Cover -- Title Page -- Copyright -- Dedication -- Contents -- Foreword -- Acknowledgments -- Introduction -- Chapter 1 Sales Simplified and a Dose of Blunt Truth -- The Groundwork for a Simple Sales Model -- Why All the Craziness and Fear About Prospecting? -- So Many Salespeople Are Struggling: What Happened? -- Confusion Reigns: Sales 2.0 and the Projected Death of Prospecting -- Where Did All the Sales Mentors Go? -- Chapter 2 The "Not-So-Sweet 16" Reasons Salespeople Fail at New Business Development -- They Haven't Had To or Don't Know How -- They Are Always Waiting (on the Company) -- They Are "Prisoners of Hope" -- They Can't "Tell the Story" -- They Have Awful Target Account Selection and a Lack of Focus -- They Are "Late to the Party" -- They Have a Negative Attitude and Pessimistic Outlook -- They Are Guilty of a Fake or Pitiful Phone Effort -- They Are Not Likable, Don't Adapt Their Style, and Have Low EQ -- They Can't Conduct an Effective Sales Call -- They Love to Babysit Their Existing Accounts -- They Are Busy Being Good Corporate Citizens -- They Don't Own Their Own Sales Process -- They Don't Use and Protect Their Calendar -- They Stopped Learning and Growing -- Honestly, They Are Not Built for It -- Chapter 3 The Company's Responsibility for Sales Success -- Why Sales Coaching Develops into Consulting -- Sales Follows Strategy: Mr. CEO, Please Do Your Job So I Can Do Mine! -- A Low View of Sales: Dumping Garbage on the Sales Manager's Desk -- Heavy Service Burden and the Hybrid Hunter-Farmer Sales Role -- Illogical and Unhelpful Compensation Plans -- Mistrust, Micromanagement, and Treating the Sales Team Like Children -- Chapter 4 A Simple Framework for Developing New Business -- Born Out of Failure -- Documented Out of Necessity -- The Simplest of Models -- A Bold Declaration -- Chapter 5 Selecting Targets: First for a Reason.

Selecting Target Accounts Is a Rare Opportunity to Be Strategic -- Your Target List Must Be Finite, Focused, Written, and Workable -- Segmenting Your Existing Accounts -- Preparing for Target Selection: The Who and Why Questions -- Making the Most of Referral and Indirect Selling -- Resources for Identifying Targets -- Pursuing Your Dream Targets -- Targeting Contacts Higher in the Customer Organization -- Questions for Reflection -- Chapter 6 Our Sales Weapons: What's in the Arsenal? -- Marshaling the Weapons in Your Arsenal -- Questions for Reflection -- Chapter 7 Your Most Important Sales Weapon -- Most Companies, Executives, and Salespeople Don't Have an Effective Story -- Your Sales Story Is Not About You -- Telling the Story Is a Lost Art: Whatever Happened to Puffery? -- Differentiation and Justifying Premium Pricing -- A Great Story Produces Confidence and Pride -- Questions for Reflection -- Chapter 8 Sharpening Your Sales Story -- Our Story Must Pass the "So What?" Test -- Three Critical Building Blocks for a Compelling Story -- Why Lead with Client Issues? -- Drafting the Power Statement -- A Couple of Sample Power Statements -- The Sales Story Exercise -- What We Can Do Now -- The Commodity Antidote -- Questions for Reflection -- Chapter 9 Your Friend the Phone -- Erase the Tapes in Your Mind and Let's Start Over -- Your Mindset Matters -- Our Voice Tone and Approach Matters, Too -- Script or No Script? -- Why Are We Calling? Laser Focus on the Objective -- Stop Overqualifying -- Favorite Introductory Phrases for a Great Start -- Crafting Your Telephone Mini Power Statement -- For the Inside Rep: Build a Bridge -- Ask for the Meeting, Ask Again, and Once More -- Three Magic Words -- Winning with Voice Mail -- Questions for Reflection -- Chapter 10 Mentally Preparing for the Face-to-Face Sales Call -- It's Your Call -- You Need a Plan.

Avoid Defaulting to the Buyer's Process -- Bring a Pad and Pen -- Please Leave the Projector at Home -- God Gave You Two Ears and One Mouth -- Selling from the Same Side of the Table -- Questions for Reflection -- Chapter 11 Structuring Winning Sales Calls -- The Phases of a Winning Sales Call -- Build Rapport and Identify the Buyer's Style -- Share Your Agenda and Set Up the Call -- Clean Up Their Issues -- Deliver the Power Statement -- Ask Probing Questions: Discovery -- Sell -- Determine Fit and Seek Out Objections -- Define and Schedule the Next Step -- Questions for Reflection -- Chapter 12 Preventing the Buyer's Reflex Resistance to Salespeople -- It's Not Your Fault, but It Is Your Problem -- Shaping How the Customer Perceives You -- Preventing and Minimizing the Buyer's Resistance -- Questions for Reflection -- Chapter 13 I Thought I Was Supposed to Make a Presentation -- Why I Hate the Word Presentation -- Redeeming the PowerPoint Presentation -- Discovery Must Precede Presentation, So Insist on a Meeting -- When the Prospect Will Not Meet with You Before the Presentation -- Break the Mold to Set Yourself Apart -- Chapter 14 Planning and Executing the Attack -- No One Defaults to Prospecting Mode -- Time Blocking -- The Math Works -- Work the Math -- Writing Your Individual Business Plan -- Preplanning Travel: Why Southwest Airlines Is My Sales Force One -- A Balanced Effort Produces a Balanced Pipeline -- Questions for Reflection -- Chapter 15 Rants, Raves, and Reflections -- Manners Matter -- Attitude Is Contagious -- Your Appearance and Image Send a Message -- Go After the Giant Competitor and Play to Win -- Winners Get in the Office Early and in the Deal Early -- Take Real Vacations and Stay Off the Grid -- Team Selling: Make the Most of Your Resources -- Beware Who Is Telling You Not to Prospect.

Chapter 16 New Business Development Selling Is Not Complicated -- There Is No Magic Bullet -- New Sales Success Results from Executing the Basics Well -- Index.