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Agile Selling

Agile Selling

Get Up to Speed Quickly in Today's Ever-Changing Sales World
by Jill Konrath 2014 272 pages
3.70
100+ ratings
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Key Takeaways

1. Embrace Agile Selling to Thrive in a Changing Sales Landscape

Agile. Responsive to change. Fleet-footed. Quick-witted. Able to turn on a dime.

Agile selling is crucial in today's rapidly evolving sales environment. The constant flux in company structures, technologies, and market dynamics demands salespeople who can adapt quickly and effectively. Agile sellers are those who:

  • Rapidly acquire new knowledge and skills
  • Flexibly respond to changing conditions
  • Maintain strength and resilience in the face of challenges
  • Swiftly capitalize on emerging opportunities

To become an agile seller, focus on developing:

  • Learning agility: The ability to quickly grasp and apply new information
  • Adaptability: Flexibility in adjusting strategies and approaches
  • Resilience: The capacity to bounce back from setbacks
  • Proactivity: Anticipating and preparing for potential changes

By embracing agile selling, you position yourself to not just survive but thrive in the ever-changing sales world.

2. Develop the Agile Mindset: Transform Problems and Reframe Failure

Success is a decision. Dare to choose it.

The agile mindset is foundational to sales success. It involves two key mental shifts:

  1. Transforming problems into challenges
  2. Reframing failures as valuable learning experiences

When faced with obstacles, agile sellers:

  • View them as opportunities for growth and innovation
  • Engage their brain's problem-solving capabilities
  • Seek creative solutions rather than feeling overwhelmed

Reframing failure involves:

  • Accepting setbacks as a normal part of the learning process
  • Analyzing failures for insights and improvement opportunities
  • Maintaining motivation and persistence despite temporary setbacks

By adopting this mindset, you become more resilient, creative, and ultimately successful in your sales career. Remember, your attitude and approach to challenges often determine your outcomes.

3. Master Rapid Learning Strategies to Acquire Essential Knowledge

To learn faster, chunk, sequence, connect, dump, practice, and prioritize.

Rapid learning strategies are essential for quickly acquiring the knowledge needed for sales success. Key techniques include:

  1. Chunking: Break large subjects into smaller, manageable pieces
  2. Sequencing: Determine the optimal order for learning new information
  3. Connecting: Link new knowledge to existing understanding
  4. Dumping: Record information externally to free up mental space
  5. Practicing: Engage in deliberate practice of new skills
  6. Prioritizing: Focus on the most critical information first

To implement these strategies:

  • Create mind maps or outlines to chunk and organize information
  • Develop a learning plan that sequences topics logically
  • Use analogies and metaphors to connect new concepts to familiar ones
  • Maintain a knowledge repository (e.g., notes, cheat sheets) for easy reference
  • Role-play and simulate real sales scenarios for practice
  • Identify and prioritize "need to know now" information for immediate focus

By mastering these rapid learning techniques, you can quickly develop the situational credibility needed to engage effectively with prospects and customers.

4. Understand Today's Buyers and Become the Key Differentiator

Understanding who you're selling to is far more important than what you're selling!

Today's buyers have changed fundamentally. They are well-informed, skeptical of traditional sales approaches, and expect salespeople to provide significant value beyond the product or service. To succeed, you must:

  1. Know more than your buyers about their business and challenges
  2. Provide valuable insights, ideas, and guidance throughout the buying process
  3. Meet buyers where they are in their journey, providing relevant information at each stage

To become the key differentiator:

  • Develop deep knowledge of your buyers' industries, challenges, and goals
  • Create and share valuable content that educates and informs prospects
  • Ask insightful questions that demonstrate your expertise and understanding
  • Tailor your approach to each buyer's specific needs and decision-making process
  • Focus on building trust and credibility through every interaction

Remember, in a world of perceived product parity, you – the salesperson – are often the primary factor in a buyer's decision. Your knowledge, insights, and ability to guide the buying process can set you apart from the competition.

5. Accelerate Skill Acquisition through Deliberate Practice and Observation

Deliberate practice increases sales effectiveness exponentially.

Deliberate practice and observation are crucial for rapidly developing sales skills. To accelerate your learning:

  1. Engage in role-playing exercises to simulate real sales scenarios
  2. Observe top performers and analyze their strategies
  3. Seek feedback and continuously refine your approach

Key strategies for effective practice and observation:

  • Prepare thoroughly for role-playing sessions, focusing on specific skills or scenarios
  • Record yourself during practice to review and identify areas for improvement
  • When observing top performers, focus on their thought process and decision-making
  • Ask experienced colleagues to share their strategies for handling challenging situations
  • Debrief after important calls or meetings to analyze what worked and what didn't
  • Set specific "getting better" goals for each practice session or observation

By consistently engaging in deliberate practice and learning from top performers, you can rapidly improve your sales skills and effectiveness.

6. Optimize Your Sales Process with Technology and Time Management

Control your schedule; don't let it control you.

Effective time management and technology use are critical for sales success. To optimize your process:

  1. Prioritize daily tasks and focus on high-impact activities
  2. Leverage technology to streamline workflows and enhance productivity
  3. Eliminate distractions and create a conducive work environment

Strategies for optimizing your sales process:

  • Start each day by identifying your top 3-4 priorities
  • Use time-blocking techniques to dedicate focused time to important tasks
  • Implement a CRM system to manage contacts, opportunities, and follow-ups
  • Automate repetitive tasks using sales enablement tools
  • Create and use checklists to ensure consistency and efficiency in key processes
  • Regularly purge your sales pipeline to focus on viable opportunities
  • Minimize multitasking, which can reduce productivity and mental clarity

By optimizing your sales process, you can maximize your effectiveness and achieve better results in less time.

7. Cultivate Success Habits: Resilience, Confidence, and Continuous Improvement

Change your attitude if it's impacting your sales.

Developing success habits is crucial for long-term sales excellence. Key habits to cultivate include:

  1. Resilience: The ability to bounce back from setbacks
  2. Confidence: Belief in your abilities and value proposition
  3. Continuous improvement: Ongoing learning and skill development

Strategies for cultivating success habits:

  • Practice "grit" by persevering through challenges and maintaining long-term goals
  • Use positive self-talk and visualization techniques to boost confidence
  • Adopt a "growth mindset" that embraces challenges as opportunities to learn
  • Regularly seek feedback from colleagues, mentors, and customers
  • Set aside time for reflection and self-assessment to identify areas for improvement
  • Celebrate small wins and progress to maintain motivation
  • Develop a personal learning plan and consistently invest in your professional development

By cultivating these success habits, you create a solid foundation for ongoing growth and achievement in your sales career. Remember, success in sales is not just about what you know or do, but also about who you become through consistent practice and improvement.

Last updated:

FAQ

What's "Agile Selling" about?

  • Overview: "Agile Selling" by Jill Konrath is a guide for sales professionals to quickly adapt and thrive in the ever-changing sales environment.
  • Focus: The book emphasizes the importance of learning agility, which involves rapidly acquiring new knowledge and skills to meet the demands of today's buyers.
  • Structure: It is divided into sections that cover the agile mind-set, rapid learning strategies, skill acquisition, and success habits for salespeople.
  • Goal: The ultimate aim is to help salespeople become the differentiator in their field by leveraging their knowledge and expertise.

Why should I read "Agile Selling"?

  • Adaptability: The book provides strategies to quickly adapt to changes in the sales landscape, which is crucial for staying competitive.
  • Practical Advice: It offers actionable insights and techniques that can be immediately applied to improve sales performance.
  • Comprehensive Approach: Covers both the mental and practical aspects of selling, making it a holistic guide for sales professionals.
  • Proven Strategies: The author, Jill Konrath, is a recognized thought leader in sales, and her methods are backed by research and real-world success stories.

What are the key takeaways of "Agile Selling"?

  • Learning Agility: The ability to quickly learn and adapt is a key competitive advantage in sales.
  • Buyer Understanding: Knowing your buyer is more important than knowing your product; this includes understanding their journey and decision-making process.
  • Mind-Set Shift: Embrace challenges and view failures as learning opportunities to improve continuously.
  • Practical Tools: Utilize cheat sheets, checklists, and role-playing to reinforce learning and improve sales skills.

How does Jill Konrath define "learning agility" in "Agile Selling"?

  • Definition: Learning agility is the ability to rapidly acquire new knowledge and skills to adapt to changing conditions.
  • Importance: It is considered a leading predictor of success in sales, more reliable than IQ or emotional intelligence.
  • Application: The book provides strategies like chunking, sequencing, and deliberate practice to enhance learning agility.
  • Outcome: Developing learning agility helps salespeople become more resourceful, adaptable, and proactive in their roles.

What is the "agile mind-set" according to "Agile Selling"?

  • Choice of Success: It starts with a deliberate decision to succeed, despite challenges and setbacks.
  • Problem Transformation: Agile sellers view problems as challenges to solve, not obstacles to fear.
  • Failure Reframing: Failures are seen as valuable learning experiences rather than personal shortcomings.
  • Continuous Improvement: Setting "getting better" goals rather than performance-based goals to foster ongoing development.

What are the rapid learning strategies in "Agile Selling"?

  • Chunking: Break down large subjects into smaller, manageable parts to facilitate learning.
  • Sequencing: Determine the order in which to learn new information for optimal understanding.
  • Connecting: Link new information to existing knowledge to enhance retention and recall.
  • Deliberate Practice: Engage in role-playing and simulations to practice new skills in a controlled environment.

How does "Agile Selling" suggest handling buyer interactions?

  • Preparation: Research and plan meetings thoroughly to align with the buyer's needs and expectations.
  • Questioning: Use insightful and thought-provoking questions to engage buyers and demonstrate value.
  • Adaptability: Be perceptive to buyer cues and adjust your approach accordingly to maintain engagement.
  • Value Proposition: Clearly articulate the business case for change to persuade buyers effectively.

What role do "trigger events" play in "Agile Selling"?

  • Definition: Trigger events are occurrences that shift an organization's priorities and create sales opportunities.
  • Identification: Recognize internal and external triggers that can catalyze change in a prospect's status quo.
  • Prospecting: Focus prospecting efforts on companies experiencing trigger events for higher success rates.
  • Competitive Edge: Being aware of and leveraging trigger events can help salespeople differentiate themselves from competitors.

What are some success habits of agile sellers in "Agile Selling"?

  • Daily Prioritization: Start each day by identifying and focusing on the most important tasks.
  • Time Management: Use techniques like chunking and setting deadlines to maximize productivity.
  • Continuous Learning: Engage in ongoing education and skill development to stay ahead in the field.
  • Energy Management: Take breaks and manage energy levels to maintain peak performance throughout the day.

What are the best quotes from "Agile Selling" and what do they mean?

  • "Success is a decision. Dare to choose it." This quote emphasizes the importance of making a conscious choice to succeed, despite challenges.
  • "Transform your problems into challenges." It encourages viewing obstacles as opportunities for growth and innovation.
  • "Reframe failures as valuable learning experiences." This highlights the importance of learning from mistakes to improve continuously.
  • "Learning agility is your only sustainable competitive advantage." It underscores the critical role of adaptability and rapid learning in achieving long-term success.

How does "Agile Selling" address the issue of "no decision" in sales?

  • Understanding Status Quo: Recognize that the status quo is often the biggest competitor and understand its strengths and weaknesses.
  • Building a Business Case: Develop a compelling business case for change to persuade prospects to move away from the status quo.
  • Effective Questioning: Use questions to uncover the true reasons behind a prospect's hesitation to change.
  • Recovery Strategies: Have strategies in place to recover from sales-derailing situations and keep the conversation focused on the buyer's needs.

How can "Agile Selling" help improve sales productivity?

  • 90-Day Plan: Create a structured learning plan to focus on acquiring essential knowledge and skills quickly.
  • Pipeline Management: Regularly purge the pipeline of stalled deals to focus on viable opportunities.
  • Distraction Elimination: Implement strategies to minimize distractions and maximize focus during work hours.
  • Energy Management: Use techniques like taking breaks and managing energy levels to maintain high productivity.

Review Summary

3.70 out of 5
Average of 100+ ratings from Goodreads and Amazon.

Agile Selling receives mostly positive reviews, with readers praising its practical advice for sales professionals. Many appreciate the book's focus on rapid learning and adaptability in sales environments. Reviewers highlight the author's emphasis on value-based selling, self-improvement techniques, and strategies for quickly mastering new skills. Some readers found the book particularly useful for those new to sales or transitioning roles. While a few critics felt the content was basic or lacked depth, most readers found valuable insights and appreciated the concise, easy-to-read format.

Your rating:

About the Author

Jill Konrath is a renowned sales strategist and author with extensive experience in the field. She has worked with major corporations like IBM, Microsoft, and Accenture, as well as numerous mid-market firms. Konrath is a frequent speaker at sales conferences and kick-off meetings, sharing her expertise with a wide audience. She has authored several successful books on sales, including "Selling to Big Companies" and "SNAP Selling." Konrath's weekly sales newsletter reaches over 100,000 readers, demonstrating her influence in the sales industry. Her approach focuses on helping salespeople adapt to rapidly changing business environments and develop agile learning skills to stay competitive in their field.

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