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"No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you?re a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer. You?ll learn how to:? Identify a strategic, finite, workable list of genuine prospects? Draft a compelling, customer-focused ?sales story?? Perfect the proactive telephone call to get face-to-face with more prospects? Use email, voicemail, and social media to your advantage? Overcome?even prevent?every buyer?s anti-salesperson reflex? Build rapport, because people buy from people they like and trust? Prepare for and structure a winning sales call? Stop presenting and start dialoguing with buyers? Make time in your calendar for business development activities? And much morePacked with examples and anecdotes, New Sales. Simplified. balances a blunt (and often funny) look at what most salespeople and executives do wrong with an easy-to-follow plan for ramping up new business starting today."

"No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you’re a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer. You’ll learn how to:• Identify a strategic, finite, workable list of genuine prospects• Draft a compelling, customer-focused “sales story”• Perfect the proactive telephone call to get face-to-face with more prospects• Use email, voicemail, and social media to your advantage• Overcome—even prevent—every buyer’s anti-salesperson reflex• Build rapport, because people buy from people they like and trust• Prepare for and structure a winning sales call• Stop presenting and start dialoguing with buyers• Make time in your calendar for business development activities• And much morePacked with examples and anecdotes, New Sales. Simplified. balances a blunt (and often funny) look at what most salespeople and executives do wrong with an easy-to-follow plan for ramping up new business starting today."

"Political sociology is a large and expanding field with many new developments, and The New Handbook of Political Sociology supplies the knowledge necessary to keep up with this exciting field. Written by a distinguished group of leading scholars in sociology, this volume provides a survey of this vibrant and growing field in the new millennium. The Handbook presents the field in six parts: theories of political sociology, the information and knowledge explosion, the state and political parties, civil society and citizenship, the varieties of state policies, and globalization and how it affects politics. Covering all subareas of the field with both theoretical orientations and empirical studies, it directly connects scholars with current research in the field. A total reconceptualization of the first edition, the new handbook features nine additional chapters and highlights the impact of the media and big data."