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Foreword by S. Anthony Iannarino
CHAPTER 1Sales Simplified and a Dose of Blunt Truth
The Groundwork for a Simple Sales Model
Why All the Craziness and Fear About Prospecting?
So Many Salespeople Are Struggling: What Happened?
Confusion Reigns: Sales 2.0 and the Projected Death of Prospecting
Where Did All the Sales Mentors Go?
CHAPTER 2The “Not-So-Sweet 16” Reasons Salespeople Fail at New Business Development
They Haven’t Had To or Don’t Know How
They Are Always Waiting (on the Company)
They Are “Prisoners of Hope”
They Can’t “Tell the Story”
They Have Awful Target Account Selection and a Lack of Focus
They Are “Late to the Party”
They Have a Negative Attitude and Pessimistic Outlook
They Are Guilty of ...