In my entire career, I'd never faced a sales problem of this magnitude."
Sound familiar? If so, you're probably an overwhelmed seller. Your clients expect more, with faster turnarounds. Your quota keeps going up. You need to leverage social media, keep up-to-date on your industry, figure out how to sell new products and services, and learn all the latest technologies. The demands are never-ending. You could work nonstop around the clock and still not get it all done. It's a huge problem faced by experienced sales pros, busy entrepreneurs, and sales rookies. If you don't stay on top of your time, it's tough to make your numbers, let alone blow them away.
Konrath, a globally recognized sales consultant and speaker, knew she needed help, but found that advice aimed at typical workers didn't work for her—or for others who needed to sell for a living. Salespeople need their own productivity guidelines adapted to the fast-paced, always-on sales world. So Konrath experimented relentlessly to discover the best time-savers and sales hacks in order to deliver the first productivity guide specifically for sales success.
In More Sales, Less Time, Konrath blends cutting-edge behavioral research with her own deep knowledge of sales to teach you how to succeed in this age of distraction. You'll discover how to:
• Reclaim a minimum of one hour per day by eliminating major time sucks and changing the way you tackle e-mail and social media.
• Free up time to focus on activities that have the highest impact on your sales results, such as preparing, researching, strategizing, and connecting with customers.
• Optimize your sales processes to eliminate redundancies and wasted time.
• Transform your mind-set to effortlessly incorporate new, more productive habits; leverage your best brainpower; and stay at the top of your sales game.
Konrath helps you develop strategies specifically tailored to your life in sales, using your strengths to cut through the feeling of being overwhelmed. All salespeople have the same number of hours in a day; it's up to you to rescue your time to sell smarter.
|Publisher:||Penguin Publishing Group|
|Product dimensions:||5.60(w) x 8.30(h) x 1.10(d)|
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Excerpted from "More Sales, Less Time"
Copyright © 2016 Jill Konrath.
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Table of Contents
Part 1 Accept the Challenge 9
1 A Crazy-Busy Confession 11
2 Age of Distraction 17
3 Time for a Change 23
Key Points: Accept the Challenge 29
Part 2 Recover Lost Time 31
4 Discover Your Baseline 33
5 E-Mail: Our Biggest Nemesis 38
6 In-Box Detox 42
7 Overcome Time-Sucking Temptations 46
8 My Week of Distraction-Free Living 51
9 Get Back on Track 56
10 Total Digital Decluttering 59
Key Points: Recover Lost Time 62
Part 3 Get More Done 65
11 Find Your Focus 67
12 The Chopping Block 72
13 Design a Better Way 77
14 Optimize Your Plan 83
15 Give Me a Break 88
16 Quick-Start Strategies 93
17 Open and Close Strong 98
Key Points: Get More Done 103
Part 4 Make It Easier 105
18 The Time Master 107
19 The "As If" Phenomenon 111
20 Path of Least Resistance 115
21 Get into Character 119
Time Master Manifesto 122
Part 5 Add the Secret Sauce 125
22 Work Worth Doing 127
23 A Real Wake-Up Call 131
24 Get Your Oomph Back 136
25 Find Some Help 140
26 Do Absolutely Nothing 145
27 Walking Is Work 150
28 Set Up For Success 154
Part 6 Accelerate Sales 159
29 Tap into Triggers 161
30 Develop Time-Saving Systems 166
31 Unclog Your Pipeline 172
32 Create an Upward Spiral 178
33 Make Decisions Simpler 183
34 Get Bigger Clients 187
Key Points: Accelerate Sales 192
Part 7 Final Words 195
35 Wrapping It Up 197
Appendix 1 Leading a Highly Productive Sales Team 201
Appendix 2 Keep On Learning 209
Ted Talks 209
Online Resources 211
Featured Productivity Tools 212
Appendix 3 Books Worth Reading 215
Bring More Sales, Less Time to Your Sales Conference 243