Fresh sales strategies that actually work

Jill Konrath

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Top Stories by Jill Konrath

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 When Your Content is Ripped Off. If you want to see how blatantly he stole from her, here's her comparison on Google Docs. Then yesterday, I heard from another colleague that three more incidents have been found. Clearly Andrew Hunt is a serial plagiarist. It's very sad that he's stooped that... (more)

[Video] 3 Ways to Find Decision Makers' Names

How do you find decision makers' names? That’s pretty important if you want to get your foot in the door of a new company. Let me tell you where to start. The first thing to do is identify the position titles of the various people that you might want to talk to. Perhaps it’s the Head of Corporate Communications. Maybe it’s the Trade Show Director. Or, maybe it’s the VP of Marketing. Your job is to first identify the positions. That's where it all starts. Here are 3 ways to find the decision maker’s names: 1. Check their website: If you’re calling on a small company I suggest you ... (more)

Harnessing the Power of Introverts in Sales

Today's post from the Chamber of Commerce features business-growth advice for small companies. Susan Cain compares the societal status of introverts in the workplace to that of women in the early 1960s. Introverts, she says, have a lot of work to do to be fully utilized and appreciated. “The current workplace is not set up for introverts to succeed,” she said in a recent phone interview. “This leads to a colossal waste of time and energy.” Since writing her New York Times bestseller “Quiet: The Power of Introverts in a World that Can’t Stop Talking” Cain says support for her ... (more)

Avoid This Killer Sales Strategy at All Costs

This is the most important blog post I've ever written. It's about what happened exactly one year ago today. Please read it and share it with others.  Last week a friend told me about a recent fender bender. While driving, he'd been dictating an email on his cell phone. He wanted to get a few extra things done before he got to the office.  We all do things like that. Multitasking is a way of life. It's our strategy to keep up with our whirlwind of a job. In the car, we'll make calls, catch up on messages and text people when we’re running late. That’s exactly what Carla Brennan ... (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)