Table of Contents
Introduction 1
Part 1 The Case for Agile
1 Change, Change, and More Change 9
2 Understanding Today's Buyer 12
3 Be the Differentiator 15
4 The Agile Imperative 18
Part 2 The Agile Mind-set
5 Make the Pivotal Decision 23
6 Transform Sales Problems 26
7 Reframe Failure 29
8 Set the Right Goals 32
Part 3 Learn New Info Quickly
9 Fast-Track to Proficiency 37
10 Leverage Rapid Learning 40
11 Map the Terrain 43
12 Take the Deep Dive 48
13 Focus on "Need to Knows" 51
14 Learn the Lingo 56
15 Build on Buyer Insights 59
16 Embrace the Status Quo 63
17 Reverse Engineer the Business Case 67
18 Sink into Stories 71
19 Interview Customers 74
20 Define the Buyer's Journey 78
21 Create Cheat Sheets 82
22 Tap into the Triggers 86
23 Find the Forums 90
24 Cement Your Knowledge 93
25 Take the Gobbledygook Test 96
26 Recognize the "Enough" Point 100
Part 4 Pick Up New Skills Fast
27 Speaking About Sales 105
28 Find Your Starting Point 108
29 Focus on Personal Bests 112
30 Prep with Passion 116
31 Connect with Questions 120
32 Practice Safe Selling 123
33 Remove the Blinders 127
34 Pick the Upstart's Brain 130
35 Observe Top Sellers 133
36 Get Over Yourself 137
37 Increase Your Perceptivity 140
38 Develop Recovery Strategies 143
39 Dare to Debrief 147
40 Prevent Epic Fails 251
41 Minimize the Memory Burden 154
42 Fix the Root Cause 158
43 Tackle New Technology 161
44 Strive for Maximum Impact 164
Part 5 Success Habits of Agile Sellers
45 Prepare for Success 169
46 Put This Plan in Place 171
47 Power-Pack Your Day 175
48 Purge the Pipeline 178
49 Dig Up More Dirt 180
50 Eliminate Distractions 183
51 Upgrade Your Brain 186
52 Optimize Your Attitude 189
53 Teach Someone a Lesson 192
54 Gaming the System 195
55 Change Sabotaging Behaviors 198
56 Get Grittier 202
57 Borrow a Brain 205
58 Fake It Till You Make It 208
59 Refuel Your Fire 211
60 Pick the Right Role Model 214
61 Recalibrate over Coffee 217
62 Keep Momentum Going 220
Part 6 Final Words
63 Conclusion: The Ultimate Challenge 225
Acknowledgments 229
Appendix 231
Books Worth Reading 237
Have Jill Konrath Speak at Your Next Event 241
Index 243
