Fresh sales strategies that actually work

Jill Konrath

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Top Stories by Jill Konrath

Recently I had a conversation with Chas. Cooper about how important content is to capturing the attention of today's crazy-busy people. Personally, I believe if salespeople don't have quality content for all three stages of their prospect's decision process, they're fighting a tough battle that's hard to win.  Good content is delicious. It makes your prospects want more. They can't wait to take another bite. Mmmmm good.   That's why, when Chas posted the resulting article on his blog, I asked if I could share it with you. Here it is! Maximizing the Time Value of Content We all know about the time value of money. Getting money today is worth more than getting money tomorrow. But what happens when we turn the tables and look at the time value of content from the perspective of our prospects and customers?   Answer: We find out that the further upstream a prospect is ... (more)

Top Sales Resources: August 2010

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 n... (more)

Exposing a Sales Plagiarist

Truthfully, it's the last thing in the world I want to do. But when other so-called sales experts use their colleague's work as their own, it needs to be addressed. It's wrong to steal. And, to me is even wronger (if that's a word) to dupe unsuspecting clients into thinking you're an expert when you're not. They don't deserve that. Andrew Hunt of InboundSales.net is the most recent plagiarist -- and it's not his first time. My friend Kristin Zhivago recently found that once again he'd lifted whole sections of her book, Roadmap to Revenue. She wrote all about it here: What to Do Wh... (more)

[Video] Don't Miss the Meaning Behind Your Prospect's Questions

One of the most interesting things I've discovered early in my sales career was the importance of questioning my prospect's questions. I was selling technology at the time. Now I'm not a real tech guru myself, so I had my sales support guy with me. My prospect was peppering us detailed questions about our system's capabilities. Unfortunately, we couldn't do a lot of what he wanted. I felt the opportunity slipping away. So I finally spoke up and said, "Tom, why are you asking us all these questions?" He proceeded to tell us what he wanted to accomplish and that he wanted to make s... (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)