Jill Konrath

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 fact, I often get an overwhelming compulsion to stop everything and check them out immediately. After all, my prospects might be...

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 want to be a pain in the you-know-what." Keeping in touch is so darn hard! So I ask to see what...

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 because he is able to dig deep and uncover new insights. His latest book is no different — even though...

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, Drive, and Johnny Bunko. In his most recent book, To Sell is Human, he's moved into the sales arena. During our...

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 your company. In short, they’ve been online, studying their problem or looking for better ways to achieve their objectives. And, they’ve...

One Simple Way to Instantly Have Better Sales Conversations

Most people don’t believe it when I tell them it’s super easy to increase their sales IQ. But first, let me tell you about some interesting data. The Hidden IQ Killer Harold Paschler is a University of California scientist who studies “dual-task interference.” That’s a…

Beyond the Challenger Sale (Part 2)

Here's the 2nd half of my interview with Brent Adamson, coauthor of The Challenger Sale and Managing Director for CEB's Sales and Marketing practice.  During our conversation, he shares some groundbreaking research about why decisions fall apart, and how salespeople can build consensus with the...

Beyond the Challenger Sale (Part 1)

Recently I had a chance to interview Brent Adamson, coauthor of "The Challenger Sale," one of my favorite books. Brent is also the Managing Director of Advisory Services for CEB's Sales and Marketing practice.  During our conversation, he shares some groundbreaking research that has totally...

3 Early Bird Tactics to Uncover New Sales Opportunities

Want to win more sales? Then you need to do everything you can to give yourself an unfair advantage over your competitors. Research shows that one of the best ways to do this is by being an early bird: Forrester Research discovered that the first…

The Inside Scoop on Goal Setting for Sales: Part II

This is the final half of my interview with Heidi Grant Halvorson, bestselling author and social psychologist who studies motivation and goal achievement. Today we talk about how goals evolve over time, the best mindset to reach them and much more. Enjoy! Read Part 1…

The Inside Scoop on Goal Setting for Sales: Part 1

Recently I had a chance to interview Heidi Grant Halvorson, a social psychologist specializing in the study of motivation and goal achievement. She's also the associate director of the Motivation Science Center at Columbia University. Heidi is the author of some of my favorite books including Succeed: How We...

Can Wearing Black Really Give you a Sales Edge?

On Saturday, after the third round of the Masters, Phil Mickelson told a CBS interviewer that he'd be wearing black on Sunday. When asked why, he said:It helps me get more aggressive. Studies have shown that when NFL teams wear black they have more...

Get Rid of These Gotcha Sales Questions

And … they immediately lose respect for the seller -- who now feels more like a huckster to them than a valuable resource. If you ask these gotcha questions, it’s essential to stop immediately. But, it’s not as easy as you may think. In sales…

Words That Sell: Using Metaphors to Drive Sales

In sales, it's tough to cut through the clutter, be remembered, and make things happen. If so, you might want to consider using metaphors. According to presentation expert Anne Miller, these signs are key indicators that a metaphor will help you:Your client is confused.They're stuck on...

What’s Your Sales Acceleration Formula?

Last February I was in serious discussions with Mark Roberge, Chief Revenue Officer at HubSpot, about co-authoring a book. At my request, he sent me several lengthy articles he’d written. The minute I saw them, I realized the man was brilliant...

Lost Art of the Quick Start: An Unusually Enlightening Story

With the year-end push behind him, Matt wasn’t looking forward to rebuilding his pipeline. Yet he knew that his boss would be on him to “pound the phones” as soon as he got into the office. More, more. Faster, faster. Close, close. It was an...

No One Talks About This Key Factor in Sales Goal Achievement

It’s that time of year again when we all have a fresh start. And, everyone’s talking about goal setting – which is why I thought I’d chip in with a series of videos about what it takes to achieve them. Right now, you might be...

Is it Time to Amp Up Your Sales?

Recently, while speaking at the American Association of Inside Sales Professionals, I had a chance to chat with Andy Paul, author of the new book, Amp Up Your Sales. We spent a lot of time talking about what salespeople need to do to succeed with...

Sales Advice for Startups (& Small Biz Too!)

Today I spent 30-minutes on the phone with a startup company that's soooo excited about their new offering. In our short time together, they tried to tell me everything it could possibly do. They even talked fast to cram as much in as possible. I...

The Hidden Power of Gratitude in Driving Sales

This is one topic I never thought I'd write about. For many years, I wasn't at all grateful. I was too busy busting my butt, trying to make my own success at the same time I was raising an active, growing family. I never gave...

New Posts