The Marketing Book Podcast

The Marketing Book Podcast: "New Sales. Simplified." by Mike Weinberg

Written by Douglas Burdett | Apr 1, 2016 11:00:00 AM

New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development by Mike Weinberg

Mike Weinberg is a consultant, coach, speaker, and best-selling author. His specialities are new business development and sales management, and he's on a mission to simplify sales and create high-performance salespeople and sales teams.

Mike can talk about sales because he’s done it – he was the #1 producer in three different companies before launching his consulting practice, and he has been named a Top Sales Influencer by Forbes, OpenView Labs, InsideView and several other publications.

Mike is also the author of Sales Management. Simplified. - The Straight Truth About Getting Exceptional Results from Your Sales Team. That book has been called "arguably the greatest book ever written on sales management," and "an unequaled blueprint for leading salespeople and building high-performance sales teams."

A transplanted New Yorker, Mike has called St. Louis home for almost 25 years.

The Host's Perspective:

There is an unfortunate and costly myth alive and well in the marketing and sales world these days. It’s the notion that inbound marketing, content marketing, permission marketing, social media... are making the sales person irrelevant. Just provide great marketing content for your prospective customers, they’ll find you online and you’ll have more than enough leads to fill your pipeline, increase revenues and grow your business. But that’s a fantasy.

Sure, you want to leverage your existing relationships and attract prospective customers with content marketing. But you also need to have a proactive outbound prospecting program focused on your best targets. Don’t believe me? The HubSpot marketing automation software firm is the granddaddy of inbound marketing. Their founders wrote the book on it. Really - it’s called “Inbound Marketing.” So then why do you suppose they have an active outbound sales effort in addition to all the great inbound marketing they do? It’s because it works. And Mike Weinberg’s book “New Sales. Simplified” is so good that HubSpot uses this book to train their salespeople and even recommends the book to their agency partners like me.

In the book, Mike Weinberg explains explains the 16 reasons why salespeople fail at new business development. But he explains that there are just three essential components for establishing a successful new business development sales initiative.

It’s so... simple!

If you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer.

 

Listen to the Interview:

 

Show Notes:

"New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development" by Mike Weinberg

"Fanatical Prospecting" by Jeb Blount

"The Challenger Customer" by Patrick Spenner (Marketing Book Podcast interview)

"Sales Management Simplified" by Mike Weinberg

Mike Weinberg and Douglas Burdett at the first ever Outbound Conference, Atlanta, Georgia

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