book

New Sales. Simplified.

by MIKE WEINBERG, S. Anthony Iannarino

September 2012

Intermediate to advanced

240 pages

5h 17m

English

AMACOM

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Cover
Title
Dedication
Contents
Foreword by S. Anthony Iannarino
Acknowledgments
Introduction
Chapter 1 Sales Simplified and a Dose of Blunt Truth
The Groundwork for a Simple Sales ModelWhy All the Craziness and Fear About Prospecting?So Many Salespeople Are Struggling: What Happened?Confusion Reigns: Sales 2.0 and the Projected Death of ProspectingWhere Did All the Sales Mentors Go?
Chapter 2 The “Not-So-Sweet 16” Reasons Salespeople Fail at New Business Development
They Haven’t Had To or Don’t Know HowThey 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 FocusThey Are “Late to the Party”They Have a Negative Attitude and Pessimistic OutlookThey Are Guilty of a Fake or Pitiful Phone EffortThey Are Not Likable, Don’t Adapt Their Style, and Have Low EQThey Can’t Conduct an Effective Sales CallThey Love to Babysit Their Existing AccountsThey Are Busy Being Good Corporate CitizensThey Don’t Own Their Own Sales ProcessThey Don’t Use and Protect Their CalendarThey Stopped Learning and GrowingHonestly, They Are Not Built for It
Chapter 3 The Company’s Responsibility for Sales Success
Why Sales Coaching Develops into ConsultingSales Follows Strategy: Mr. CEO, Please Do Your Job So I Can Do Mine!A Low View of Sales: Dumping Garbage on the Sales Manager’s DeskHeavy Service Burden and the Hybrid Hunter-Farmer Sales RoleIllogical and Unhelpful Compensation PlansMistrust, Micromanagement, and Treating the Sales Team Like Children

Chapter 4 A Simple Framework for Developing New Business
Born Out of FailureDocumented Out of NecessityThe Simplest of ModelsA Bold Declaration
Chapter 5 Selecting Targets: First for a Reason
Selecting Target Accounts Is a Rare Opportunity to Be StrategicYour Target List Must Be Finite, Focused, Written, and WorkableSegmenting Your Existing AccountsPreparing for Target Selection: The Who and Why QuestionsMaking the Most of Referral and Indirect SellingResources for Identifying TargetsPursuing Your Dream TargetsTargeting Contacts Higher in the Customer OrganizationQuestions for Reflection
Chapter 6 Our Sales Weapons: What’s in the Arsenal?
Marshaling the Weapons in Your ArsenalQuestions for Reflection
Chapter 7 Your Most Important Sales Weapon
Most Companies, Executives, and Salespeople Don’t Have an Effective StoryYour Sales Story Is Not About YouTelling the Story Is a Lost Art: Whatever Happened to Puffery?Differentiation and Justifying Premium PricingA Great Story Produces Confidence and PrideQuestions for Reflection
Chapter 8 Sharpening Your Sales Story
Our Story Must Pass the “So What?” TestThree Critical Building Blocks for a Compelling StoryWhy Lead with Client Issues?Drafting the Power StatementA Couple of Sample Power StatementsThe Sales Story ExerciseWhat We Can Do NowThe Commodity AntidoteQuestions for Reflection
Chapter 9 Your Friend the Phone
Erase the Tapes in Your Mind and Let’s Start OverYour Mindset MattersOur Voice Tone and Approach Matters, TooScript or No Script?Why Are We Calling? Laser Focus on the ObjectiveStop OverqualifyingFavorite Introductory Phrases for a Great StartCrafting Your Telephone Mini Power StatementFor the Inside Rep: Build a BridgeAsk for the Meeting, Ask Again, and Once MoreThree Magic WordsWinning with Voice MailQuestions for Reflection
Chapter 10 Mentally Preparing for the Face-to-Face Sales Call
It’s Your Call; You Need a PlanAvoid Defaulting to the Buyer’s ProcessBring a Pad and Pen; Please Leave the Projector at HomeGod Gave You Two Ears and One MouthSelling from the Same Side of the TableQuestions for Reflection
Chapter 11 Structuring Winning Sales Calls
The Phases of a Winning Sales CallBuild Rapport and Identify the Buyer’s StyleShare Your Agenda and Set Up the CallClean Up Their IssuesDeliver the Power StatementAsk Probing Questions: DiscoverySellDetermine Fit and Seek Out ObjectionsDefine and Schedule the Next StepQuestions for Reflection
Chapter 12 Preventing the Buyer’s Reflex Resistance to Salespeople
It’s Not Your Fault, but It Is Your ProblemShaping How the Customer Perceives YouPreventing and Minimizing the Buyer’s ResistanceQuestions for Reflection
Chapter 13 I Thought I Was Supposed to Make a Presentation
Why I Hate the Word PresentationRedeeming the PowerPoint PresentationDiscovery Must Precede Presentation, So Insist on a MeetingWhen the Prospect Will Not Meet with You Before the PresentationBreak the Mold to Set Yourself Apart
Chapter 14 Planning and Executing the Attack
No One Defaults to Prospecting ModeTime BlockingThe Math Works; Work the MathWriting Your Individual Business PlanPreplanning Travel: Why Southwest Airlines Is My Sales Force OneA Balanced Effort Produces a Balanced PipelineQuestions for Reflection
Chapter 15 Rants, Raves, and Reflections
Manners MatterAttitude Is ContagiousYour Appearance and Image Send a MessageGo After the Giant Competitor and Play to WinWinners Get in the Office Early and in the Deal EarlyTake Real Vacations and Stay Off the GridTeam Selling: Make the Most of Your ResourcesBeware Who Is Telling You Not to Prospect
Chapter 16 New Business Development Selling Is Not Complicated
There Is No Magic BulletNew Sales Success Results from Executing the Basics Well
Index
Copyright

Content preview from New Sales. Simplified.

CHAPTER 5 Selecting Targets: First for a Reason

When charged with acquiring new business, the natural and essential first questions are: “Where is the business going to come from?” and “Who should I be pursuing?” If we are putting together a prospecting and new business development sales attack, we need to know where to go and whom to target. That’s why selecting targets is the first step in the process. Quite simply, we can’t prospect if we don’t know who the prospects are.

Most salespeople spend the majority of their time in reactive mode responding to potential opportunities that come their way. The need for a defined list of target accounts does not register because, honestly, they are not targeting anyone. However, the proactive new business ...

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New Sales. Simplified.

by MIKE WEINBERG, S. Anthony Iannarino

CHAPTER 5

Selecting Targets: First for a Reason

Become an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
and much more.