New Sales, Simplified

I just finished New Sales Simplified: http://www.amazon.com/New-Sales-Simplified-Prospecting-Devel... (http://www.amazon.com/New-Sales-Simplified-Prospecting-Development/dp/0814431771/ref=sr_1_1?ie=UTF8&qid=1442501569&sr=8-1&keywords=new+sales+simplified) If you are responsible for getting new business, it is probably the best sales book I have read. Walks through defining your target customers, creating appropriate messaging to reach out to those customers and how to structure discovery and presentation calls.

There have been several worthy recommendations in this string. 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... (http://www.goodreads.com/book/show/15863998-new-sales-simplified) Here's a video presentation by Matt Dixon on The Challenger Sale. It's a bit long, just over an hour. But give it 15 minutes-- you'll see it's solid material. Good insights on how marketing supports & equips sales. Read the book! https://www.youtube.com/watch?v=bSfE8zZUoMc