New Sales. Simplified
by Mike Weinberg, S. Anthony Iannarino · first published 2012
83% recommend17% neutral
Why HN recommends it
Back-to-basics guide to prospecting and new business development: defining target customers, planning a sales attack, and telling a sales story. Readers find it approachable for non-sales people.
Summarised by Claude from recommending comments
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…mean emails late at night. Who is the ideal Economic Buyer for your services? Industry/Vertical/Segment/Geography? If you can define target client, you can go prospecting for them. Suggest reading New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development >http://www.goodreads.com/book/show/15863998-new-sales-simpli...
on “Ask HN: What's the best niche to choose for freelancers?” ↗…brilliant insights of Matt Dixon > https://www.youtube.com/watch?v=bSfE8zZUoMc - Mike Weinberg is probably the most accessable and useful to a wide range of SMB companies, he's quite good! And his 'New Sales. Simplified' book is a Must Read > http://www.newsalescoach.com/services/
on “Ask HN: Who are the best Sales Training companies?” ↗Great concepts here on planning & executing a sales attack, New Sales Simplified by Mike Weinberg > http://www.amazon.com/New-Sales-Simplified-Prospecting-Devel...
on “Ask HN: What are you reading right now?” ↗…find them. Now gather intel and network. You must talk to these guys, the more, the better. Incidentally, start reading up on the sales process. Recommend reading The Challenger Sale by Adamson and New Sales Simplified by Weinberg.
on “Ask HN: How to become a technical sales engineer?” ↗…a trusted connection, that's social proof. Please don't bore me with another White Paper or Power Point Presentation. If your role is to Sell, you're going to need multiple weapons. Suggest reading New Sales, Simplified > http://www.goodreads.com/book/show/15863998-new-sales-simpli...
on “Ask HN: Are you in IT? How would you like to be sold to?” ↗…Keep in mind, the more you read-- the more data you compile and master the subject. Here are a couple not already mentioned-- The best book I've read in ages on prospecting and business development, New Sales, Simplified by Mike Weinberg. If you read nothing else, Chapter 14: Planning & Executing the Attack is pure protein! http://www.goodreads.com/book/show/15863998-new-sales-simpli... Here's a video presentation…
on “Ask HN: Best books or videos to get better at sales?” ↗…starts by understanding WHO exactly your target customers are-- and knowing what their world looks like. Here's the best book on targeting, planning & executing a solid sales strategy-- Mike Weinberg's New Sales, Simplified > http://www.goodreads.com/book/show/15863998-new-sales-simpli...
on “Ask HN: How do you talk to customers?” ↗…simple, direct approach is look for senior executives/managers WHO you know how to help. Linkedin's advance search feature is a great tool to source target prospects. Suggest reading Mike Weinberg's New Sales Simplified, specifically - Chapter 14: Planning & Executing the Attack, helpful in your job search. > http://www.goodreads.com/book/show/15863998-new-sales-simpli...
on “Late 30s Career Advice Needed” ↗This reminds me of a book I read recently called “New Sales. Simplified.” by Mike Weinberg, in terms of engaging with people on their terms and the “sales story”, highly recommended, and he narrates it himself on Audible. Very approachable for non-sales people but also refreshingly…
on “Ask HN: Where do you find potential customers to validate your idea / MVP?” ↗There are already some very good replies in this thread. This is also an absolutely fantastic question. The book New Sales: Simplified by Mike Weinberg is a decent intro to sales that you would probably get a lot out of. You can only learn sales by doing but this book will help you get your feet wet - there are a lot of absolutely awful…
on “Ask HN: How do you get companies to talk to you about their problems?” ↗New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development by Mike Weinberg Chapter 14: planning and executing the attack, is brilliant! Feel free to DM, if you want to compare notes > https://www.goodreads.com/en/book/show/15863998
on “I'm an engineer that needs to sell my services. Any good books on sales?” ↗I was in sales for 10+ years, now am a dev. Best sales book I ever read was New Sales Simplified. Really breaks down the sales process.
on “Learn to sell” ↗I just finished New Sales Simplified: http://www.amazon.com/New-Sales-Simplified-Prospecting-Devel... If you are responsible for getting new business, it is probably the best sales book I have read. Walks through defining your target customers,…
on “Ask HN: Best books or videos to get better at sales?” ↗The book is: New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development https://www.amazon.com/New-Sales-Simplified-Prospecting-Deve... I read it in January and found it really helpful
on “Ask HN: Solo founder and MVP. New co-founder equity split?” ↗…sales you want to focus on. I've yet to find a good book which covers the discipline as a whole. Many seem to either focus on the psychology, prospecting or just closing of sales. I'm part way through "New Sales. Simplified" which seems heavily based on "prospecting" which a lot of books seem to neglect. I've also got Dan Pink's "To Sell is Human" lined up next which is more about the psychological aspects. Many of the classic…
on “Hey Startups, I’m calling bullshit. You don’t understand sales” ↗