Publisher's Synopsis
From a sales hunter for a sales hunter New to B2B: A New Outside Sales Hunter's Guide to Finding and Selling New Business by James Zimmerman is the perfect guide to jump-start your outside new business development goals. If you have not worked in outside business to business sales then you need this book. In under one hundred pages it completely shows how to: 1. Get through training fast but with a thorough knowledge of your product, company and system. This information is vital to your career but you don't earn commissions sitting in a classroom. New to B2B will show you what to pay attention to, what to skip and how to speed learn through it so you can get out and start earning! 2. Develop a Sales Persona so your prospects can remember you from all of your competitors. 3. Divide and conquer your territory and then get out and meet your prospects - before you make a single phone call. 4. How to use the phone and how to maximize your productivity and results on the phone. 5. First meetings and how to get what you need out of them. 6. Presentation building for easy sales. 7. Taking the sale (commonly called closing) - this is actually super easy. 8. Doing paperwork and navigating your company's messed up system. 9. You will also learn how to maximize your commission and results to suit your own career. One of the most important benefits you will gain from this book is learning how to hustle. The ability to hustle relentlessly is the difference from Account Executives that get by (or fail) and Account Executives that consistently out perform the minimum standards. ATTENTION TENURED SALESPEOPLE This book is for you too! Even if you have worked in business development in the past or are currently working at it - GET THIS BOOK! If you follow the basic steps outlined in New to B2B your numbers will increase and you will make more money!
