Jill Konrath
Jill Konrath
Jill Konrath is the best-selling author of SNAP Selling and Selling to Big Companies. She helps sellers crack into new accounts and win business with crazy-busy prospects. She's a popular speaker at annual sales meetings and professional conferences.
Focus on What You Can Control
Times are tough right now. That's the reality of our sales environment. People are being laid off. Decisions take longer—and will be more difficult to…
An Uncomfortable, but Highly Effective Sales Strategy
After spending months trying to meet with a perfect prospect, the last thing you want to do is blow the opportunity. Yet all too often,…
How to Sell Without Value Proposition Metrics
Knowing the business impact of what you sell makes a huge difference. It's how your prospects decide whether or not your products or services are…
How to Make Your Value Proposition Stronger
How can you tell if you have a weak value proposition? One telltale sign is that virtually no one responds to your emails or gets…
Why Flexible Slides are the Key to Conversational Sales
Recently I interviewed Luke Goetting, Director of Puffingston Presentations for an Engaging Presentations video series I did with Prezi. His expertise is in "transforming stale…
Is This Mental Trap Making It Harder for You to Close Deals?
The first time I heard the call-in radio interview with the "deer crossing lady," I couldn't believe it. Tears of laughter were streaming down my…
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...