Jill is the author of “SNAP SELLING” and her latest novel “AGILE SELLING” is out today. “AGILE SELLING” is not a book with a new sales methodology; it is a philosophy of living for highly skilled sales executives.

The dust cover on the hardback book promises that the book will: 

• PinPoint “must know now” information and skills.
• Home in on the business case for making a change.
• Ferret out the most effective sales approaches.
• Find fresh solutions to problems you are facing.
• Maximize your productivity.

The book starts with describing how the market has changed and what buyers expect:

1. Understanding their business, direction, challenges processes and relationship history.
2. Every single interaction is evaluated to determine if it is worth their time or effort. Buyers want ideas, insights, leadership and guidance.
3. To be provided with what they need, when they want it, how they want it and quickly.

According to Forrester Research, only 15% of executives say their meetings with sales people met their expectations. Only 7% scheduled a follow-up. The rest of the book provides instruction on how to end up in the 7% and not the 93%.

One example of this is the chapter called Reframe Failure. In that chapter Jill relates a story about Spanx founder Sara Blakely and what made her the youngest female billionaire. Her success, Ms. Blakely states, goes back to her father asking her every day at the dinner table what she failed at that day. His philosophy was that if she hadn’t failed at something that she wasn’t growing, learning or stretching to her potential. The same goes for all of us, according to Jill. 

Some other key takeaways:

• You need to be the differentiator and to differentiate you need to always be learning.
• Teach so that you can learn.
• Prioritizing is your brain’s most energy-intensive activity. Do it first thing in the morning.
• Multi-tasking is a productivity killer.
• When you’re stuck, borrow someone else’s brain.

For each of these, and more, Jill has some unique strategies I’ve never heard before.

I highly recommend that you get AGILE SELLING right now. The book shows why Jill has 100,000 plus followers to her blog.

By Dan McDade