Jill Konrath

Lots of people have been sharing their #firstsevenjobs on Twitter recently, so I thought I'd chip in. I initially started with short stints working as a babysitter (not my thing), helping in a bakery (fattening) and selling snow cones at the state fair (fun).

My sales career really kicked off, however, when I landed a job as a server at Uncle John's Pancake House. Three restaurants and seven years later, I capped off my waitressing career at the Ground Round. (Yes, that's me on the left. It was on the front page of our local newspaper when I was 21 years old.)

Ever lost an important deal that you were sure was going to close? Conversely, have you ever been surprised when you emerged as the winner?

It's that time of year. You've just been handed a new, higher quota for 2016. Or, you've set your own goal to achieve a personal milestone. 

If you pay attention, you can find great sales advice right in the middle of an ordinary day — or even your new favorite TV show!

Here's the 2nd half of my interview with Brent Adamson, coauthor of The Challenger Sale and Managing Director for CEB's Sales and Marketing practice. 

During our conversation, he shares some groundbreaking research about why decisions fall apart, and how salespeople can build consensus with the 5.4 decision makers needed to make a purchase decision.

You can read it below. Or, you have these options too.

Download PDF of Full Interview
Listen to Audio of Full Interview

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Recently I had a chance to interview Brent Adamson, coauthor of "The Challenger Sale," one of my favorite books. Brent is also the Managing Director of Advisory Services for CEB's Sales and Marketing practice. 

During our conversation, he shares some groundbreaking research that has totally changed the conversation about sales. He also reveals what top performers do differently from other sales reps.

Check it out. This research will change how you approach prospects.

You can read it below. Or, you have these options too.

Download PDF | Listen to Audio 

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Sales is a tough job.

Everyone in the company knows how you’re doing - at all times. When you’re new, you see insurmountable hurdles in front of you. When you hit a slump, it’s visible to the entire world.

People who are in marketing, IT or HR have no idea how challenging it is to learn, grow and stumble in full view of everyone else. 

Whenever I think about sales motivation, I always remember this chance meeting:

Years ago at a networking event, a stranger handed me his business card. When I glanced down at it, I was surprised to see that it didn't have the standard name, company and contact info.

Instead the card said:

Recently I had a chance to interview  Heidi Grant Halvorson, a social psychologist specializing in the study of motivation and goal achievement. She's also the associate director of the Motivation Science Center at Columbia University.

Heidi is the author of some of my favorite books including Succeed: How We Can Reach Our Goals and No One Understands You and What to Do About It (just released).

What's the key to long-term sales success? Short-term sales success. Research by DDI shows that it's important to see significant progress within three months - or else you'll get discouraged and start a downward spiral.

That's why I've always focused on quick start strategies. Knowing how to ramp quickly totally changes the game - whether you're in a new sales position, introducing new products, or targeting new buyers. 

That’s why I thought I’d share Kyle Smith’s story with you — in his own words. You’ll discover how he used Agile Selling as sales training to significantly shorten his own ramp time.

P.S. His boss says he's doing great -- and in a ridiculously short time!