New sales
Subtitle: simplified : the essential handbook for prospecting and new business development
By: by Mike Weinberg ; foreword by S. Anthony Iannarino
Publisher: American Management Association
Published: 2013
Place of publication: New York
Language: eng
ISBN-13: 9780814431771
Subjects: Business planning; Selling; New business enterprises
Notes: Includes index.
Table of contents: title: Foreword / by S. Anthony Iannarino; title: Introduction; title: Sales simplified and a dose of blunt truth; title: The groundwork for a simple sales model; title: The "not-so-sweet 16" reasons salespeople fail at new business development; title: The company's responsibility for sales success; title: A simple framework for developing new business; title: Selecting targets : first for a reason; title: Our sales weapons : what's in the arsenal?; title: Your most important sales weapon; title: Sharpening your sales story; title: Your friend the phone; title: Mentally preparing for the face-to-face sales call; title: Structuring winning sales calls; title: Preventing the buyer's reflex resistance to salespeople; title: I thought I was supposed to make a presentation; title: Planning and executing the attack; title: Rants, raves, and reflections; title: New business development selling is not complicated; title: Index.