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The Essential Handbook for Prospecting and New Business Development

In a world obsessed with closing, New Sales. Simplified. reminds us where true revenue growth begins: prospecting. Mike Weinberg pulls no punches in this direct, practical, and field-tested guide to landing new business. Whether you’re a seasoned sales executive or a reluctant founder forced to sell, this book delivers a no-BS playbook to consistently fill your pipeline and win high-value clients.

Weinberg doesn’t rely on gimmicks or outdated scripts instead, he builds a repeatable system that starts with clarifying your sales story, targeting the right accounts, and executing disciplined outreach. His core message? New business development is both art and science but above all, it’s a proactive, learned skill.

If your sales pipeline is dry, if you’re tired of chasing low-quality leads, or if you simply want to become more intentional and successful in prospecting, this book is your field manual.

Top 10 Lessons from New Sales. Simplified. by Mike Weinber

1. Prospecting Is the Lifeblood of Sales

Most sales problems aren’t closing problems they’re pipeline problems. Without consistent prospecting, you’re always playing catch-up. Revenue is a lagging indicator of prospecting discipline

2. Craft a Powerful Sales Story

A compelling, concise sales story focused on the prospect’s problems, not your product is essential. Clarity and confidence in your message open doors and convert skepticism into interest.

3. Target Strategically, Not Randomly

Great salespeople don’t chase everyone. They build focused lists of ideal clients those most likely to benefit from their solution and deliver long-term value.

4. Use the Phone Don’t Hide Behind Email

While others rely on cold emails and hope, Weinberg emphasizes picking up the phone. Voice-to-voice contact builds rapport faster and sets you apart in a noisy digital world.

5. Consistency Beats Inspiration

New business development isn’t about occasional sprints—it’s about showing up daily. Block time for prospecting, protect it ruthlessly, and treat it like your most important meeting.

6. Ditch the Sales Crutches

Many salespeople use CRM tools, marketing excuses, or “research” as a way to avoid real outreach. Weinberg calls these behaviors out and pushes for bold, proactive engagement.

7. Sales Calls Should Add Value, Not Just Chase Deals

Early sales conversations aren’t about pitching they’re about diagnosing. The best reps uncover pain points, educate prospects, and tailor solutions not push generic features.

8. Email Should Support, Not Replace, Conversation

Email is a tool, not a strategy. Weinberg teaches how to use email as a supporting touchpoint, not a substitute for real prospecting conversations.

9. Objections Are Opportunities to Educate

Handling objections isn’t about clever comebacks it’s about clarity, empathy, and reinforcing your value proposition. Objections are buying signals in disguise.

10. Sales Success Is Earned Through Discipline

There’s no secret shortcut to building a healthy pipeline. The top performers are those who treat prospecting like a daily discipline not an optional task.

Final Thought

New Sales. Simplified. is the sales development book the modern market needs straightforward, actionable, and brutally honest. Mike Weinberg equips sales pros, founders, and growth teams with the tools and mindset needed to consistently win new business in competitive markets.

If you’re ready to stop chasing deals and start creating them, this isn’t just a book it’s your battle plan.