I don't usually do book reviews, but I read one lately I just had to comment on! Before I do, I want to comment on why this is the book that stands out to me.
Over the last 20 years, I have personally witnessed the change in the sales landscape. The changes happened more rapidly as we became more technology-enabled multi taskers. The last 2 years has seen even more change as our prospects are more loaded with tasks and demands on their time than ever with less resources to get it done. This impacted buyer behavior significantly. Relationships became less reciprocal, prospects are less responsive, and less accessible. But rest assured, they are still buying...you just have to work harder for it now, and not just harder but different. Doing more of the same isn't true in this case, you have to adapt.
Jill Konrath has the formula with SNAP Selling. She is right on with how prospects are perceiving you, and how to adapt to the environment of today's prospects. It's important to understand your prospect and what their world is like to reach them. She has it all covered, and it will definitely help reps to sharpen up their approach and make sure things don't break down in the sales process.
Sales teams that implement her methodology will see more success all around, with new and existing customers, with their lead generation ROI, and seeing more leads progress more effectively through the pipeline.
I highly recommend this as a must-read for sales teams.
Great job Jill!
