New sales :
Weinberg, Mike, 1967-
New sales : simplified : the essential handbook for prospecting and new business development / by Mike Weinberg ; foreword by S. Anthony Iannarino. - New York : American Management Association, c.2013. - xx, 220 p. ; 24 cm.
Includes index.
Foreword / by S. Anthony Iannarino -- Introduction -- Sales simplified and a dose of blunt truth -- The groundwork for a simple sales model -- 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.
9780814431771
2012017452
Selling.
Business planning.
New business enterprises.
--Reading book
658.85 / WEI
New sales : simplified : the essential handbook for prospecting and new business development / by Mike Weinberg ; foreword by S. Anthony Iannarino. - New York : American Management Association, c.2013. - xx, 220 p. ; 24 cm.
Includes index.
Foreword / by S. Anthony Iannarino -- Introduction -- Sales simplified and a dose of blunt truth -- The groundwork for a simple sales model -- 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.
9780814431771
2012017452
Selling.
Business planning.
New business enterprises.
--Reading book
658.85 / WEI