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The Diligence Fix: How Striving for More Revenue Stresses Your Sales Organization and What to Do About It Paperback – June 28, 2023
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The challenge is that pressure from these increased demands will break things in your sales organization. Your current infrastructure was likely built to handle lower levels of sales activity. As the system stretches beyond its limits, the methods and approaches that once worked for you are no longer viable.
When these obvious cracks emerge, many sales leaders are tempted to reach for quick fixes like training or technology. The problem is that these reactive measures often fall short of expectations.
The Diligence Fix offers a sustainable alternative. It is a practical alignment strategy that fortifies your sales organization so that it becomes nimble and responsive to increased growth demands. This important call to action provides clarity and informs how you do the following:
- Sell and track opportunities
- Develop capabilities in salespeople
- Make the right investments in sales enablement
- Communicate the sales vision
- Leverage managers as true coaches
- Select and hire new sales talent
Solving for these challenges will reduce inconsistency and remove the internal roadblocks that stifle growth efforts. The Diligence Fix helps sales leaders ensure that your team is well prepared and positioned over the next three to five years to meet increased revenue demands head-on.
As a business leader chances are you’ve spent a lot of time thinking about how to position your sales team for higher growth. With constant changes in the marketplace and with greater revenue demands, you need to identify and implement long-lasting solutions to issues that will ready the team to capitalize on the right opportunities as they emerge.
In The Diligence Fix, professional sales enablement consultant Dayna Williams cuts right to the chase and summarizes the normal problems businesses have, with particular attention to those that can lurk inside sales teams. As a leader the decision to pursue more revenue requires being aware of bad patterns, what impacts productivity and what may not be working anymore. This clarity along with the specific capabilities and practices outlined in this book will help you run an effective and efficient sales organization.
- Print length205 pages
- LanguageEnglish
- Publication dateJune 28, 2023
- Dimensions5.5 x 0.47 x 8.5 inches
- ISBN-13979-8986484600
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Editorial Reviews
Review
In 'The Diligence Fix,' author Dayna Williams simplifies the people and process issues that CROs must address to grow revenue. The clear and precise actions she prescribes will also ensure your organization is primed and ready to integrate transformative AI in the near future. —Gerhard Gschwandtner, Founder and CEO, Selling Power; The Diligence Fix is a Selling Power Highly Recommended Book for 2024
Williams draws on years of professional sales experience to deliver this concise solo debut on training sales teams to grow and expand in response to ever-changing market demands. [She] urges leaders to prep their teams to respond proactively, an outcome that requires flexibility and, most importantly, the willingness to forgo quick fixes for long-term, proven solutions to sales problems. This is a resource sales leaders will turn to again and again.—Booklife by Publishers Weekly
When businesses come under pressure to deliver, more often than not that pressure is transferred to the sales sector. The Diligence Fix by Dayna Williams is a strategic approach to delivering on this objective. She uses simple language and a baby-step approach so that her ideas can be integrated into any forward-thinking enterprise. There are many hidden gems here that a lot of us take for granted in business. —Readers Favorite
Product details
- ASIN : B0C9RWW55K
- Publisher : DLITE Media (June 28, 2023)
- Language : English
- Paperback : 205 pages
- ISBN-13 : 979-8986484600
- Item Weight : 8.4 ounces
- Dimensions : 5.5 x 0.47 x 8.5 inches
- Best Sellers Rank: #1,789,237 in Books (See Top 100 in Books)
- #1,740 in Leadership Training
- #2,781 in Strategic Business Planning
- #2,935 in Business Decision Making
- Customer Reviews:
About the author
Dayna Williams has been working with CEOs, CROs and Sales Enablement Leaders for 20 years. She also chairs the Association for Talent Development's annual SELL conference which helps internal practitioners develop capability in salespeople, managers, customer success and service roles. The insights Dayna gained from her broad access to leaders and into how sales organizations operate across the country were compelling. She further validated the trends with academic research and documented them in The Diligence Fix, with the goal of creating awareness, driving conversation and inspiring action.
Dayna previously co-authored Sink or Shine: Attract Clients and Talent with the Brightness of Your Mission with a former leader of Aflac west-coast sales and Why Hire You, a shortcut to selling your value and getting hired. Dayna frequently speaks at conferences and on podcasts and enjoys contributing to professional associations with articles, magazine features and textbook material. She lives in the Philadelphia suburbs with her husband, is a super fan of The Office and enjoys giving senior rescue dogs a second chance.
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Diligence Wins the Day!
Top reviews from the United States
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- Reviewed in the United States on February 15, 2024"Strategy Stated Simply” is how I would sum up Dayna Williams’ work in this book. I am a marketing professional and refrain from jargon-led narrations which is why I usually find myself getting overwhelmed and bored with many professional-focused books. Dayna’s narration, on the other hand, is so engaging and conversational and her strategies are so practical and yet so simple! A bite-sized, well-organized progression of a well-rounded strategy to success is probably how I would describe ‘The Diligence Fix’.
I particularly enjoyed reading about how to cultivate a Service Mindset, and Williams’ insights on Time Management and Inner Resolve. With over 16 years of experience in my career, and working closely with various business teams other than my own, I have come face-to-face with much of the gridlock that are described in this book. That’s how I know that the author’s insights are coming from similar and very relatable experiences. While the book puts sales front and center, I found it useful even from a marketing perspective, because the two functions work together and hence find themselves in similar pressured and ever-changing environments. I found myself smiling at several insights shared by Williams, purely because of the simplicity of her solutions.
- Reviewed in the United States on March 18, 2024Williams introduced this book with a warning that "salespeople are not ready to thrive in this intelligence revolution." I love that she stops there with the conversation about AI and spends the entirety of the book outlining very clearly how to sharpen a sales organization - the individual people. It was a reminder that the greatest asset any sales force has is their human capital. Williams' vast experience in sales is evident as she showcases numerous examples of pitfalls and follows up with encouraging and detailed solutions which leave you feeling very motivated and inspired to hone your skills as a sales team member, or even as an employee indirectly working with sales. She explains how everyone in an organization is integral to the company's bottom line, not just the sales force. This book is for the whole organization and is sure to leave you energized for positive change.
- Reviewed in the United States on September 4, 2023The Diligence Fix provides a holistic view of creating an effective and sustainable sales organization. It should be required reading for new sales leaders and those leaders looking to fix dysfunctional teams. Using 10 easy to understand Dimensions of Diligence, Danya Williams provides a framework to expand upon some of the common competency topics that are covered in textbooks or onboarding programs. For example, growing relationships and time planning rather than managing those relationships or ones time.The shift in thinking allows organizations to build the type of culture necessary for prolonged success.
Having worked in B2B and retail sales for 15 years and another 10 years in corporate training, largely on the development of salespeople, I found the stories in this book very relatable to my past experience. It also provided me with ideas, that in hindsight, would have helped drive my previous organizations to greater success.
I would definitely recommend this book to any sales leader that has a desire to invest in their people to build an organization where their teams will thrive and enjoy their work.
(And it is a good poolside read too.)
The Diligence Fix provides a holistic view of creating an effective and sustainable sales organization. It should be required reading for new sales leaders and those leaders looking to fix dysfunctional teams. Using 10 easy to understand Dimensions of Diligence, Danya Williams provides a framework to expand upon some of the common competency topics that are covered in textbooks or onboarding programs. For example, growing relationships and time planning rather than managing those relationships or ones time.The shift in thinking allows organizations to build the type of culture necessary for prolonged success.
Having worked in B2B and retail sales for 15 years and another 10 years in corporate training, largely on the development of salespeople, I found the stories in this book very relatable to my past experience. It also provided me with ideas, that in hindsight, would have helped drive my previous organizations to greater success.
I would definitely recommend this book to any sales leader that has a desire to invest in their people to build an organization where their teams will thrive and enjoy their work.
(And it is a good poolside read too.)
Images in this review - Reviewed in the United States on March 25, 2024Within the pages of 'The Diligence Fix,' Dayna Williams delivers a guide to action, empowering readers without making us feel overwhelmed. This book is practical, concise and offers insightful guidance.
Each chapter focuses on a different dimension of her framework, and Dayna successfully unravels each concept using a consistent, reader-friendly format that helps you focus on the key points.
This book will leave you inspired and equipped to tackle the challenges facing your sales organization.
Within the pages of 'The Diligence Fix,' Dayna Williams delivers a guide to action, empowering readers without making us feel overwhelmed. This book is practical, concise and offers insightful guidance.
Each chapter focuses on a different dimension of her framework, and Dayna successfully unravels each concept using a consistent, reader-friendly format that helps you focus on the key points.
This book will leave you inspired and equipped to tackle the challenges facing your sales organization.
Images in this review - Reviewed in the United States on March 12, 2024The Diligence Fix stands out as a stellar resource for those aiming to enhance their sales prowess. It masterfully combines actionable strategies with deep insights, offering a thorough guide that influences its audience. The author simplifies intricate sales ideas into digestible actions and understandings, making the book accessible to a broad range of readers. Its motivational voice and practical recommendations make “The Diligence Fix” essential reading for anyone eager to navigate the complexities of expanding a contemporary sales team effectively.
- Reviewed in the United States on February 25, 2024Dayna’s insights and understanding of the issues shine through in this book "The Diligence Fix". I couldn't put it down. I recommend this book for all business leaders, especially those in sales, revenue or growth goals of any kind.
I was super impressed at how clearly this book articulates the what, where, why and how to start focusing solutions.
If your looking for a value add for your organization that is actionable- get this book.
- Reviewed in the United States on February 21, 2024This book provides a welcome wake-up call to sales leaders. Rather than waiting while the sales profession is impacted by AI, the decline of "Predictable Revenue" model, and other meta-trends in sales, this book offers a clear framework to proactively address the challenges through a return to fundamentals. But in particular, fundamentals around the "right" things. A great read and very useful model.