The Ultimate Guide to Prospecting and New Sales: Streamline Your Business Development Process Now!

Sop: I loved the book for that the author talks very pragmatic and from real world experiences he gained. Highly recommended for someone who enjoys reading peoples pragmatic and realistic knowledge rather than theory based. Pragmatism connects you faster to the ground realities.

Germany on Oct 19, 2023

Ryan H: Focused on core fundamentals, less filler and more actionable strategies and tactics that will help my sales organization go to the next level. Stop reading the latest and greatest sales crazes, this book is the real deal.

Canada on Aug 26, 2023

John Zhou: Very good sales book. Focus on fundamentals of prospecting and other sales process. Lots of tangible insights and practice that any sales person can use right away.

Canada on Aug 07, 2023

James Coleman: I’ve read over 70 self-improvement books over the last 5/6 years, with a good few of them being sales-focused. This was by far my favourite as it breaks it all down extremely well. It also doesn’t drag on too. 220 pages is enough. Would recommend this to anyone in the New Business game.

United Kingdom on May 02, 2023

Michael Casale: This is absolutely the best book on selling that I’ve ever read!! This book is so important to me, that I have it as my number one resource, which I look through often as I am preparing for meetings and preparing for discovery calls. You’ll find that there’s a lot of books out there that speak about how to close or how to take control of the conversation. One of the best things I like about this book is that it keeps the selling process simple yet powerful. I’ve come to realize that selling is rather simple if you keep it to a process. This book helps you keep to that simple process that leads to massive sales.

Thank you very much Mike from the bottom of my heart for taking all your experience and putting it into this book! I’ll be forever grateful and so will all my family!

Italy on Nov 28, 2022

Amazon Customer: Can't say enough great things about this book. Cover to cover this book has value. I took over 20 pages of notes and am reworking not only my sales processes based on this material but those of my team.

Every sales leader should read this book because many of the problems Mike addresses in "New Sales Simplified" can't be addressed by salespeople. Mike says the single biggest obstacle to new business generation is the using of salespeople for both hunters and farmers. He is 100% right. How much time to we have our people waste doing farm work, service work, busy work. The rarest of all salespeople, those that can find and close new business end up being frustrated and we waste their real talent.

Here are the opening questions that Mr. Weinberg asks and answers: Why are there so many new theories, new books, new methodologies? Why are there so few A-players on sales teams? Why are so many companies and individual salespeople not achieving their sales goals—particularly their new business development goals? Why does the mention of the word prospecting cause even veteran salespeople to freak out or hide?

Mike raises important issues: are all sales created equal....

United States on Jan 11, 2013

Nancy Nardin: Do you want to grow revenue? Then you'll need to close new business.

If your reps aren't bringing in enough new business, it could be that they forgot, or never knew how to develop new business. In his hot-off-the press book , "New Sales. Simplified." Mike Weinberg puts forth an interesting proposition as to the underlying causes. In fact, he offers a "not-so-sweet 16" top reasons why reps fail at new business development.

There is one reason as to why so few reps know how to hunt for new business, however, that I find to be the most intriguing. Mike contends that because many of today's sales reps began their career during times of economic prosperity. They simply never had to learn how. During the whole of the `90s and between 2002-2007 most sales organizations benefited from high demand for their products and services. Salespeople could get away with being reactive.

Of course, we're dealing with a very different environment today.

Reps must proactively hunt for new business. Hunting takes certain skill sets and certain personality types. Reps who are great at relationship management, customer service, problem solving, and client retention are not...

United States on Sep 09, 2012