Weekend Reading: “More Sales, Less Time” by Jill Konrath

So why are books about sales increasingly important to marketers?

Due to the changing nature of how your customers buy, there’s a increasingly stronger gravitational pull between marketing and sales.

And that’s why the more that marketers understand about how their customers buy, the more effective they will be as a marketer.

But successful marketers also need to understand the challenges faced by their sales counterparts these days. And offer them help.

In Jill Konrath’s new book “More Sales, Less Time: Surprisingly Simple Strategies for Today’s Crazy-Busy Sellers” she describes the phenomenon of being “crazy-busy.”

Clients are demanding more and business is constantly changing. And everyone’s under intense pressure to increase productivity.

In a world of escalating distractions and demands that make it more difficult for salespeople to focus, traditional time management strategies don’t work.

For the last few years, every sales person Jill Konrath spoke with talked about this growing “crazy-busy” world. And she was experiencing it first hand.

So she decided to do something about it:

I decided to turn myself into a human guinea pig – to figure out how to stop fighting the clock and start winning again in my career. This book outlines my quest and all the strategies and tools that I picked up or developed on that journey to becoming a more productive seller, with the ultimate aim of selling more in less time.

Jill Konrath is a globally recognized sales strategist and the bestselling author of three other books: Agile Selling: Get Up to Speed Quickly in Today’s Ever-Changing Sales World, SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers, and Selling to Big Companies.

But she says that “More Sales, Less Time” is the most important book she’s written because it addresses a universal problem from a salesperson’s perspective.

Here’s my take on “More Sales, Less Time”…

Douglas Burdett

Douglas Burdett is the Principal of Artillery, a B2B marketing agency and is host of The Marketing Book Podcast. He is a former artillery officer, Madison Avenue ad man and stand-up comedian.