New Sales, Simplified: The Essential Handbook for Prospecting and New Business Development
Weinberg, Mike
New Sales, Simplified: The Essential Handbook for Prospecting and New Business Development - New Delhi HarperCollins Publisher India 2013 - 220p
1. Introduction
2. Sales simplified and a dose of blunt truth
3. The groundwork for a simple sales model
4. The "not-so-sweet 16" reasons salespeople fail at new business development
5. The company's responsibility for sales success
6. A simple framework for developing new business
7. Selecting targets : first for a reason
8. Our sales weapons : what's in the arsenal?
9. Your most important sales weapon
10. Sharpening your sales story
11. Your friend the phone
12. Mentally preparing for the face-to-face sales call
13. Structuring winning sales calls
14. Preventing the buyer's reflex resistance to salespeople
15. I thought I was supposed to make a presentation
16. Planning and executing the attack
17. Rants, raves, and reflections
18. New business development selling is not complicated
9781404112025
Selling - Business Planning
658.85 / WEI
New Sales, Simplified: The Essential Handbook for Prospecting and New Business Development - New Delhi HarperCollins Publisher India 2013 - 220p
1. Introduction
2. Sales simplified and a dose of blunt truth
3. The groundwork for a simple sales model
4. The "not-so-sweet 16" reasons salespeople fail at new business development
5. The company's responsibility for sales success
6. A simple framework for developing new business
7. Selecting targets : first for a reason
8. Our sales weapons : what's in the arsenal?
9. Your most important sales weapon
10. Sharpening your sales story
11. Your friend the phone
12. Mentally preparing for the face-to-face sales call
13. Structuring winning sales calls
14. Preventing the buyer's reflex resistance to salespeople
15. I thought I was supposed to make a presentation
16. Planning and executing the attack
17. Rants, raves, and reflections
18. New business development selling is not complicated
9781404112025
Selling - Business Planning
658.85 / WEI