Fresh sales strategies that actually work

Jill Konrath

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Top Stories by Jill Konrath

Check these resources from colleagues whom I highly respect: A-Game Selling By Leisa Mohler-Erickson In this  ebook, Leisa says, "Back to basics" strategies are akin to rearranging the deck chairs on the Titanic --a losing proposition to effectively leapfrog the competition." She's absolutely right. Achieving an A-game requires a laser-focus on driving meaningful behavioral shifts throughout the ranks. Download A-Game Selling _________________ 100 B2B Sales Interview Questions By Lee Salz If you're a sales manager, you'll love this ebook because Lee nets out everything you need to think about to ensure you hire the right person for your company. And, if you're interviewing for a sales position, this book is filled with all the best questions you better be prepared to answer! Download 100 B2B Sales Interview Questions _________________ The Social Customer By Atte... (more)

Never Confuse Your Prospects About Your Pricing

Sometimes you're not always as clear as you can be. That's what Barbara Weaver Smith, author of Whale Hunting & CEO of The Whale Hunters, discovered when she was pursuing a big opportunity. Even though it cost her the deal, she learned her lesson. _____________ My team and the prospect's team were sitting in their conference room. Enthusiasm was high and conversation was coming fast from every corner. They wanted to know what outcomes they could expect and how we would work with them. We talked about our standard implementation for a company like them, and we talked about some... (more)

Never Forget to Ask Follow-Up Questions

Today Tibor Shanto, CEO of Renbor Sales Solutions and co-author of SHifT (a book on trigger events), shares how his own expertise actually hurt his sales success. It's hard to believe that you can be too smart in this business, but as you'll soon discover, it can happen. ____________ When I first started out in sales, like many, I was more ego-driven than knowledge or experience based. Whenever someone said something, I knew exactly what they meant. All they had to do was say one thing and I could picture, in my mind, how the whole conversation would unfold. This worked well -- ... (more)

Three Tips to Get the Best Response from LinkedIn Inmail

Since publishing my two free ebooks Cracking the LinkedIn Sales Code and LinkedIn Sales Secrets Revealed, I get asked tons of question about how to use LinkedIn best. One of the most contentious issues relates to the use of InMail. Numerous people have written to tell me it's a total waste of time -- that they never get responses from it. Yet, our 2013 survey results showed that top sellers used it nearly 4 times more than all other respondents. And, InsideSales.com reports a 700% increase in response rates when they use InMail - over sending the exact same message via email. Ac... (more)

Why You Need to Know About Social Selling

If you've been involved in B2B sales for more than a few years, you've probably noticed that things have changed. This pace of change shows no sign of abating. Customers are more frazzled than ever. Recently caught up with Nigel Edelshain, the fellow that coined the term “Sales 2.0" and more recently, "Social Selling." I think his insights on this topic are highly relevant to salespeople today, which is why I asked him the questions below. And, it's also why I suggest you check out his 2-day Social Selling Bootcamp in February. WHAT'S SOCIAL SELLING? Jill: What is “Social Selling”... (more)