Fresh sales strategies that actually work

Jill Konrath

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Top Stories by Jill Konrath

Jay is the owner of a massage therapy company. He's trying to figure out how to sell his services to the corporate market. Like many of you, he doesn't have a strong business case to capture a company's attention. That's why he recently asked me: "I'm have trouble figuring out my value position for selling to bigger companies. When a company's challenges are rising cost from suppliers or trying to go "green," it just doesn't cut it to tell them, "Hey I can reduce your stress during those stressful times." Any advice you can give is appreciated." Here is my response: "You're right Jay. For the most part, "reducing stress" doesn't excite most corporate decision makers. You need to start thinking differently about the value of your services. What you're missing is the high cost of stress on an organization. It can lead to: higher medical costs, increased absenteeism, ... (more)

Get an MBA in Selling

The room was filled to capacity. Everyone was eagerly waiting for the conference to start. And I was so excited to finally hear Harvey Mackay speak. He’s a living legend in the sales field. He wrote Swim With the Sharks Without Being Eaten Alive, a #1 New York Times bestseller. He followed that with five more bestsellers including Beware the Naked Man Who Offers You His Shirt and Dig Your Well Before You’re Thirsty. But, I wondered, how relevant is he today? It took me just a few minutes to find out. Harvey’s always talked about the importance of really knowing your customer – ... (more)

Don't Send Prospecting Emails Like This – Please!

There's no way around it. Email has to be a core part of your prospecting strategy. Decision makers rarely answer the phone and seldom get back to you when you leave a message. But with the overwhelming amount of information flooding inboxes today, every single word in your email to a decision maker has to be carefully thought out. Most of the salespeople I talk to really struggle with "what to say" in a prospecting email. Below is an example of a typical (bad) prospecting email I regularly receive from salespeople. I know the guy was trying hard to get business, but all he got f... (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)

Eastwooding Is Good for Sales - And Here's Why

Did you catch Clint Eastwood’s conversation with an empty chair at the recent 2012 Republican convention? During his short speech, he talked to an invisible Obama about what was wrong with American politics. Within minutes, Twitter was flooded with photos that people took of themselves doing the same thing. Dubbed ‘Eastwooding,’ this spread offline as voters around the country proclaimed Monday as “National Empty Chair Day” instead of  “Labor Day.” The truth is, many people thought that Clint Eastwood was off his rocker when he gave this rambling speech. He may have been, but tha... (more)