Fanatical Prospecting: The Ultimate Guide for Starting Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, E-Mail, and Cold Calling
|Easy to Read||9|
|Value for money||8.3|
There are too many distractions today that impact sales productivity. Sales reps need to work smarter to get more done in less time.
Who Should Read This
Busy reps struggling to balance between sales and non-sales tasks.
Why this book
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.
“More Sales, Less Time delivers exactly what salespeople need in this high-speed, high-demand age: research-tested strategies for time management tailored to the special needs of sales work. This book is definitely worth your time.”
—DANIEL H. PINK, author of To Sell Is Human
“Jill Konrath understands it’s not about selling more by doing more—it’s about selling more by doing less. In this book, she provides practical guidance to help sellers slow down, evaluate trade-offs, and make the hard choices necessary to focus only on those things that matter most.”
—BRENT ADAMSON, principal executive advisor at CEB and coauthor of The Challenger Sale and The Challenger Customer
“We inundate our sales teams with new technologies all the time, hoping that at least one of them will enable our sellers to make quota. Imagine what would happen if we gave people a real silver bullet—more time. That’s exactly what Jill Konrath offers in her new book. She lays out the tools and tactics salespeople can use to do more in a day and achieve their goals.”
—TRISH BERTUZZI, author of The Sales Development Playbook and president and chief strategist of The Bridge Group
“As a salesperson, your biggest asset is your time. Use it right and you’ll make President’s Club, with time left over for family and self. More Sales, Less Time shows sales reps how to weed out time sucks, focus on what really counts, and turn the digital age into a productivity asset. Read it and multiply your value!”
—TIM SANDERS, author of Dealstorming
“Tired of being crazy-busy? Jill Konrath’s got great advice for managing distractions and focusing on what matters most, so you can do more and feel better about how you work.”
—LAURA VANDERKAM, author of What the Most Successful People Do Before Breakfast
“More Sales, Less Time is filled with innovative strategies and challenging experiments to help you achieve your maximum productivity potential. Try some—you’ll sell better, faster.”
—MARK ROBERGE, senior lecturer at Harvard Business School, former HubSpot CRO, and author of The Sales Acceleration Formula
More about the author
The most recent challenge Jill has tackled is overwhelm. Every sales rep she talked to was crazy-busy, working non-stop. She felt the same way. Today, after several years of serious study, epic battles with deeply ingrained habits and personal experimentation, she’s a different person.