Agile Selling Quotes

“Know your buyer’s journey so you can align with it.”
― Jill Konrath, Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World

“According to a recent survey by Forrester Research, only 15 percent of executives say their meetings with salespeople met their expectations. From that, only 7 percent of execs actually scheduled follow-up conversations. Ouch. That’s not good!”
― Jill Konrath, Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World

“BUYER’S MATRIX Position: Roles/Responsibilities: What are they in charge of or expected to manage? Business Objectives and Metrics: What do they want to achieve? How do they measure success? How are they evaluated? Strategic Initiatives: What likely strategies and initiatives are in place to help them achieve their objectives? Internal Challenges: What likely issues does the organization face that could prevent/hinder goal achievement? External Challenges: What external factors or industry trends might make it more difficult to reach their objectives? Primary Interfaces: Who do they frequently interact with (e.g., peers, subordinates, superiors, and external resources)? Status Quo: What’s their status quo relative to your product or service? Change Drivers: What would cause them to change from what they’re currently doing? Change Inhibitors: What would cause them to stay with the status quo, even if they’re unhappy?”
― Jill Konrath, Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World

“In a study of new hire agents at MetLife, the optimists outsold the pessimists by 31 percent.”
― Jill Konrath, Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World

“Eliminate multitasking to learn faster and think better.”
― Jill Konrath, Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World

“Women’s IQ scores dropped an average of 5 percent. For men, multitasking was catastrophic: Their IQ dropped fifteen points.”
― Jill Konrath, Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World

“In Information Overload: We Have Met the Enemy and He Is Us,* the authors state that distractions consume an average of 2.1 hours per day.”
― Jill Konrath, Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World

“Keep developing your expertise; it sets you apart.”
― Jill Konrath, Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World

“The longer a deal stays in your pipeline, the less likely you are to ever close it, even if your prospect claimed that he or she desperately needed your offering. If the sales process does get stalled out, the only person who loses is you.”
― Jill Konrath, Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World

“All the top sellers I know possess a unique balance of positivity and negativity. They’re always optimistic about the ultimate outcomes, but they sometimes seem paranoid about everything that could possibly go wrong. That’s why they succeed.”
― Jill Konrath, Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World

“Eat your pride; ask for help earlier rather than later.”
― Jill Konrath, Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World

“Insightful questions build credibility and deepen relationships.”
― Jill Konrath, Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World

“When you’re deep in study mode, stop every thirty minutes to review what you’ve just learned. Repeat the information you just covered out loud to yourself. This helps cement it in your brain even more when you want to recall it.”
― Jill Konrath, Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World

“Create cheat sheets to help new info stick in your brain better.”
― Jill Konrath, Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World

“Identify stories that pique buyers’ curiosity and move them to action.”
― Jill Konrath, Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World

“Become an expert on your biggest competitor—the status quo.”
― Jill Konrath, Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World

“According to research from the Sales Benchmark Index, 60 percent of all forecasted opportunities are lost to “no decision.”
― Jill Konrath, Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World

“According to sales management expert Lee Salz, it takes a minimum of eight months for new salespeople to perform at the same level as their tenured colleagues—even if they’re experienced sellers.”
― Jill Konrath, Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World

“Chunking strategies minimize mental chaos and increase recall.”
― Jill Konrath, Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World

“To learn faster, chunk, sequence, connect, dump, practice, and prioritize.”
― Jill Konrath, Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World

“Never go behind someone’s back. If you need to meet with people other than the person you’re currently working with, make sure you find a valid reason for it and, if possible, engage your current contact in setting it up.”
― Jill Konrath, Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World

“Success is a decision. Dare to choose it.”
― Jill Konrath, Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World

“According to research by Korn/Ferry International, “Learning agility is a leading predictor of leadership success today—more reliable than IQ, EQ [emotional intelligence] or even leadership competencies.”
― Jill Konrath, Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World

“Here’s what it all boils down to: To become the differentiator, you need to always be learning.”
― Jill Konrath, Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World

“You know what buyers pick as the differentiator in their decisions? The sales experience* itself—what it’s like working with you during the course of all your interactions. They think this experience as a whole is more important than all the other factors combined.”
― Jill Konrath, Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World

“According to a recent survey by Forrester Research, only 15 percent of executives say their meetings with salespeople met their expectations. From that, only 7 percent of execs actually scheduled follow-up conversations.”
― Jill Konrath, Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World

“You’ve probably never heard anyone talk about sales agility before. Sales training programs don’t even mention the word. But every top seller I know is an agile learner who knows what it takes to dive into a new situation and figure it out quickly.”
― Jill Konrath, Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World