Recently, Brad Miller, Director of Business Development at Fathom, interviewed me about my new book, AGILE SELLING, and the key challenges salespeople are facing today. I thought you might like to listen in.
Watch the video to hear my responses to these common sales challenges:
Being Overwhelmed With Information
Brad: One of the reasons I got into sales was because of your book, SNAP Selling. I was super excited to get an uncorrected manuscript of AGILE SELLING, which is being released on May 29th, 2014. Jill, tell me about AGILE SELLING, and how it helps people deal with their own crazy-busyness.
Dealing With Failure
Sales and Marketing Alignment
Brad: What are the challenges you see between the alignment of sales and marketing?
Salespeople as a Commodity
Brad: Sales in general has changed a lot in the last 10 years. The salesperson has become commoditized. Do you think that's the case?
Impact of Your Online Presence
Brad: We were talking about a company's and salesperson's online presence because information is so available now. If someone is going to cold call into a company and start a dialogue, what's the first thing a potential prospect or customer is going to do?
Brad: What is your view on "social selling"?
Sales Presentation Mistakes
Brad: Oftentimes, salespeople want to get as much information across during their sales presentations as possible, and they end up with giant presentations. What are your tips on how to shorten that up?
Evolution of Salespeople
Brad: Where does the evolution of salespeople go from here?