Sunday, August 13, 2017

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

New Sales. Simplified.: The Essential Handbook for Prospecting and New Business DevelopmentNew Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development by Mike Weinberg
My rating: 5 of 5 stars

5 stars. That's all I really need to say. This is not a perfectly written book, and the author has some personal positions and definitions that I don't agree with, but I like his direct and open honesty. It means that this book is chock full of common sense, and isn't beholden to best practice as a limiting factor, but rather states best practice based on experience. It is the kind of book I'd like to write, if I'm ever dumb enough to write a business book. Don't tell me what your corporate training told you to do, and don't tell me what some researcher suggests you do, but tell me what works. What truth have you uncovered through experience?

Just to be clear, I'm not anti-research, but the research based books written by consultants and university professors are a dime a dozen. They range for boring to uninspiring as they try to tell the world what they think they know from observing and analyzing others. That is the differentiator. This book isn't based on any experience but his own. And when you want to question a conclusion, he has ALL the facts about the situation. To put it in academic terms, he has roughly 100% of the data of his experience, not a statistically significant number of survey responses.

So I foresee this on my list of regular rereads. But for now, if you are in sales, or in a leadership role in a company and are wondering how to improve your sales team, read this now.

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