Jill Konrath

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, that's exactly what happens—especially when you only have a short time together.

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 a match. Yet so many companies fail to quantify the business value of their products/services....

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 back to you on the phone.

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 business presentations into visually engaging stories." That's ...

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 face. The more she talked, the worse (or perhaps better) it got.

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 First World. If you’re committed to a career in B2B sales, it’s an absolute must read. Seriously. In the book, Donal...

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 and simplified the sales process. You can listen to the audio or read the transcript below. Listen to Part 3podcast-CEB-expert-roundtable-part-3 Read…

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 make the sale. Listen to Part 2 (15 Minutes)podcast-CEB-expert-roundtable-part-2 Read the Transcript: Brent Adamson:   Hey everybody, welcome back. This is…

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 your emails. They fail to return your calls. You even begin to wonder if you misjudged their interest. The good news...

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 data and calculating risk.  Just the thought of “selling” makes most actuaries cringe. They view people who do it as slimy,...

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 in a storm—rushing downstairs to unplug my computers, hoping they weren’t already fried. Briefly turning on the outside light, I noticed a big...

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 winner? Recently, I had a chance to interview Stu Perlmeter, an expert in Win-Loss Analysis. His team at 1st Resource helps clients...

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 sales books, went to seminars and took everything I learned as the gospel truth. One of my biggest sales opportunities at...

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 it wasn't. You see, for the past few years I've been studying how the brain works and what it means for...

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 facing tough sales challenges. In the second part of my interview with Tim, we focus on how to lead a dealstorming...

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 being courted by the competition? If so, check out my recent interview with Tim Sanders, bestselling author of Love is a...

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 is the author of The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales. During our conversation,…

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 -- especially when they involve multiple decision makers. I hope you enjoy the conversation below.  Here's me with The Challenger Customer co-authors: Patrick Spenner, Brent...

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 story, about a professor, that sheds some light on this. The Experiment It all starts with the auction of a…

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” the account. My client has a better solution. It does a whole lot more for their prospects. Plus, it costs less...

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