New sales : simplified ; the essential handbook for prospecting and new business development

XX, 220 S.

Includes index

Foreword / by S. Anthony IannarinoIntroduction -- Sales simplified and a dose of blunt truth -- The groundwork for a simple sales model -- The "not-so-sweet 16" reasons salespeople fail at new business development -- The company's responsibility for sales success -- A simple framework for developing new business -- Selecting targets : first for a reason -- Our sales weapons : what's in the arsenal? -- Your most important sales weapon -- Sharpening your sales story -- Your friend the phone -- Mentally preparing for the face-to-face sales call -- Structuring winning sales calls -- Preventing the buyer's reflex resistance to salespeople -- I thought I was supposed to make a presentation -- Planning and executing the attack -- Rants, raves, and reflections -- New business development selling is not complicated -- Index.

Foreword / by S. Anthony Iannarino

Introduction ; Sales simplified and a dose of blunt truth ; The groundwork for a simple sales model ; The "not-so-sweet 16" reasons salespeople fail at new business development ; The company's responsibility for sales success ; A simple framework for developing new business ; Selecting targets : first for a reason ; Our sales weapons : what's in the arsenal? ; Your most important sales weapon ; Sharpening your sales story ; Your friend the phone ; Mentally preparing for the face-to-face sales call ; Structuring winning sales calls ; Preventing the buyer's reflex resistance to salespeople ; I thought I was supposed to make a presentation ; Planning and executing the attack ; Rants, raves, and reflections ; New business development selling is not complicated ; Index.

ECONIS - Online Catalogue of the ZBW