New Sales. Simplified.

Get in front of your target prospects. Make friends, penetrate the account, figure out how your potential customer does business. Help the prospect see pains, problems, and issues that you can address. Put yourself in “Position A” so that when these prospects are ready to look for solutions, you’re the natural first choice.

It’s our job and responsibility to justify the delta between what our company charges and the price of alternatives available in the marketplace.

For the outside rep, there’s simply one true objective: Get the face-to-face meeting with your target account.

Taking care of existing customers has consistently been a reliable way to grow revenue.

Pick just a handful, perhaps four or five, that you’ll add to your target list. Once they’re named, sketch out a unique mini-attack plan just for those targets. The key is to set aside a small percentage of time every week or two to advance the ball downfield with each dream target account.

It all starts with targets (Chapter 5).

The key is to get a basic handle on the other person’s style so that you can prepare to adapt your style as the call progresses.

Proactively pursuing new business is not complicated. Prospective customers have needs. We have potential solutions for those needs. When charged with developing new business from new accounts, our job is to engage with potential customers to determine if what we sell aligns with what these prospects need. It’s that simple.

a first meeting shall never be a presentation, and nowhere is it written that presentations must be monologues.