En este libro, Weinberg dice las cosas como son, exponiendo los problemas que invaden al equipo de ventas y los errores costosos que cometen incluso los gerentes de ventas mejor intencionados. La buena noticia es que con la asesoría correcta se pueden transformar los resultados.
¿Por qué los equipos de ventas no alcanzan sus metas? Todos los días hay compañías, tanto grandes como pequeñas, que acuden a consultores expertos como Mike Weinberg para encontrar la respuesta, y te sorprendería conocerla.
Lo típico es que el problema no es por el equipo de ventas, sino por la manera en la cual es liderado. Con sus acciones y actitudes, los ejecutivos y los gerentes de ventas, sin saberlo, socavan su rendimiento. En este libro, Weinberg dice las cosas como son, exponiendo los problemas que invaden al equipo de ventas y los errores costosos que cometen incluso los gerentes de ventas mejor intencionados. La buena noticia es que con la asesoría correcta se pueden transformar los resultados.
Este libro, con su mezcla de consejos prácticos y francos, e historias divertidas tomadas del campo de las ventas, te ayudará a:
• Implementar un bosquejo sencillo para el liderazgo en las ventas
• Fomentar una cultura de ventas sana y de alto rendimiento
• Convocar a reuniones productivas
• Crear un plan de compensación extraordinario
• Situar a las personas adecuadas en las posiciones correctas
• Entrenar para el éxito
• Retener a las personas más productivas y hacer que mejoren las personas que menos producen
• Asignar metas adecuadas a los agentes de ventas
• Mejorar tus argumentos de ventas
• Recuperar el control de tu calendario Y mucho, mucho más.
Abundante en soluciones y no en trivialidades, este libro brinda las herramientas que necesitas para triunfar.
Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies large and small to find the answer—and it’s one that may surprise you. Typically, the issue lies not with the sales team—but with how it is being led. Through their attitude and actions, senior executives and sales managers unknowingly undermine performance.
In Sales Management. Simplified. Weinberg tells it straight, calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news: with the right guidance, results can be transformed. Blending blunt, practical advice with funny stories from the field, this book helps you:
<ul>
<li>Implement a simple framework for sales leadership</li>
<li>Foster a healthy, high-performance sales culture</li>
<li>Conduct productive meetings</li>
<li>Create a killer compensation plan</li>
<li>Put the right people in the right roles</li>
<li>Coach for success</li>
<li>Retain top producers and remediate underperformers</li>
<li>Point salespeople at the proper targets</li>
<li>Sharpen your sales story</li>
<li>Regain control of your calendar</li>
</ul>
And much, much more
Long on solutions and short on platitudes, it delivers the tools you need to succeed.

Gerencia de ventas. Simplificada.: La verdad acerca de cómo conseguir resultados excepcionales de tu equipo de ventas (Spanish Edition)

Business & Money

Weinberg, Mike

Management & Leadership

HarperEnfoque

La vida de tu negocio consiste en abrir cuentas nuevas constantemente. Tanto si eres representante, gerente o ejecutivo de ventas, se espera de ti que atraigas nuevos negocios, y necesitarás una fórmula comprobada para la prospección, el desarrollo y cierre de tratos. Aquí encontrarás la respuesta.
Porque en las ventas no existe nada que dure para siempre, necesitas nuevos clientes y nuevos negocios… todo el tiempo. Por mucho que realices negocios con clientes leales, la vida de tu negocio consiste en abrir cuentas nuevas constantemente.
Tanto si eres representante de ventas, gerente de ventas o ejecutivo de servicios profesionales, se espera de ti que atraigas nuevos negocios, para lo que necesitarás una fórmula comprobada para la prospección, el desarrollo y cierre de tratos. Aquí encontrarás la respuesta.
Aprenderás cómo:
• Identificar una lista estratégica, limitada y realizable de prospectos reales
• Bosquejar un «argumento de ventas» persuasivo y centrado en tu cliente
• Perfeccionar las llamadas telefónicas proactivas para alcanzar reuniones cara a cara con más clientes potenciales
• Tomar ventaja del correo electrónico, los mensajes de voz y las redes sociales
• Superar, e incluso evitar, los reflejos de todo posible comprador contra los vendedores
• Formar relaciones, porque la gente hace negocios con aquellos que les agradan y en quienes confían
• Prepararte para una llamada de ventas exitosa y bien estructurada
• Dejar de hacerle presentaciones a los clientes y comenzar a dialogar con ellos
• Hacer tiempo en tu calendario para actividades de desarrollo de negocios
• Y mucho más.
Lleno de ejemplos y anécdotas, este libro logra un equilibrio entre una perspectiva franca, y muchas veces divertida, de los errores que cometen la mayor parte de los vendedores y los ejecutivos con un plan fácil de seguir para incrementar notablemente tu cantidad de nuevos clientes a partir de hoy.
Because in sales, there’s no such thing as forever. You need new customers and new business—all the time.
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.

Nuevas ventas. Simplificadas.: El manual esencial para el desarrollo de posibles y nuevos negocios (Spanish Edition)

Packed with examples and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. With refreshing honesty and some much needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives and provides tips to help you achieve the opposite results. You’ll learn how to: identify a strategic 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; build rapport; prepare for and structure a winning sales call; stop presenting to and start dialoguing with buyers; and make time in your calendar for business development activities.Landing on HubSpot’s Top 20 Sales Books of All Time, New Sales. Simplified. is about overcoming and even preventing buyers’ anti salesperson reflex by establishing trust. The easy to follow plan will remove the mystery surrounding prospecting and have you ramping up for new business.

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

AMACOM

Every day, expert consultants like Mike Weinberg are called on by companies large and small to figure out why their sales departments are falling short. Is it lazy and ineffective salespeople? Is it outdated methods of client building? Why are these team members not producing as they should? And more often than not, the answers are not what they expected: the issue lies not with the sales team . . . but with how it is being led.In Sales Management. Simplified. Weinberg tells it straight, calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. In most organizations he has been hired as a consultant, he has found that through their attitude and actions, senior executives and sales managers have unknowingly been undermining the performances of their employees. But the good news is, that with the right guidance, results can be transformed. In this invaluable resource, Weinberg teaches managers how to:• Implement a simple framework for sales leadership• Foster a healthy, high-performance sales culture• Conduct productive meetings• Put the right people in the right roles• Retain top producers and remediate underperformers• Point salespeople at the proper targets• And much moreBlending blunt, practical advice with funny stories from the field, Sales Management. Simplified. delivers the tools every sales manager needs to succeed. The solution starts with you!

Sales Management. Simplified.: The Straight Truth About Getting Exceptional Results from Your Sales Team

Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales.

A blunt wake-up call to salespeople and sales leaders that debunks the myths of the latest miracle solutions and refocuses your sales strategy on a proven approach that will drive the results you want. Can you handle the truth Can succeeding in sales be as simple as hooking up the latest CRM tool or perfecting your social media profiles and waiting for qualified leads to automatically show up in your inbox Are you having trouble believing what the new self-proclaimed "experts" keep posting on LinkedIn and beginning to question their proclamation that&nbsp;everything&nbsp;in sales has changed Welcome to the world of sales, where the one constant you can bank on is the noise from so-called experts and thought leaders who want to convince you everything has changed and that you need their latest tools, toys, or tricks to stay even or get ahead of the pack. Yet, ironically, it seems that the more of these new miracle solutions you adopt, the harder it is to get results.&nbsp; In&nbsp;Sales Truth, Mike Weinberg offers a blunt wake-up call to salespeople and sales leaders on how to get past the noise and nonsense, so you can start winning more New Sales. Here's the truth:&nbsp; <ul> <li>Many of these so-called sales experts lack clients, credibility, and a track record of helping sellers achieve breakthrough results.</li> <li>The number of "likes" a sales improvement article receives is often inversely proportional to its accuracy or helpfulness to the typical seller or sales team.</li> <li>What has worked exceedingly well in sales and sales management for the past couple of decades is still the (not so) secret to sales success today, and you can discover these accessible, simple truths and best practices that will drive the results you want in this bold new book.</li> </ul> Mike Weinberg, bestselling author of&nbsp;New Sales. Simplified. and&nbsp;Sales Management. Simplified.,&nbsp;brings sanity back to the sales effectiveness table by sharing proven strategies that he sees working firsthand across sales teams in a myriad of industries around the globe. Stop looking for the shortcut or secret sales sauce and instead apply Weinberg's proven, powerful principles to help you master the fundamentals of professional selling and create more new sales opportunities than you ever believed possible.

HarperCollins Leadership

A blunt wake-up call to salespeople and sales leaders that debunks the myths of the latest miracle solutions and refocuses your sales strategy on a proven approach that will drive the results you want.\nWelcome to the world of sales. From the first days to late career, the one constant you can bank on is the roaring noise from so-called experts who want to convince you that everything has changed and that you need their latest tools, toys, tricks, or complex processes to stay even or get ahead of the pack. Ironically, it seems that the more of these new miracle solutions you adopt, the more confused you become and the harder it is to get results.\nIn Sales Truth, Mike Weinberg offers a blunt wake-up call to salespeople and sales leaders on how to get past the noise and focus on getting new sales. Here’s the truth:\nMost of these so-called experts have no idea whether what they’re pushing works or if it will help your situation. 
The number of “likes” a sales improvement article receives is often inversely proportional to its accuracy or helpfulness to the typical seller or sales team. 
The good news is that proven, simple truths and simple frameworks for sales and sales management will drive the results you want, and you can learn all about them in this groundbreaking book. 
The bestselling author of New Sales. Simplified. and Sales Management. Simplified., Mike Weinberg brings sanity back to the sales effectiveness table.

The First Time Manager Series has sold over 500,000 copies and is a go-to guide for new and aspiring sales managers on what to expect and how to succeed. The jump from sales superstar to sales manager has made or broken many a sales career. As a top-performing sales professional, you know how to own your calendar, focus your energy, create opportunities, navigate the sales process, negotiate, and close deals. Yet, if you are like most new sales managers, there is still so much you don't know and that can trip you up if you aren't careful.&nbsp; Luckily, Mike Weinberg knows the pitfalls to avoid and mindset changes needed to successfully make the leap. This powerful new resource contains candid guidance on how to master your expanded responsibilities like a pro: <ul> <li>Know Your Role: You have been entrusted with the most critical job in your business.&nbsp;</li> <li>Cultivating the Manager Mindset: Your new role is very different from your old role, and it requires an all-new mindset.</li> <li>Pivoting from Winning on Your Own to Winning through Your People: Master the major transition from individual contributor to manager.</li> <li>Lead Your Team: Bad things happen when you attempt to do your people's jobs. It's a habit many new sales managers fall into but it's a lose-lose proposition. Learn how to lead, coach, and hold your salespeople accountable, instead of the unsustainable and unscalable approach of trying to do their jobs for them!</li> <li>Be a Leader: Learn proven strategies to influence and engage. (Hint: this cannot be accomplished via email on your computer.)</li> </ul> Don't let your promotion become a trial by fire. Turn to this book to hit the ground running.

The First-Time Manager: Sales (First-Time Manager Series)

Real Estate

Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies large and small to find the answer—and it’s one that may surprise you. Typically, the issue lies not with the sales team—but with how it is being led. Through their attitude and actions, senior executives and sales managers unknowingly undermine performance. 
In Sales Management. Simplified. Weinberg tells it straight, calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news: with the right guidance, results can be transformed. Blending blunt, practical advice with funny stories from the field, this book helps you: 
Implement a simple framework for sales leadership 
Foster a healthy, high-performance sales culture 
Conduct productive meetings 
Create a killer compensation plan 
Put the right people in the right roles 
Coach for success 
Retain top producers and remediate underperformers 
Point salespeople at the proper targets 
Sharpen your sales story 
Regain control of your calendar 
And more 
Long on solutions and short on platitudes, Sales Management. Simplified. delivers the tools you need to succeed.

SALES MANAGEMENT SIMPLIFIED

Sales Truth

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.

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

Gildan Audio

See the best price to sell, buy, or rent books by Weinberg, Mike. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Weinberg, Mike

See the best price to sell, buy, or rent books by Weinberg, Mike. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Gerencia de ventas. Simplificada.: La verdad acerca de cómo conseguir resultados excepcionales de tu equipo de ventas (Spanish Edition)

Nuevas ventas. Simplificadas.: El manual esencial para el desarrollo de posibles y nuevos negocios (Spanish Edition)

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

Sales Management. Simplified.: The Straight Truth About Getting Exceptional Results from Your Sales Team

Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales.

Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales.

The First-Time Manager: Sales (First-Time Manager Series)

SALES MANAGEMENT SIMPLIFIED

Sales Truth

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