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New Sales. Simplified. by S. Anthony Iannarino, MIKE WEINBERG

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CHAPTER 2

The “Not-So-Sweet 16” Reasons Salespeople Fail at New Business Development

I love what I do for a living. One of the favorite aspects of my practice is how many different salespeople I have the opportunity to know, observe, and coach.

Between my various positions as a salesperson and sales executive, and two stints in full-time coaching/consulting, I’ve had the privilege to observe and work closely with hundreds of salespeople across fifty companies. I’ve seen who is effective and who is not. I’ve uncovered best practices that are prevalent among top performers. I’ve been able to test theories in the field, tinker with technique, and see the results firsthand. Unfortunately, I’ve also witnessed a lot of failure—particularly when it ...

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