Jill Konrath

How to Get Your Sales Team to Consistently Overachieve

Feeling slammed? Let me guess. You’re under intense pressure to meet your monthly numbers. It’s impossible to keep up with all the reports. You’ve got an open territory, your new hire is struggling and all this new technology is overwhelming. Your customers are changing too. Getting...

A Simple Strategy to Increase Win Rates

What would it take for you to double or even triple your win rates? According to LinkedIn research, you have a significantly better chance of closing sales when you have multiple connections within a single account. Can it really be that simple? Not exactly ...…

I Hate LinkedIn Profiles Like This …

Every time I do a Sales Acceleration workshop with a new client, I go to LinkedIn to check out the profiles of people who will be attending. Invariably, I see Summary sections that read like this:  Big Deal's innovative solutions are blah, blah, blah. Our...

One Mind-Boggling Sales Statistic

Two weeks ago I spoke at LinkedIn's SalesConnect Conference in San Francisco. Over 500 sales leaders came to learn more about leveraging LinkedIn to drive revenue. Mike Derezin, VP of Sales at LinkedIn, shared one statistic that was mind-boggling: Sales professionals who use social selling…

Want a Nonstop Sales Boom?

If you've struggled with some ups and downs in your sales results, check out my recent interview with Colleen Francis. She's the author of Nonstop Sales Boom as well as a highly respected colleague. In our conversations, she shares some insightful ideas that are guaranteed...

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...

If You Think Sales is a Numbers Game – You’re Wrong

We've been told for an eternity that sales is a numbers game. And it's still a popular belief today. The theory is that all we need to do if we want to be successful in this business is to call, call, call. If we do...

The Challenges of 1st Line Sales Managers – And How to Overcome Them

Recently I sat down to talk with Ken Thoreson, president of Acumen Management. He just came out with a new book called, SLAMMED!!! For the First Time Sales Manager.   I'll never forget when I was first promoted into management. It was a real wake-up call...

If You’re Not Using This Email Prospecting Tool, You’re Missing Out

You know what I hate? Not knowing if my prospect has opened my emails ... wondering if they disappeared into a black hole ... and never being able to catch them on the phone. I suspect you feel the same way. That's why I wanted...

Selling at Trade Shows: A Lesson From a Hot Shot High Tech Company

Last year I spoke at Dreamforce with my client DiscoverOrg.com. (If you sell into the IT area, check them out.) Over 130,000 Salesforce.com customers, developers and partners were there. After our talk, I went to DiscoverOrg’s booth for a book signing. The exhibit hall was a zoo.…

[Video] Biggest PowerPoint Mistakes Salespeople Make

What are the biggest mistakes salespeople make with PowerPoint presentations?  Too Product / Service Oriented and Too Many Slides Most salespeople totally miss the point of their presentation, thinking that the more they can cover about their company and...

6 Strategies to Quickly Improve Your Sales Skills

This article contains an excerpt from my new book, AGILE SELLING.  Sales has now officially become a thinking-intensive profession. We're constantly bombarded with new information: new products, services, bosses, priorities, processes, technology...the list goes on and on. It’s impossible to stay on top of it all.…

Compelling Research About How To Sell Effectively Today

I recently interviewed Brent Adamson, co-author of one of my favorite sales books, The Challenger Sale. His groundbreaking research at CEB has totally changed how we talk about sales in the past few years. In our conversation, Brent shared the results of CEB's most recent research...

5 Warning Signs Your Sales Opportunity Won’t Close

This article is an excerpt from my sales book, AGILE SELLING. To learn more habits of successful, agile sellers, order your copy today. Hope is rampant in sales. We need it to keep going - but we also need to avoid being fooled by false hope. The longer a...

Winning With Insight: Harnessing the Power of Ideas in Selling

What does it take to capture the attention of today's crazy-busy, well educated prospects? They certainly don't want to take time learning about your products/services. That's why I thought you'd be interested in my recent interview with Mike Schultz, author of the new book, Insight Selling:...

Words Decision Makers Love to Hear

Decision makers don't care about your porduct's speed, specifications, or efficiency. They don't care about the wonderful methodology you use. Your offering is simply a tool. They care only about the results your offering delivers for them. Buyers are particularly attracted to phrases that are…

[Video] Leverage LinkedIn Connections to Crack Into New Accounts

What strategies do I recommend for using LinkedIn to connect with others? Here are three ways that can really help you out. Check your prospect's profile. Often, you can see what they're responsible for and even some of their objectives. You can then use this...

Achieving Outrageous Success

Every once in a while, someone jolts me out of my comfort zone - and makes me question what I'm doing. Dan Waldschmidt, author of the new book EDGY Conversations, is one person who always seems to do that. He's spent the past four...

How to Quickly Position Yourself as a Trusted Advisor

How can you quickly position yourself as a trusted advisor when meeting someone new? Here are 3 strategies you can use to immediately be seen as a credible, potentially invaluable resource: Mention similar businesses you've worked with, making sure to highlight the results they've achieved…

How to Hire & Onboard Salespeople – The Right Way!

Thinking about hiring any new salespeople in the not-too-distant future? Or are you still suffering from a bad hire? If so, check out my interview with Lee Salz, onboarding expert and author of Hire Right, Higher Profits. I know you'll get some good ideas. (Note: Click...

New Posts