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

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CHAPTER 16

New Business Development Selling Is Not Complicated

If you picked up this book believing that prospecting and new business development were shrouded in some sort of mystery, I hope that I’ve debunked that myth for you. There’s no great mystery, and those who are most successful keep it incredibly simple.

Proactively pursuing new business is not complicated. Prospective customers have needs. We have potential solutions for those needs. When charged with developing new business from new accounts, our job is to engage with potential customers to determine if what we sell aligns with what these prospects need. It’s that simple.

New customers are the lifeblood of most businesses. If there were a continuous steady stream of warm leads pouring ...

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