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 more Packed 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.