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by S. Anthony Iannarino, MIKE WEINBERG
New Sales. Simplified.
Cover
Title Page
Copyright
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 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 2 The “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 a Fake or Pitiful Phone Effort
They Are Not Likable, Don’t Adapt Their Style, and Have Low EQ
They Can’t Conduct an Effective Sales Call
They Love to Babysit Their Existing Accounts
They Are Busy Being Good Corporate Citizens
They Don’t Own Their Own Sales Process
They Don’t Use and Protect Their Calendar
They Stopped Learning and Growing
Honestly, They Are Not Built for It
Chapter 3 The Company’s Responsibility for Sales Success
Why Sales Coaching Develops into Consulting
Sales 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 Desk
Heavy Service Burden and the Hybrid Hunter-Farmer Sales Role
Illogical and Unhelpful Compensation Plans
Mistrust, Micromanagement, and Treating the Sales Team Like Children
Chapter 4 A Simple Framework for Developing New Business
Born Out of Failure
Documented Out of Necessity
The Simplest of Models
A Bold Declaration
Chapter 5 Selecting Targets: First for a Reason
Selecting Target Accounts Is a Rare Opportunity to Be Strategic
Your Target List Must Be Finite, Focused, Written, and Workable
Segmenting Your Existing Accounts
Preparing for Target Selection: The Who and Why Questions
Making the Most of Referral and Indirect Selling
Resources for Identifying Targets
Pursuing Your Dream Targets
Targeting Contacts Higher in the Customer Organization
Questions for Reflection
Chapter 6 Our Sales Weapons: What’s in the Arsenal?
Marshaling the Weapons in Your Arsenal
Questions for Reflection
Chapter 7 Your Most Important Sales Weapon
Most Companies, Executives, and Salespeople Don’t Have an Effective Story
Your Sales Story Is Not About You
Telling the Story Is a Lost Art: Whatever Happened to Puffery?
Differentiation and Justifying Premium Pricing
A Great Story Produces Confidence and Pride
Questions for Reflection
Chapter 8 Sharpening Your Sales Story
Our Story Must Pass the “So What?” Test
Three Critical Building Blocks for a Compelling Story
Why Lead with Client Issues?
Drafting the Power Statement
A Couple of Sample Power Statements
The Sales Story Exercise
What We Can Do Now
The Commodity Antidote
Questions for Reflection
Chapter 9 Your Friend the Phone
Erase the Tapes in Your Mind and Let’s Start Over
Your Mindset Matters
Our Voice Tone and Approach Matters, Too
Script or No Script?
Why Are We Calling? Laser Focus on the Objective
Stop Overqualifying
Favorite Introductory Phrases for a Great Start
Crafting Your Telephone Mini Power Statement
For the Inside Rep: Build a Bridge
Ask for the Meeting, Ask Again, and Once More
Three Magic Words
Winning with Voice Mail
Questions for Reflection
Chapter 10 Mentally Preparing for the Face-to-Face Sales Call
It’s Your Call; You Need a Plan
Avoid Defaulting to the Buyer’s Process
Bring a Pad and Pen; Please Leave the Projector at Home
God Gave You Two Ears and One Mouth
Selling from the Same Side of the Table
Questions for Reflection
Chapter 11 Structuring Winning Sales Calls
The Phases of a Winning Sales Call
Build Rapport and Identify the Buyer’s Style
Share Your Agenda and Set Up the Call
Clean Up Their Issues
Deliver the Power Statement
Ask Probing Questions: Discovery
Sell
Determine Fit and Seek Out Objections
Define and Schedule the Next Step
Questions for Reflection
Chapter 12 Preventing the Buyer’s Reflex Resistance to Salespeople
It’s Not Your Fault, but It Is Your Problem
Shaping How the Customer Perceives You
Preventing and Minimizing the Buyer’s Resistance
Questions for Reflection
Chapter 13 I Thought I Was Supposed to Make a Presentation
Why I Hate the Word Presentation
Redeeming the PowerPoint Presentation
Discovery Must Precede Presentation, So Insist on a Meeting
When the Prospect Will Not Meet with You Before the Presentation
Break the Mold to Set Yourself Apart
Chapter 14 Planning and Executing the Attack
No One Defaults to Prospecting Mode
Time Blocking
The Math Works; Work the Math
Writing Your Individual Business Plan
Preplanning Travel: Why Southwest Airlines Is My Sales Force One
A Balanced Effort Produces a Balanced Pipeline
Questions for Reflection
Chapter 15 Rants, Raves, and Reflections
Manners Matter
Attitude Is Contagious
Your Appearance and Image Send a Message
Go After the Giant Competitor and Play to Win
Winners Get in the Office Early and in the Deal Early
Take Real Vacations and Stay Off the Grid
Team Selling: Make the Most of Your Resources
Beware Who Is Telling You Not to Prospect
Chapter 16 New Business Development Selling Is Not Complicated
There Is No Magic Bullet
New Sales Success Results from Executing the Basics Well
Index
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New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
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