--- title: Don’t Make Selling More Difficult Than It Has to Be | The Sales Blog description: Selling well isn’t easy. In fact, it’s getting tougher all of the time. The environment is more challenging, and much more is expected of us. There are countless charlatans out marketing the magic bullet that will allow you to produce better sales results faster and with less effort. But you know that the too-good-to-be-true remedies […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/Screen-Shot-2012-09-03-at-7_27_31-PM.png --- ### [Now booking SKO meetings for 2026/27! 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In fact, it’s getting tougher all of the time. The environment is more challenging, and much more is expected of us. There are countless charlatans out marketing the magic bullet that will allow you to produce better sales results faster and with less effort. But you know that the too-good-to-be-true remedies are just that. But there are some who are honest enough to tell you the truth about how to make selling simple (but not easy). Today, my good friend, [Mike Weinberg](https://mikeweinberg.com/), releases his new book: [New Sales. Simplified](http://www.amazon.com/New-Sales-Simplified-Prospecting-Development/dp/0814431771/ref=iannarinosqua-20). I was fortunate to have the opportunity to write the foreword to Mike’s book, and my name appears on the cover of the book. I wanted to write the foreword to this book because I strongly believe that this book will help salespeople improve their sales results and win new business. ![alt text image of the cover of Mike Weinberg's New Sales. Simplified. ](https://www.thesalesblog.com/hs-fs/hubfs/Imported_Blog_Media/51T-QkAannL__SL500_AA300_.jpg?width=300&height=300&name=51T-QkAannL__SL500_AA300_.jpg "New Sales. Simplified. ") The heart of Mike’s book for me is three big ideas. The first is Mike’s insistence that you choose your targets thoughtfully—and that you continue to pursue them. Readers here will recognize this idea as something I call dream clients. You need to know which prospects you can create breath taking, jaw dropping, and earth shattering value for and pursue them. Mike’s approach will help you make that list and pursue them over the long haul. The second really big idea is the sales story. You have to know how to share your ability to create value. You have to know how to convey the value you create in a way that is compelling to your dream clients. Most of all, you need a consistent story. Mike’s book provides instructions on how to build and use your sales story. Finally, in an act of undaunted courage, Mike has the audacity to suggest that you need to pick up the telephone. He even goes so far as to suggest you develop a script! Then he provides you direction in doing so. These three pieces together solve a lot of sales problems. The right targets make selling simpler. A compelling ability to create value for those targets makes selling simpler. And a focused discipline pursuit of these targets, continually prospecting and opening opportunities makes selling simpler. But it’s not easy. [Go and buy Mike’s book](http://www.amazon.com/New-Sales-Simplified-Prospecting-Development/dp/0814431771/ref=iannarinosqua-20). Read it carefully, and follow Mike’s action plan. Selling still isn’t easy, but you don’t have to make it more difficult by avoiding what Mike teaches. ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2012](https://www.thesalesblog.com/blog/tag/2012) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on September 4, 2012 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. [![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/c9f553be-fbba-4813-9199-95c1603472e7.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/c9f553be-fbba-4813-9199-95c1603472e7) ## Are You Ready To Solve Your Sales Challenges? ![Anthony-Solve-Sales](https://www.thesalesblog.com/hs-fs/hubfs/Anthony-Solve-Sales.png?width=290&height=221&name=Anthony-Solve-Sales.png) Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2022-06-16T3:26:37 PM", "datePublished" : "2012-09-04 08:43:35", "description" : "Selling well isn’t easy. In fact, it’s getting tougher all of the time. The environment is more challenging, and much more is expected of us. 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