New Sales. Simplified. by Mike Weinberg Summary

New Sales. Simplified. provides a structured framework for generating new business, focusing on three core steps: identifying target accounts, crafting a client-focused sales story, and executing a proactive sales attack. The book emphasizes practical strategies for cold outreach, overcoming objections, and prioritizing prospecting to drive revenue. Mike Weinberg critiques common sales pitfalls and advocates returning to disciplined, relationship-driven selling.

Sales professionals, managers, and entrepreneurs responsible for new business development will benefit most. The book is ideal for those struggling with prospecting, crafting persuasive pitches, or maintaining a consistent sales pipeline. It’s also valuable for teams relying too heavily on existing clients and needing a reboot in proactive strategies.

Yes—it’s a Wall Street Journal bestseller with over 2,000 five-star reviews for its actionable, no-nonsense approach. Readers praise its clear frameworks, real-world examples, and emphasis on simplicity over gimmicks. Sales leaders call it a “modern classic” for its timeless principles on accountability and execution.

• Target Account Selection: Prioritize high-potential prospects using ideal customer profiles.
• Sales Story Development: Create a concise, problem-focused narrative instead of feature-dumping.
• Proactive Attack Plan: Allocate dedicated time for prospecting via calls, emails, and social outreach.

Weinberg reframes cold calling as “reaching out to help,” advising salespeople to lead with insights about the prospect’s challenges rather than pitching products. He provides scripts for opening lines, voicemails, and follow-ups, stressing preparation and confidence.

This three-step model includes:

1. Target: Identify and rank ideal accounts.
2. Weapons: Develop tools like sales stories and outreach templates.
3. Attack: Systematically engage prospects through disciplined daily activity.

The book urges managers to model prospecting behaviors, provide ongoing coaching, and eliminate distractions (e.g., excessive admin work). Weinberg critiques leaders who prioritize “babysitting” existing accounts over driving new growth.

Some reviewers note the strategies require significant discipline and may feel overly basic for seasoned salespeople. However, most agree the simplicity is intentional—a strength for those overcomplicating sales.

Unlike tactical guides on closing deals, Weinberg focuses exclusively on new business generation. It contrasts with relationship-sales approaches by advocating assertive outreach paired with empathy.

Yes—the book advises leveraging LinkedIn to research prospects and share value-driven content but warns against passive engagement. Weinberg prioritizes direct outreach over waiting for inbound leads.

• “No one defaults to prospecting.”
  Highlights the need for intentional effort in filling pipelines.
• “Your sales story isn’t about you—it’s about their problem.”
  Reinforces client-centric messaging.

Despite AI tools automating tasks, the human-centric principles of trust-building, tailored outreach, and disciplined execution remain critical. Updated editions address virtual selling, making it a hybrid-era essential.