Mike Weinberg - Böcker

La vida de tu negocio consiste en abrir cuentas nuevas constantemente. Tanto si eres representante, gerente o ejecutivo de ventas, se espera de ti que atraigas nuevos negocios, y necesitarás una fórmula comprobada para la prospección, el desarrollo y cierre de tratos. Aquí encontrarás la respuesta.Porque en las ventas no existe nada que dure para siempre, necesitas nuevos clientes y nuevos negocios… todo el tiempo. Por mucho que realices negocios con clientes leales, la vida de tu negocio consiste en abrir cuentas nuevas constantemente.Tanto si eres representante de ventas, gerente de ventas o ejecutivo de servicios profesionales, se espera de ti que atraigas nuevos negocios, para lo que necesitarás una fórmula comprobada para la prospección, el desarrollo y cierre de tratos. Aquí encontrarás la respuesta.Aprenderás cómo:• Identificar una lista estratégica, limitada y realizable de prospectos reales• Bosquejar un «argumento de ventas» persuasivo y centrado en tu cliente• Perfeccionar las llamadas telefónicas proactivas para alcanzar reuniones cara a cara con más clientes potenciales• Tomar ventaja del correo electrónico, los mensajes de voz y las redes sociales• Superar, e incluso evitar, los reflejos de todo posible comprador contra los vendedores• Formar relaciones, porque la gente hace negocios con aquellos que les agradan y en quienes confían• Prepararte para una llamada de ventas exitosa y bien estructurada• Dejar de hacerle presentaciones a los clientes y comenzar a dialogar con ellos• Hacer tiempo en tu calendario para actividades de desarrollo de negocios• Y mucho más.Lleno de ejemplos y anécdotas, este libro logra un equilibrio entre una perspectiva franca, y muchas veces divertida, de los errores que cometen la mayor parte de los vendedores y los ejecutivos con un plan fácil de seguir para incrementar notablemente tu cantidad de nuevos clientes a partir de hoy.Because in sales, there’s no such thing as forever. You need new customers and new business—all the time.No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you’re a sales rep, sales manager, or a professional services executive, 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. You’ll learn how to:• Identify a strategic, finite, workable list of genuine prospects • Draft a compelling, customer-focused “sales story” • Perfect the proactive telephone call to get face-to-face with more prospects • Use email, voicemail, and social media to your advantage • Overcome—even prevent—every buyer’s anti-salesperson reflex • Build rapport, because people buy from people they like and trust • Prepare for and structure a winning sales call • Stop presenting and start dialoguing with buyers • Make time in your calendar for business development activities• And much morePacked with examples and anecdotes, New Sales. Simplified. balances a blunt (and often funny) look at what most salespeople and executives do wrong with an easy-to-follow plan for ramping up new business starting today.

The lifeblood of your business is a constant flow of new accounts. . .no matter how much repeat business you get from loyal customers.Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals.With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.In New Sales. Simplified., you will learn how to:Identify a strategic list of genuine prospectsDraft a compelling, customer focused “sales story”Perfect the proactive telephone call to get face to face with more prospectsUse email, voicemail, and social media to your advantagePrepare for and structure a winning sales callMake time in your calendar for business development activitiesNew Sales. Simplified. is about overcoming and even preventing buyers’ anti salesperson reflex by establishing trust. This book will help you choose the right targets and build a winning plan to pursue them.Named by Hubpot as a Top 20 Sales Book of All Time, this easy-to-follow guide will remove the mystery surrounding prospecting and have you ramping up for new business.

Packed with case studies, Sales Management. Simplified. offers a proven formula for prospecting, developing, and closing deals—in your time, on your terms.Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies to find the answer - and it's one that may surprise you. Typically, the issue lies not with the sales team but with how it is being led. Through their attitude and actions, senior executives and sales managers can unknowingly undermine performance.Weinberg tells it straight by calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news is that with the right guidance, results can be transformed.In Sales Management. Simplified., Weinberg teaches managers how to:Implement a simple framework for sales leadershipFoster a healthy, high-performance sales cultureConduct productive meetingsPut the right people in the right rolesRetain top producers and remediate underperformersPoint salespeople at the proper targetsBlending blunt, practical advice with funny stories and examples from the field, Sales Management. Simplified. delivers the tools every sales manager needs to succeed.Managing sales doesn't have to be complicated, and the solution starts with you!

Become a better salesperson by learning to debunk the sales myths and focus your strategy on a proven approach that will drive the results you want.Can succeeding in sales be as simple as hooking up the latest CRM tool or perfecting your social media profiles and waiting for qualified leads to show up in your inbox? Are you having trouble believing what the new self-proclaimed “experts” post on LinkedIn and beginning to question their proclamation that everything in sales has changed?The one constant in the world of sales is the noise from self-titled experts and thought leaders informing you of the latest tools, tricks, and strategies that you should utilize. However, ironically, the more modern solutions you adopt, the harder it is to get results.Bestselling author and sales expert Mike Weinberg offers a wake-up call to salespeople and sales leaders on how to bypass the noise so you can start winning more, new sales.In Sales Truth, Weinberg shares some of the truths you’ll learn including:Many self-proclaimed sales experts lack clients, credibility, and a track record of helping sellers achieve breakthrough results.The number of “likes” a sales improvement article receives is often inversely proportional to its accuracy or helpfulness to?a seller or sales team.What has worked exceedingly well in sales and sales management for the past couple of decades is still the (not so) secret to sales success today.Look no further than Weinberg’s powerful principles and proven strategies to help you become a professional sales master and create more new sales opportunities.

Become a better salesperson by learning to debunk the sales myths and focus your strategy on a proven approach that will drive the results you want.Can succeeding in sales be as simple as hooking up the latest CRM tool or perfecting your social media profiles and waiting for qualified leads to show up in your inbox? Are you having trouble believing what the new self-proclaimed “experts” post on LinkedIn and beginning to question their proclamation that everything in sales has changed?The one constant in the world of sales is the noise from self-titled experts and thought leaders informing you of the latest tools, tricks, and strategies that you should utilize. However, ironically, the more modern solutions you adopt, the harder it is to get results.Bestselling author and sales expert Mike Weinberg offers a wake-up call to salespeople and sales leaders on how to bypass the noise so you can start winning more, new sales.In Sales Truth, Weinberg shares some of the truths you’ll learn including:Many self-proclaimed sales experts lack clients, credibility, and a track record of helping sellers achieve breakthrough results.The number of “likes” a sales improvement article receives is often inversely proportional to its accuracy or helpfulness to?a seller or sales team.What has worked exceedingly well in sales and sales management for the past couple of decades is still the (not so) secret to sales success today.Look no further than Weinberg’s powerful principles and proven strategies to help you become a professional sales master and create more new sales opportunities.