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More Sales, Less Time: Surprisingly Simple Strategies for Today's Crazy-Busy Sellers - Hardcover

Konrath, Jill

 
9781591847267: More Sales, Less Time: Surprisingly Simple Strategies for Today's Crazy-Busy Sellers
Hardcover
ISBN 10: 1591847265 ISBN 13: 9781591847267
Verlag: Portfolio, 2016

Inhaltsangabe

"I felt like time was taunting me: 'Behind again? You'll never get it all done.' I worked harder and longer hours, sacrificing my limited personal time to stay ahead of the game. Still, it wasn't sufficient. My work just kept expanding, demanding more of me. I could never seem to call it a day.

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.

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Über die Autorin bzw. den Autor

Jill Konrath is an in-demand speaker at sales conferences and kickoff meetings. Her previous books include Selling to Big Companies (one of Fortune's "Must Reads" for sellers), SNAP Selling, and Agile Selling. Wth over a quarter of a million LinkedIn followers and well over one hundred thousand blog readers, her fresh strategies make a global impact.

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1.

A Crazy-Busy Confession

Every time someone would ask me, "How's it going?" I'd answer with a smile and a twinkle in my eye: "Crazy busy!" It was like I was wearing this as a badge of honor. In some perverse way, it made me feel important to say that.

While I might have fooled others that my life was great, I didn't fool myself. Underneath my chipper exterior, I was struggling.

In sheer frustration, one day I decided to record everything I did from sunup to sundown. I wanted to see my life as it actually was and perhaps find a way to improve it. I was tired of the "crazy" part being so accurate.

What I discovered was pretty ugly, but I'm sharing it with you anyway. Perhaps this day will even feel familiar to you. Here it is, a typical day in my life before I started my productivity makeover.

It's 7:15 on Thursday morning. Time to get up. I immediately head downstairs to feed the cat and make a pot of coffee. While it brews, I run upstairs, get dressed, and make myself presentable for the day. As soon as I'm done, I head back downstairs, pour myself a big cup of coffee, add a little cream, plop down at the kitchen table, and pick up my cell phone to start e-mail triage.

I quickly go through all the messages that came in overnight, deleting as many as I can, as quickly as humanly possible. It makes me happy to delete these messages-now I have fewer things to do for the day. I reward myself by playing a few games of Words with Friends. I then scan my favorite news feeds to catch up on world affairs.

After a half hour or so, it's time to get to work. I take my smoothie out of the refrigerator, refill my coffee, grab my phone, and head to my office, which overlooks the woods behind our house. This seventeen-second commute completed, I sit down at my desk and open my e-mail to read and respond to the messages I'd deemed important enough to save.

Before I know it, I'm sucked into an article from one of my newsletters: "107 Game-Changing Sales Statistics." There's a reference in it to some fascinating statistics, so I track the information to its source, opening that study in a new tab, which I save to read later.

Then I kick my own butt back to work, prepping for a project I'm doing with one of my clients. It's hard work, involving multiple interviews and customizing a program tailored specifically for their reps. I review my notes, immerse myself in their case studies, and start to think about how I'll structure the program.

As I do, I look outside and notice that it's getting overcast. I wonder if it'll rain later, so I open my weather app to check things out. Fortunately, the storms aren't rolling in until tonight. Okay, back to work.

Even as I try to get back to the project at hand, I start thinking about the meeting I have with a prospective client later this afternoon. It's a toughie. My prospect is really struggling to get everyone on board. It seems like all five people involved in the decision have totally different agendas. I ask myself, What will it take for them to all agree?

I head over to LinkedIn to learn more about the decision team. When I land on my LinkedIn home page, I'm greeted by a strategically placed promo for an e-book called How I Leveraged LinkedIn to Close a $100,000 Deal. Of course, I can't pass this up, so I click on the link, register for the e-book, download it, and then take a quick peek. Good stuff, I think. But I better get back to work.

Back on LinkedIn, I review the profiles of the stuck team members, taking notes on how I can create a connection with each of these individuals. I think about the best way to handle this conversation, the questions I want to ask, and the best possible outcome. I open a tab on my browser to review the company's website.

As I do, an alert pops up about a breaking news story. I click on it to learn more. While on the news site, I quickly scroll down to see if there are any updates about the presidential election. When no fresh articles pop to the top, another headline captures my attention: "You'll Never Believe What Kim Kardashian Is Wearing Now." Much as I hate myself for it, I can't resist clicking.

After a quick look (I'm not impressed!), I notice another headline below her photo: "Mother Cat Brings Her Kittens to Meet an Unlikely Old Friend." Within seconds, I find myself watching a heartwarming video of a big dog playing with the mother cat's two teeny kittens.

Oops! I still need to prep for that meeting I have later today. It's hard figuring out the best way to get everyone to reach a consensus. After a few minutes, when nothing good comes to mind, I remember a presentation I did for a similar client a few months ago. I open it up to check it out.

While reviewing that presentation, another thought pops into my head: I wonder if Natalie has gotten back to me yet. I open my e-mail for a quick check and see seven new messages. I might as well read them all right now as long as I'm in my e-mail, I think. I respond to all the messages requiring my input.

I finally close my e-mail to focus in on that upcoming meeting again. I stare blankly at that old presentation, still stuck. I wait a few more minutes for an epiphany to hit, but none emerges. When I look at the clock, I see that it's 11:45, so I head to the kitchen to heat up a bowl of soup for lunch. I bring my computer out to the table so I can brainstorm some more about that meeting while I eat. I jot down a few thoughts, some questions to ask, and an issue I want to bring up.

As I eat my soup, I remember that I forgot to congratulate Anthony, my new client, on his recent promotion. Back into e-mail I go to jot off a quick note. As I do, I see that another message has just arrived from Ravi, who's having a billing problem. Darn. He's an important customer, I think. I better take care of it now. I send off a message to my assistant. I also see an e-mail from CeCe. She has some questions regarding the recent proposal. Yup. I need to tackle that one now too if we want to close the deal this month.

Before I know it, it's time for my afternoon meeting. I head back to my office for the call, which lasts nearly an hour. It goes okay, but clearly it's going to be tough to reach a consensus on our direction. I'm smart enough not to fool myself about the likelihood of success. And I can't help but consider how much time I've already invested with this prospect. I briefly wonder if I could have done anything different to prepare for the meeting. When no new insight strikes, I decide to check e-mail instead.

I then take a quick look at my to-do list. Argh. There are a few prospects I need to connect with today; I can't put that off any longer. I dash off a few e-mails and make several follow-up calls. Thankfully, no one answers the phone, so I leave messages.

When I look at the clock again, it's 4:30. I need to contact a friend about a birthday party we're throwing together. I also want to check in on my mom, as she's been having some health issues.

Before I know it, the "official" workday is over-but I'm not done. I barely made a dent in the client project I started working on that morning. I don't know how I'm going to get it done. Seriously. Clearly, I'll have to dig in later tonight and try to make some progress. I don't have any choice, actually. It's what people pay me to deliver-and I don't disappoint them.

Except now I feel further behind than I did starting the day. After cooking my favorite chicken stir-fry recipe (which is quick to whip up) and having dinner with my husband, I drive to the grocery store. While waiting for the stoplight to turn green, I check my e-mails. At the store, I quickly stock up on the essentials. Then, as I wait impatiently in a long line to check out, I take a look at my e-mail again.

During the course of the evening, while...

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Verlag
Portfolio
Erscheinungsdatum
2016
Sprache
Englisch
ISBN 10 
1591847265
ISBN 13 
9781591847267
Einband
Gebundene Ausgabe
Anzahl der Seiten
256
Kontakt zum Hersteller
Nicht verfügbar
Verantwortliche Person
M.E.G Cards & Gifts
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paula@megcards.com

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