Surprisingly Simple Strategies for Today’s Crazy-Busy Sellers

Here’s a sneak peak of what’s in this month’s subscription:


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. Jill Konrath, a globally recognized sales consultant and speaker, 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. 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 will show you how.

• The unique challenges of today’s “Age of Distraction.”
• To eliminate distractions and change the way you tackle email and social media.
• To focus better and plan your work systems.
• To transform your mindset to effortlessly incorporate new, more productive habits; leverage your best brainpower; and stay at the top of your sales game.

10 Great Quotes from 2010

Don’t ask why, but I’m the type of person who always feels the need to read the “Comments” section that follows any online news article. Maybe I’m hoping for a reader to provide some unique insight that escaped the journalist that wrote the piece. Instead I’m usually treated to a melange of spam, conspiracy theories and inane political babble. Sometimes the most interesting part of any comment is if a reader throws in a quote into his or her signature. After reading an article about the recent snowfall here in the Northeast (including the Philadelphia suburbs where Soundview Executive Book Summaries operates), someone felt the need to post a comment tying slow-moving plows to a “Big Oil” conspiracy to keep cars stuck in traffic, thereby burning more fuel. I was ready to dismiss this lunatic until I saw his signature. It read, “Don’t judge someone until you’ve walked a mile in his shoes. That way when you judge him you’re already a mile away and you have his shoes.”

I know it’s not the most original quote in the world but for a moment, it made me smile. It also led me to consider some of the best quotes from Soundview’s Author Insight Series. This exclusive MP3 interview program gives Soundview subscribers unique insights direct from the authors of today’s best business books.

Since I previously covered the first half of 2010 in a previous post, here (in no particular order) are the best quotes from the second half of 2010’s Soundview Author Insight Series:

1. “When a bank or an investor sits down and decides whether they’re going to support your recovery plan going forward, you’re probably not going to be in the room.” — Shaun O’Callaghan, author of Turnaround Leadership: Making Decisions, Rebuilding Trust and Delivering Results After a Crisis

2. “‘I prefer you’ are the three strongest words today in the customer’s vocabulary, if you want to create profitability.” — Robert H. Bloom, author of The New Experts: Win Today’s Newly Empowered Customers at Their Four Decisive Moments

3.The reality of it is that we’re really at a perfect storm right now of a number of factors that are coalescing that are preventing salespeople from working.” — Jill Konrath, author of Snap Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers.

4. “It’s hard to imagine that anyone would be willing to do all the things that you need to do as a leader and make the sacrifices that are required to get extraordinary things done if his or her heart wasn’t in it.” — Barry Posner, co-author (with James Kouzes) of The Truth About Leadership: The No-Fads, Heart of the Matter Facts You Need to Know.

5. “Just being that little bit more informed, just being that much more attuned to what the pulse of the marketplace is saying about you will allow you to do a better job.” — Charlene Li, author of Open Leadership: How Social Technology Can Transform the Way You Lead.

6. “Is your product going to evolve towards being the absolute pinnacle of quality and the best at what it is, the highest fidelity, or is it going to evolve toward the idea of being super convenient. If it tries to continue to be too much of both, it’s never going to be enough of either.” — Kevin Maney, author of Trade-Off: Why Some Things Catch On, and Others Don’t.

7. “If you can’t keep it in your head, that means that you have to go find it, and you can’t just go and find it online or in books, you need to be able to connect to other people who are, kind of, your ‘guild of experts.’” — Karie Willyerd, co-author (with Jeanne Meister) of The 2020 Workplace: How Innovative Companies Attract, Develop and Keep Tomorrow’s Employees Today.

8. “Viral marketing forces companies to have good after-sale service for their customers. If you don’t, you’re going to suffer.” — Adam Penenberg, author of Viral Loop: From Facebook to Twitter, How Today’s Smartest Businesses Grow Themselves.

9. “A weak leader seeks agreement and a fierce leader wants the truth.” — Susan Scott, author of Fierce Conversations: Achieving Success at Work and In Life One Conversation at a Time.

10. “Your customers will tell you how to get rich if you just ask them.” — Brian Tracy, author of How the Best Leaders Lead.

Combine a NEW Summary with Free Sales Resources

If you listened to the recent installment of Soundview’s Author Insight Series featuring author Jill Konrath, you may have heard her discuss some free resources that accompany her book SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers. For those who may not be familiar with it, Soundview’s Author Insight Series is an mp3 available to Soundview subscribers that features a 10 to 15 minute interview with the author of each of our 30 Best Business Books. The reason these interviews are a monthly must-listen is the exclusive content the authors’ reveal in a casual conversation.

Konrath discussed the power of trigger events to help boost sales, as well as how to make your sales approach more simple. At the conclusion of the interview, she mentioned some additional free resources that readers can access. Although Soundview’s Author Insight Series is available only to Soundview subscribers, I wanted to make sure that Konrath’s free resources were provided for everyone. If you visit this link, you can access Konrath’s Buyer’s Matrix (discussed in SNAP Selling), as well as her Value Proposition Generator and her guide Nine Tips to Get Prospects to Call You Back.

If you’re a salesperson and are finding it more difficult to connect with prospects who claim they are just too busy, you should definitely take the time to read Soundview’s summary of SNAP Selling. Visit Soundview at to learn how you can get your copy of this book summary!