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Author Weinberg, Mike, 1967- author.

Title New sales : simplified : the essential handbook for prospecting and new business development / Mike Weinberg ; foreword by S. Anthony Iannarino. [O'Reilly electronic resource]

Publication Info. New York : AMACOM American Management Association, c2013.
To Access:
Available on O'Reilly for Public Libraries
Bookmark link: https://library.naperville-lib.org:444/record=b3159658~S1
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Description 1 online resource
data file rda
Note Includes index.
Contents Foreword / by S. Anthony Iannarino -- Introduction -- Sales simplified and a dose of blunt truth -- The "not-so-sweet 16" reasons salespeople fail at new business development -- The company's responsibility for sales success -- A simple framework for developing new business -- Selecting targets : first for a reason -- Our sales weapons : what's in the arsenal? -- Your most important sales weapon -- Sharpening your sales story -- Your friend the phone -- Mentally preparing for the face-to-face sales call -- Structuring winning sales calls -- Preventing the buyer's reflex resistance to salespeople -- I thought I was supposed to make a presentation -- Planning and executing the attack -- Rants, raves, and reflections -- New business development selling is not complicated -- Index.
Subject Selling.
Business planning.
New business enterprises.
Vente.
Nouvelles entreprises.
selling.
Business planning
New business enterprises
Selling
Other Form: Print version: New sales New York : American Management Association, c2013. 9780814431771 (DLC) 2012017452
ISBN 9780814431788 (ebook)
081443178X
9781283588645 (MyiLibrary)
1283588641 (MyiLibrary)
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