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• Cover
• Introduction
• About This Book
• Foolish Assumptions
• Icons Used in This Book
• Beyond the Book
• Where to Go from Here
• Part 1: Getting Started with Winning New Business
• Chapter 1: Introducing a Winning New Business Culture
• Focusing on New Business Fundamentals
• Walking through the Steps of Winning New Business
• Recognizing What You Need to Win New Business
• Rewarding New Business Success
• Chapter 2: Having Something Relevant to Say
• Knowing Your Subject
• Knowing Your Audience
• Perfecting Your Tone of Voice
• Recognizing the Power of Silence
• Chapter 3: Making First Impressions Count
• Being Professional and in Control
• Recognizing the Importance of Preparation
• Following Up to Maintain the Good Impression You’ve Made
• Dealing with the Unexpected
• Chapter 4: Using Technology to Help
• Understanding the Role of Technology in Winning New Business
• Adjusting to Technology in Your Business
• Distinguishing between Different Selling Aids
• Part 2: Planning for New Business
• Chapter 5: Presenting Solutions
• Being Solution Oriented
• Thinking Like Your Prospect
• Considering All the Angles
• Chapter 6: Marketing Matters
• Understanding the Role of Marketing in Winning New Business
• Being on Brand and on Message
• Avoiding a Reliance on Marketing
• Chapter 7: Making It Easy to Say Yes
• Making Your Customer Comfortable
• Creating a Straightforward Proposition
• Covering All the Issues
• Taking Away the Risk
• Chapter 8: Elevator Pitching
• Breaking Down the 60-Second Pitch
• Setting Your Objectives
• Embracing a Listening Opportunity
• Chapter 9: Prospecting Effectively
• Understanding Your Targets
• Recognizing the Importance of Research
• Performing First-Level Qualification
• Keeping Records
• Part 3: Making New Business Happen
• Chapter 10: Overcoming Objections
• Taking Care of Real Objections
• Dealing with Bias and Inequity
• Facing Objections Late in the Sales Cycle
• Walking Away from the Deal
• Chapter 11: Structuring the Deal
• Understanding that the Deal Isn’t Always about Money
• Looking to Establish a Win-Win
• Recognizing that “Guarantee” Is a Big, Powerful Word
• Creating Unambiguous Contracts
• Chapter 12: Having the Confidence to Say No
• Understanding When, Why, and How to Say No
• Saying No Doesn’t Mean that a Deal Isn’t Possible
• Protecting Your Interests
• Chapter 13: Asking for the Order
• Being Professional and Straightforward
• Working with Professional Buyers
• Chapter 14: Understanding That “Selling Hard” Isn’t the Answer
• Recognizing That People Prefer to Be Buyers
• Knowing That People Buy People First
• Ensuring That You Don’t Force a Solution
• Chapter 15: Taking Action Today
• Recognizing the Power of Taking Action and Setting Goals
• Building Momentum Every Day
• Acting with a Structured Approach
• Part 4: Rainmaking: Developing a Constant Stream of New Business
• Chapter 16: Reaching a Win-Win Solution
• Defining a Win-Win Solution and Its Benefits
• Addressing Price as You Seek a Win-Win
• Securing and Extending Your Client’s Buy-in with Support
• Enjoying Longer-Term Success
• Chapter 17: Networking Effectively
• Seeking, Selecting, and Timing Networking Opportunities
• Structuring Your Networking Approach
• Distinguishing Types of Networking Events
• Following Up
• Chapter 18: Managing the Perception of Risk
• Defining Risk for Different Groups
• Dealing with Risk
• Avoiding the Death of a Deal by Managing Risk
• Chapter 19: Qualifying Potential Business
• Qualifying: The Most Important Part of Winning New Business
• Beginning with Basic Qualification Criteria
• Adding Objective and Subjective Criteria
• Tracking Qualification Over Time
• Chapter 20: Knowing When to Move On
• Taking Action When Qualification Criteria Aren’t Met
• Dealing with Personality and Group Issues
• Handling the Reality of Time Wasting
• Facing an Indecisive Prospect
• Leaving When the Prospect Isn’t Telling the Truth
• Chapter 21: Being Realistic with Forecasts
• Introducing the Basics of Forecasting
• Eliminating Errors with a Good CRM
• Providing Accurate Forecasts
• Part 5: The Part of Tens
• Chapter 22: Ten Key Metrics to Watch
• Initial Decision Maker Contact (IDMC)
• Subsequent Decision Maker Contact (SDMC)
• Qualification Key Stage Three (a.k.a. MCPQ)
• Qualification Key Stage Four (a.k.a. RPBT)
• Qualified Pipeline Value
• Conversion Ratio of Suspects to Qualified Prospects
• Touch Points
• New Prospect Identification
• Ratio of IDMC to SDMC
• Close Ratio
• Chapter 23: Ten Prospecting Resources
• Insider Media
• Local Business Publications
• Lists from “The Sunday Times”
• New Local Business Lists
• Industry Publications
• Chambers of Commerce
• Highly Specialized Researchers
• LinkedIn
• Facebook
• An Existing Company Database
• About the Author
• Advertisement Page
• Connect with Dummies
• End User License Agreement