| Foreword | p. xiii |
| Acknowledgments | p. xv |
| Introduction | p. xvii |
| Sales Simplified and a Dose of Blunt Truth | p. 1 |
| The Groundwork for a Simple Sales Model | p. 2 |
| Why All the Craziness and Fear About Prospecting? | p. 5 |
| So Many Salespeople Are Struggling: What Happened? | p. 5 |
| Confusion Reigns: Sales 2.0 and the Projected Death of Prospecting | p. 6 |
| Where Did All the Sales Mentors Go? | p. 8 |
| The "Not-So-Sweet 16" Reasons Salespeople Fail at New Business Development | p. 11 |
| They Haven't Had To or Don't Know How | p. 12 |
| They Are Always Waiting (on the Company) | p. 13 |
| They Are "Prisoners of Hope" | p. 14 |
| They Can't "Tell the Story" | p. 14 |
| They Have Awful Target Account Selection and a Lack of Focus | p. 15 |
| They Are "Late to the Party" | p. 16 |
| They Have a Negative Attitude and Pessimistic Outlook | p. 17 |
| They Are Guilty of a Fake or Pitiful Phone Effort | p. 17 |
| They Are Not Likable, Don't Adapt Their Style, and Have Low EQ | p. 18 |
| They Can't Conduct an Effective Sales Call | p. 19 |
| They Love to Babysit Their Existing Accounts | p. 20 |
| They Are Busy Being Good Corporate Citizens | p. 21 |
| They Don't Own Their Own Sales Process | p. 22 |
| They Don't Use and Protect Their Calendar | p. 23 |
| They Stopped learning and Growing | p. 24 |
| Honestly, They Are Not Built for It | p. 25 |
| The Company's Responsibility for Sales Success | p. 29 |
| Why Sales Coaching Develops into Consulting | p. 30 |
| Sales Follows Strategy: Mr. CEO, Please Do Your Job So I Can Do Mine! | p. 31 |
| A Low View of Sales: Dumping Garbage on the Sales Manager's Desk | p. 32 |
| Heavy Service Burden and the Hybrid Hunter-Farmer Sales Role | p. 34 |
| Illogical and Unhelpful Compensation Plans | p. 36 |
| Mistrust, Micromanagement, and Treating the Sales Team Like Children | p. 38 |
| A Simple Framework for Developing New Business | p. 43 |
| Born Out of Failure | p. 43 |
| Documented Out of Necessity | p. 46 |
| The Simplest of Models | p. 47 |
| A Bold Declaration | p. 49 |
| Selecting Targets: First for a Reason | p. 51 |
| Selecting Target Accounts Is a Bare Opportunity to Be Strategic | p. 52 |
| Your Target List Must Be Finite, Focused, Written, and Workable | p. 53 |
| Segmenting Your Existing Accounts | p. 55 |
| Preparing for Target Selection: The Who and Why Questions | p. 57 |
| Making the Most of Referral and Indirect Selling | p. 59 |
| Resources for Identifying Targets | p. 60 |
| Pursuing Your Dream Targets | p. 62 |
| Targeting Contacts Higher in the Customer Organization | p. 63 |
| Questions for Reflection | p. 66 |
| Our Sales Weapons: What's in the Arsenal? | p. 67 |
| Marshaling the Weapons in Your Arsenal | p. 68 |
| Questions for Reflection | p. 73 |
| Your Most Important Sales Weapon | p. 75 |
| Most Companies, Executives, and Salespeople Don't Have an Effective Story | p. 76 |
| Your Sales Story Is Not About You | p. 77 |
| Telling the Story Is a Lost Art: Whatever Happened to Puffery? | p. 80 |
| Differentiation and Justifying Premium Pricing | p. 81 |
| A Great Story Produces Confidence and Pride | p. 82 |
| Questions for Reflection | p. 83 |
| Sharpening Your Sales Story | p. 85 |
| Our Story Must Pass the "So What?" Test | p. 86 |
| Three Critical Building Blocks for a Compelling Story | p. 87 |
| Why Lead with Client Issues? | p. 87 |
| Drafting the Power Statement | p. 89 |
| A Couple of Sample Power Statements | p. 92 |
| The Sales Story Exercise | p. 98 |
| What We Can Do Now | p. 102 |
| The Commodity Antidote | p. 103 |
| Questions for Reflection | p. 105 |
| Your Friend the Phone | p. 107 |
| Erase the Tapes in Your Mind and Let's Start Over | p. 108 |
| Your Mindset Matters | p. 109 |
| Our Voice Tone and Approach Matters, Too | p. 110 |
| Script or No Script? | p. 111 |
| Why Are We Calling? Laser Focus on the Objective | p. 112 |
| Stop Overqualifying | p. 113 |
| Favorite Introductory Phrases for a Great Start | p. 113 |
| Crafting Your Telephone Mini Power Statement | p. 116 |
| For the Inside Rep: Build a Bridge | p. 118 |
| Ask for the Meeting, Ask Again, and Once More | p. 119 |
| Three Magic Words | p. 120 |
| Winning with Voice Mail | p. 121 |
| Questions for Reflection | p. 123 |
| Mentally Preparing for the Face-to-Face Sales Call | p. 125 |
| It's Your Call; You Need a Plan | p. 125 |
| Avoid Defaulting to the Buyer's Process | p. 127 |
| Bring a Pad and Pen; Please Leave the Projector at Home | p. 128 |
| God Gave You Two Ears and One Mouth | p. 129 |
| Selling from the Same Side of the Table | p. 131 |
| Questions for Reflection | p. 132 |
| Structuring Winning Sales Calls | p. 133 |
| The Phases of a Winning Sales Call | p. 134 |
| Build Rapport and Identify the Buyer's Style | p. 134 |
| Share Your Agenda and Set Up the Call | p. 136 |
| Clean Up Their Issues | p. 138 |
| Deliver the Power Statement | p. 139 |
| Ask Probing Questions: Discovery | p. 141 |
| Sell | p. 147 |
| Determine Fit and Seek Out Objections | p. 148 |
| Define and Schedule the Next Step | p. 149 |
| Questions for Reflection | p. 151 |
| Preventing the Buyer's Reflex Resistance to Salespeople | p. 153 |
| It's Not Your Fault, but It Is Your Problem | p. 154 |
| Shaping How the Customer Perceives You | p. 156 |
| Preventing and Minimizing the Buyer's Resistance | p. 157 |
| Questions for Reflection | p. 161 |
| I Thought I Was Supposed to Make a Presentation | p. 163 |
| Why I Hate the Word Presentation | p. 164 |
| Redeeming the PowerPoint Presentation | p. 170 |
| Discovery Must Precede Presentation, So Insist on a Meeting | p. 171 |
| When the Prospect Will Not Meet with You Before the Presentation | p. 173 |
| Break the Mold to Set Yourself Apart | p. 176 |
| Planning and Executing the Attack | p. 181 |
| No One Defaults to Prospecting Mode | p. 182 |
| Time Blocking | p. 183 |
| The Math Works; Work the Math | p. 186 |
| Writing Your Individual Business Plan | p. 188 |
| Preplanning Travel: Why Southwest Airlines Is My Sales Force One | p. 192 |
| A Balanced Effort Produces a Balanced Pipeline | p. 194 |
| Questions for Reflection | p. 196 |
| Rants, Raves, and Reflections | p. 199 |
| Manners Matter | p. 199 |
| Attitude Is Contagious | p. 200 |
| Your Appearance and Image Send a Message | p. 201 |
| Go After the Giant Competitor and Play to Win | p. 202 |
| Winners Get in the Office Early and in the Deal Early | p. 203 |
| Take Real Vacations and Stay Off the Grid | p. 205 |
| Team Selling: Make the Most of Your Resources | p. 206 |
| Beware Who Is Telling You Not to Prospect | p. 207 |
| New Business Development Selling Is Not Complicated | p. 209 |
| There Is No Magic Bullet | p. 210 |
| New Sales Success Results from Executing the Basics Well | p. 211 |
| Index | p. 215 |
| Table of Contents provided by Ingram. All Rights Reserved. |
