team a favor and get a copy for everyone." - Nancy Nardin, Smart Selling Tools blog

"... this book will help salespeople improve their sales results and win new business... Go and buy Mike's book. Read it carefully, and follow Mike's action plan.' - Anthony Iannarino, The Sales blog "New Sales Simplified: A Must Read!... well worth the investment in yourself.' - Mark Hunter, The Sales Hunter Blog "... put New Sales. Simplified. in the hands of your organizations' sales chain from the frontline salespeople up to the CEO.' - Gary Hart, SalesDuJour.com

"New Sales. Simplified. is one of those books that can change the path of your career. It is that good.' - Miles Austin, Fill the Funnel blog

"... does a great job of highlighting the responsibility of the company to ensure a successful selling environment exists." - Jim Keenan, A Sales Guy blog

"... offers the one thing that most other writers on selling don't-real, honest-to-God clarity on how to become a solid, high producer in sales.' - Paul McCord, Sales and Management blog

"... packed with insights that will challenge you to reflect on your own situation and how you've been approaching (or not approaching) prospecting for new business.' - Don Perkins, MindMulch.net

"Weinberg is passionate and fearless about dragging people and companies firmly into prospecting for new business acquisition." - Sales Aerobics for Engineers

"You will read this book several times because it contains a wealth of practical advice that simply can't be absorbed in one sitting." - Kelley Robertson, Fearless Selling blog

"The ideas found in [the book]... are the fundamentals that we have failed to adhere to. They are the basics that we've forgotten. And that is exactly why this book is so important.' - Small Business Storyteller

" New Sales Simplified is the sort of book that savvy sales directors should be reading and taking notes from.' - Bright Carbon blog

"Weinberg delivers solid framework for selling success; offering up equal doses of the three key components the WHAT, the WHY, and the HOW." - SellBetter blog

"... I'll flat out tell you: this is one of the best sales books I've ever read... written by a top-tier Professional salesman/trainer... ' - Selling Fearlessly blog

"This book is right on time, and has arrived to fill a much needed, back to basics approach for building new business.' - C arousel Sales blog

"The author bolsters his timeless wisdom with humor and interesting anecdotes that illustrate the concepts in action in real world sales situations.' - BlogBusinessWorld

"Weinberg provides the tools and approaches needed to select targets and seal the deal." - Jm Pawlak, Biz Books columnist

"... provides simple steps that can be used by anyone to acquire and keep new customers... an enjoyable and very helpful read." - Barbara Weltman, Big Ideas for Small Business

"... phenomenal! ... get a copy, or copies for everyone on your team.' - Art Sobczak's Smart Calling newsletter

The Best Books for Today's Sales Professionals, Steve Caputa's blog in Sales & Marketing Management

"Weinberg's prospecting strategy hits it out of the park.He really does reduce the process of new business development to a totally simple - yet breathtakingly useful... " - About.com/Sales

"... what sets this book apart from all other books on sales is the passion... You'll not only walk away fully equipped-I guarantee you will also be fully inspired.' - ViewPoint

Selected by HubSpot as one of Top 20 Sales Books of All Time

"Weinberg's template for developing a no-miss sales story is worth your time and money all by itself." - HubSpot

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Product Description

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.

Product Details

  • Format: Kindle Edition
  • File Size: 617 KB
  • Print Length: 229 pages
  • Publisher: AMACOM; 1 edition (Sept. 4 2012)
  • Sold by: Amazon Digital Services LLC
  • Language: English
  • ASIN: B0094J7S9Y
  • Text-to-Speech: Enabled
  • X-Ray:
  • Word Wise: Enabled
  • Enhanced Typesetting: Enabled
  • Average Customer Review: 5.0 out of 5 stars 6 customer reviews
  • Amazon Bestsellers Rank: #22,863 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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Format: Paperback
I have been in sales for the last 12 years or basically all of my business career. I have heard many of the important action items needed to be successful as stated in this book by author Mike Weinberg. Like many I had also tried to avoid these actions or behaviors as they seemed old school and painful. Really, who would want to work hard doing the same things over and over to obtain all the quick results possible in a sales career! Over the past 4 years I had had some success, enough to stick in the business. At the end of 2012, I learned the hard truth, I needed to focus on business development and the internet, client referrals and COI referrals were not going to get it done at this point. I needed to get proactive, stay busy, and generate my own leads.

To date, I am on pace to increase my best year's production by 200%. I have done this by unknowingly implementing a few of Mike's key behaviors and tactics. I have stuck to them and now plan on sharpening them with all the great ideas in Mike's book. Treat this book as your business plan and do not waiver! The beauty of sales is you do have to work hard, but the successes earned become far more sweet and fuel more hard work. There is nothing earth shattering in this book, and that is a good thing. This simple hard truth will impact you results.

Oh ya! weird...when I got focused and consistent with my activity (calling, emails etc), I started to receive more referrals than I had in the past as well. WIN WIN.
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Format: Kindle Edition Verified Purchase
I will make this short: it works. We are experts in what we do (specialized IT services), but we were at a plateau. As one of the partners, I was designated as the rainmaker for 2014. Having little experience in biz dev agriculture, I checked out my friends at Amazon and found this book. And I drank my own champagne - I followed the advice of an expert without constantly questioning. I just did it. In 4 weeks, I have met with at least 7 prospects and increased my pipeline by 30%, something we struggled with in 2013. So you can keep searching, or just buy the book and do what Mike says...all of it, religiously. It will be the best investment you ever made. But I have to tell you, it is a lot more about you than it is about the book. It will be hard, but it will pay off. Good luck.
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Format: Kindle Edition Verified Purchase
Follow the steps one step at a time. Don't skip any steps. All business development should start with everything this books tells us. Once you've mastered what this book tells you, find out if you actually need to augment with other tactics. Because you likely won't!
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