Jill Konrath

Selling in a Digitally-Transformed World

One person who always gets me thinking is Donal Daly. Last week I interviewed him about his new book, Digital Sales Transformation in a Customer...

What Sellers Should Focus On

In Part 3 of the CEB Sales Roundtable, we discuss how to make more use of the time you gain after you've eliminated distractions...

How to Sell to a Complex Buyer

In Part 2 of our expert roundtable, we discuss how how B2B buyers are becoming more complex—and what sales professionals need to do to...

How to Consistently Accelerate Buying Decisions

How many "stuck" opportunities are you struggling with right now? If you're like most sellers, these prospects drive you nuts. They don't reply to...

5 Surprising Statistics About Top Sellers

Several weeks ago I keynoted an actuarial conference at one of the Big 4 accounting firms. These really smart people spend their days analyzing...

Dead Trees, Sales Pipelines & Loss Aversion [Research]

A massive clap of lightning awoke me from a dead sleep at 3 am. It was pouring outside. I responded as I always do...

Mastering the Art and Science of the Deal with Win-Loss Analysis

Ever lost an important deal that you were sure was going to close? Conversely, have you ever been surprised when you emerged as the...

How I Embarrassed Myself and Botched a Big Sales Opportunity

When I began working in sales, I was on a mission to get up to speed as fast as possible. I read all the...

How to Kick Yourself Out of Your Comfort Zone

Recently I did a webinar for sales leaders on "how to kick your reps out of their comfort zone." Sounds brutal, I know. But...

Dealstorming: The Secret Weapon for Stuck Deals (Part 2)

In Part I of my interview with Tim Sanders, author of DEALSTORMING, we talk about how to leverage a new, collaborative problem-solving approach when you're...

Dealstorming: The Secret Weapon for Stuck Deals

Ever wondered what to do when a big deal starts to feel shaky? Ever worried about how to keep an important client who was...

How to Build Pipeline & Accelerate Growth with Inside Sales

Recently I interviewed Trish Bertuzzi, founder and president of The Bridge Group, Inc., which is the number one Inside Sales consultancy in North America.  Trish...

Selling to the Challenger Customer

Several weeks ago, at the CEB Sales and Marketing Summit, I interviewed the authors of The Challenger Customer about what it takes to win big deals today --...

How Badly is the “Loss Aversion Syndrome” Hurting Your Sales Success?

Let me ask you a question: What impacts people more – the threat of loss or, the possibility of gain? Recently I read a fascinating...

An Effective Sales Strategy to Beat “We’re Happy with Our Current Provider”

Recently I was talking to a client about a key sales challenge they’re facing – dislodging long-standing, entrenched competitors who “own”...

Important Research on Email That Impacts Your Sales Productivity

I don’t know about you, but I get a little twitchy when I see unread messages in my inbox. In...

The Easiest Way to Keep in Touch Without Harassing People

Virtually every time I speak to sales organizations, I get asked, "What do I do when I don't hear back from people? I don't...

To Sell is Human: An Exclusive Interview with Daniel Pink (Part 2)

Recently I interviewed Daniel Pink, one of my favorite authors about his most recent book, To Sell is Human.   I always enjoy Daniel Pink's books...

To Sell is Human: An Exclusive Interview with Daniel Pink (Part 1)

Recently I interviewed Daniel Pink, one of my favorite all-time authors. Daniel Pink is the author of Free Agent Nation, A Whole New Mind,...

Use this Ridiculous Sales Stat for Nonstop Sales Growth

Everywhere you look these days, experts are proclaiming that people are 60%—or more—of the way through their decision process before they contact you or...

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