Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World

Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World

by Jill Konrath

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Product Details

ISBN-13: 9781591847250
Publisher: Penguin Publishing Group
Publication date: 05/29/2014
Pages: 272
Product dimensions: 5.40(w) x 10.30(h) x 1.00(d)
Age Range: 18 Years

About the Author

Jill Konrath is a sales strategist whose clients include IBM, Microsoft, Accenture, Staples, Hilton, and numerous mid-market firms. She’s a frequent speaker at sales conferences and kick-off meetings. Her previous books include Selling to Big Companies (one of Fortune’s “Must Reads” for sellers) and SNAP Selling. Over 100,000 people read her weekly sales newsletter.

Table of Contents

Introduction 1

Part 1 The Case for Agile

1 Change, Change, and More Change 9

2 Understanding Today's Buyer 12

3 Be the Differentiator 15

4 The Agile Imperative 18

Part 2 The Agile Mind-set

5 Make the Pivotal Decision 23

6 Transform Sales Problems 26

7 Reframe Failure 29

8 Set the Right Goals 32

Part 3 Learn New Info Quickly

9 Fast-Track to Proficiency 37

10 Leverage Rapid Learning 40

11 Map the Terrain 43

12 Take the Deep Dive 48

13 Focus on "Need to Knows" 51

14 Learn the Lingo 56

15 Build on Buyer Insights 59

16 Embrace the Status Quo 63

17 Reverse Engineer the Business Case 67

18 Sink into Stories 71

19 Interview Customers 74

20 Define the Buyer's Journey 78

21 Create Cheat Sheets 82

22 Tap into the Triggers 86

23 Find the Forums 90

24 Cement Your Knowledge 93

25 Take the Gobbledygook Test 96

26 Recognize the "Enough" Point 100

Part 4 Pick Up New Skills Fast

27 Speaking About Sales 105

28 Find Your Starting Point 108

29 Focus on Personal Bests 112

30 Prep with Passion 116

31 Connect with Questions 120

32 Practice Safe Selling 123

33 Remove the Blinders 127

34 Pick the Upstart's Brain 130

35 Observe Top Sellers 133

36 Get Over Yourself 137

37 Increase Your Perceptivity 140

38 Develop Recovery Strategies 143

39 Dare to Debrief 147

40 Prevent Epic Fails 251

41 Minimize the Memory Burden 154

42 Fix the Root Cause 158

43 Tackle New Technology 161

44 Strive for Maximum Impact 164

Part 5 Success Habits of Agile Sellers

45 Prepare for Success 169

46 Put This Plan in Place 171

47 Power-Pack Your Day 175

48 Purge the Pipeline 178

49 Dig Up More Dirt 180

50 Eliminate Distractions 183

51 Upgrade Your Brain 186

52 Optimize Your Attitude 189

53 Teach Someone a Lesson 192

54 Gaming the System 195

55 Change Sabotaging Behaviors 198

56 Get Grittier 202

57 Borrow a Brain 205

58 Fake It Till You Make It 208

59 Refuel Your Fire 211

60 Pick the Right Role Model 214

61 Recalibrate over Coffee 217

62 Keep Momentum Going 220

Part 6 Final Words

63 Conclusion: The Ultimate Challenge 225

Acknowledgments 229

Appendix 231

Books Worth Reading 237

Have Jill Konrath Speak at Your Next Event 241

Index 243

What People are Saying About This

From the Publisher

“Are you looking for ways to out-earn your competitors? Out-learn them. At warp speed. Buy the book for Jill’s helpful tips on how to do so.”
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Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World 5 out of 5 based on 0 ratings. 6 reviews.
Anonymous More than 1 year ago
He walked in and sat on the bed in his boxers.
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Anonymous More than 1 year ago
STAHP HOGGING ALL THE SLAVES!!! /:(
Anonymous More than 1 year ago
Kk
Anonymous More than 1 year ago
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