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!
About the Author: Growing up Wisconsin under the tutelage of his Grandfather Eugene Zimmerman an entrepreneur and philosopher in his own right James Zimmerman learned the ability to make transactions happen and to innovate new ways to provide people with the products, services and ideas that they wanted. As a young man James worked in various forms of selling including selling manufactured homes and modular homes at a small retailer in Janesville Wisconsin where he built a sales program that more than doubled the sales of any previous year's volume in the company's half century of business. He did this by first creating systems of marketing and selling and then applying them to his team. After leaving the housing industry he entered the textiles market where he made a name for himself selling business to business to small and large companies business to business (b2b). He was amazed at the difference between selling houses to retail prospects whose interest tended to be up to a whim. Business prospects had real needs that had to be filled in order to function and would absolutely purchase given the right opportunity to do so. He found that simply following a good process absolutely resulted in success. The level of success depended wholly on the amount of consistent effort put into that system. The realization was so profound that he began to study B2B selling strategies from popular authors like Michael Weinberg, Mathew Dixon, Zig Ziglar and more. After years of fine tuning the process James decided to begin writing books that are complete yet concise in the delivery of the sales systems he uses. He plans to in the future offer companies his method to quickly train people in the New to B2B process to get new hires out on the street and selling fast.