New Sales

• Author : Mike Weinberg
• Publisher : AMACOM Div American Mgmt Assn
• Release : 04 September 2012

Shares examples and anecdotes and offers a framework to successfully develop new business.

• Author : Mike Weinberg
• Publisher : HarperCollins Leadership
• Release : 11 June 2019

A blunt wake-up call to salespeople and sales leaders that debunks the myths of the latest miracle solutions and refocuses your sales strategy on a proven approach that will drive the results you want. Can you handle the truth? Can succeeding in sales be as simple as hooking up the latest CRM tool or perfecting your social media profiles and waiting for qualified leads to automatically show up in your inbox? Are you having trouble believing what the new self-proclaimed “

• Author : Mike Weinberg
• Publisher : AMACOM
• Release : 21 October 2015

Packed with examples and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals—in your time, on your terms. Every day, expert consultants like Mike Weinberg are called on by companies large and small to figure out why their sales departments are falling short. Is it lazy and ineffective salespeople? Is it outdated methods of client building? Why are these team members not producing as they should? And more often than not, the answers are

• Author : Mike Weinberg
• Publisher : AMACOM
• Release : 04 September 2012

Close more deals every day. Each page of this sales essential is packed with examples, anecdotes, and proven formulas to do exactly that. Packed with examples and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made

• Author : Andy Paul
• Publisher : AMACOM
• Release : 28 November 2014

Customers today are overloaded with information and overwhelmed by options. The truth is, product value is so high across the competition that any kind of meaningful product differentiation--at least in the customers’ eyes--has all but disappeared. Therefore, between not recognizing product differences, combined with not having any time to spare to investigate what they don’t know, the difference maker for many decision makers . . . is you!The salesperson who is always responsive and completely focused on value will, more times

• Author : Ken Kupchik
• Publisher : AMACOM
• Release : 07 September 2017

Lying customers. Changing quotas. Soul-crushing management. PSSD-inducing pressure (Post Sales Stress Disorder). What’s not to love about the world of sales? (Oh, and don’t forget about your jittery hands from all the coffee you have to drink to make it through the day.) Seriously, though, sales doesn’t have to be so bad. You just need this humorous yet practical guide to show you how to:• Overcome objections without tears (yours and theirs)• Get out of a sales

• Author : Mark Donnolo
• Publisher : AMACOM
• Release : 20 February 2014

When it comes to strategies, salespeople usually veer toward one of two extremes: operating analytically...or by the seat of their pants. In this groundbreaking book on sales creativity, readers will learn how to integrate the right-brain aptitude for innovation with the left-brain affinity for logic and process. The result is a fresh, dynamic approach that addresses customers' needs while expanding the salesperson's entire way of thinking. Packed with real-life examples and powerful principles, The Innovative Sale reveals how to: *

• Author : Colleen Francis
• Publisher : AMACOM
• Release : 13 August 2014

Has the last week of each quarter in your business become a mad scramble to meet quota? Do your year-end reports show sporadic and unexplainable highs some weeks that will be near impossible to meet next year, as well as mysterious lows that ruined your goals for a 10 percent increase? For many sales organizations, anomalies such as these are strangely commonplace and unshakeable without intentional efforts to ratify them. Nonstop Sales Boom explains how to break this unhealthy cycle and

• Author : Mark Hunter, CSP
• Publisher : AMACOM
• Release : 16 September 2016

Search engines and social media have certainly changed how prospecting pipelines for salespeople are built today, but the vitality of the pipeline itself has not. Even today, the key to success for every salesperson is his pipeline of prospects. Top producers are still prospecting. All. The. Time.However, buyers have evolved, therefore your prospecting needs to as well. In High-Profit Prospecting, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today. Merging new strategies with

• Author : Jeb Blount
• Publisher : John Wiley & Sons
• Release : 02 March 2017

The New Psychology of Selling The sales profession is in the midst of a perfect storm. Buyers have more power—more information, more at stake, and more control over the sales process—than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to “challenge,” “teach,” “help,” give “insight,” or

• Author : Tony Hughes
• Publisher : AMACOM
• Release : 11 January 2018

In a world where everyone is completely inundated by phone calls, drop-ins, pop-up ads, and junk mail, how can you and your product begin to make its impression known in the business world? How do you break through to impossible-to-reach executive buyers who are intent on blocking out the noise that confronts them every day? By learning how to combine time-tested sales processes with cutting-edge social media strategies.Combo Prospecting details today’s new breed of chief executive buyers, the

• Author : Charles Warner,William Lederer,Brian Moroz
• Publisher : John Wiley & Sons
• Release : 16 July 2020

The must-have resource for media selling in today’s technology-driven environment The revised and updated fifth edition of Media Selling is an essential guide to our technology-driven, programmatic, micro-targeted, mobile, multi-channel media ecosystem. Today, digital advertising has surpassed television as the number-one ad investment platform, and Google and Facebook dominate the digital advertising marketplace. The authors highlight the new sales processes and approaches that will give media salespeople a leg up on the competition in our post-Internet media era. The

• Author : Steve Andersen,Dave Stein
• Publisher : AMACOM
• Release : 04 April 2016

Your job may be all about sales, but not your customers. Did you know that the average executive spends less than 5 percent of their time engaged in the buying of products and services? Therefore, sales professionals who focus solely on the moment of the sale have made a fatal miscalculation in understanding their customers. If you want to gain the winning edge for your sales performance, it’s time to embrace the entire customer life cycle.Beyond the Sales Process

• Author : Jeb Blount
• Publisher : John Wiley & Sons
• Release : 17 May 2018

There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales profession. Except for objections. There is democracy in objections. Every salesperson must endure many NOs in order to get to YES. Objections don’t care or consider: Who you are What you sell How you sell If

• Author : Paul Cherry
• Publisher : AMACOM
• Release : 07 December 2017

Ask the questions-and get the sale. As a salesperson your product knowledge is extensive, but that's not enough. If you fail to ask the right questions-the ones that uncover a customer's real needs-you will never close the deal. Questions that Sell reveals advanced questioning techniques that will help you sell your products or services based on value to the customer, rather than price-and increase your success rate as a result. Packed with powerful examples, exercises, and hundreds of sample questions