Coming soon · Book Profile
New Sales Simplified the Essential Handbook
A blunt, practical handbook that demystifies prospecting and new business development by arguing that acquiring new customers is simple—select targets, build and fire sales weapons, and execute a disciplined attack.
A profile of this book is on the way.
What it’s about
New Sales. Simplified. is a no-nonsense field guide for salespeople, sales managers, and executives who have lost—or never learned—the fundamentals of hunting for new business. Drawing on two decades of top-performing selling and a decade of coaching fifty-plus companies, Mike Weinberg strips away Sales 2.0 hype and flavor-of-the-month theories to reveal a stunningly simple framework: pick a finite, focused, written, workable list of target accounts; arm yourself with powerful sales weapons (above all a compelling, client-focused sales 'story' or Power Statement); and plan and execute a high-frequency attack by protecting your calendar and working the math. Along the way it holds up a mirror to the sixteen reasons salespeople fail, puts CEOs and companies on the hot seat for anti-sales cultures and illogical comp plans, and rehabilitates the proactive phone call, the discovery-driven sales call, and the maligned presentation. Energetic, honest, and immediately actionable, it equips readers to become proficient sales hunters who consistently create new opportunities.
The through-line
- Who it’s for
- A salesperson, sales manager, or executive responsible for acquiring new customers who wants to consistently and confidently develop new business.
- The problem
- They are not acquiring enough new accounts or new business and inbound demand has dried up. They feel scared, lost, confused, and lacking confidence about how to hunt for new business.
- The plan
- Select a finite, focused, written, and workable list of strategic target accounts.
- Build and sharpen your arsenal of sales weapons, especially a compelling client-focused Power Statement.
- Master the proactive telephone call to secure face-to-face meetings.
- Structure and conduct winning, discovery-driven sales calls (dialogue, not monologue).
- Time-block your calendar, work the sales math, and maintain a balanced pipeline.
- The payoff
- Consistently acquiring new accounts and exceeding new business goals. · Increased confidence, pride, and energy in prospecting. · A full, moving, balanced pipeline and greater income.
See our guide
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Additional reading
- Attitudinal Variables and Behavior: Three Empirical Studies and a Theoretical Reanalysis · M. Fishbein & I. Ajzen
The book cites this work to support its research philosophy, which emphasizes observing actual behaviors over measuring attitudes, as attitudes are often poor predictors of performance.
- SPIN Selling · Neil Rackham
The book positions the Challenger model as the next major breakthrough after the 'consultative selling' era, which was largely defined by Rackham's research and the SPIN methodology. Rackham wrote the foreword, framing this book as a potential 'fourth breakthrough' in sales history.
- The Psychology of Selling · E. K. Strong
Referenced in the foreword as a foundational breakthrough in sales that introduced the idea of learnable sales techniques like questioning and objection handling. This provides historical context for the evolution of sales methodologies.
- From Impossible To Inevitable · Aaron Ross & Jason Lemkin
The sequel to Predictable Revenue, it expands on growth strategies for scaling a business, co-authored with the founder of SaaStr.
- First, Break All The Rules: What The World’s Greatest Managers Do Differently · Marcus Buckingham & Curt Coffman
Referenced for its 12 key questions to measure employee satisfaction, which is crucial for retaining the star talent needed to run a sales machine.
- The Seven Day Weekend · Ricardo Semler
Recommended as a resource for CEOs looking to move away from command-and-control management and toward more democratic, employee-empowering organizational structures.
- Barking Up A Dead Horse · Tom Batchelder
Recommended for its focus on the importance of disqualifying poor-fit sales opportunities quickly, a key principle for sales efficiency.
- CEOFlow: Turn Your Employees Into MiniCEOs · Aaron Ross
The author's other work, recommended for deeper insights into creating self-managing teams and empowering employees.
- Inbound Marketing · Brian Halligan and Dharmesh Shah
Written by the co-founders of HubSpot, this book provides a deeper dive into the demand generation philosophy that is a cornerstone of the author's sales formula.
- The Long Tail · Christopher Anderson
The book's central concept is cited as a key strategic principle for inbound marketing content, advising companies to target niche, 'long-tail' keywords rather than highly competitive head terms.