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Jill Konrath

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Top Stories by Jill Konrath

If you're heading to Dreamforce next week in San Francisco, join me at my presentation with Henry Schuck, Co-Founder and Chief Revenue Officer of DiscoverOrg.   It's on Wednesday, November 20th at 10:30am PT at the Partner Theater in the Moscone Center. We'll be talking about how technology sales reps can turn targeted accounts into closed deals in record time. Plus, we'll show you how to leverage DiscoverOrg's technology to: Quickly identify key decision makers;  Gather vital intelligence; and Leverage it to win sales.  Click here to register: http://bit.ly/1gxMopq DiscoverOrg also provides up-to-date emails and phone numbers, IT org charts and info on real time projects at targeted accounts.  Immediately after the presentation, stop by DiscoverOrg's booth at N2212 Cloud Expo from 11:00am - 1:00pm for a chat. If you're one of the first 50 people to visit, you'll g... (more)

Three Tips to Get the Best Response from LinkedIn Inmail

Since publishing my two free ebooks Cracking the LinkedIn Sales Code and LinkedIn Sales Secrets Revealed, I get asked tons of question about how to use LinkedIn best. One of the most contentious issues relates to the use of InMail. Numerous people have written to tell me it's a total waste of time -- that they never get responses from it. Yet, our 2013 survey results showed that top sellers used it nearly 4 times more than all other respondents. And, InsideSales.com reports a 700% increase in response rates when they use InMail - over sending the exact same message via email. Ac... (more)

Why You Need to Know About Social Selling

If you've been involved in B2B sales for more than a few years, you've probably noticed that things have changed. This pace of change shows no sign of abating. Customers are more frazzled than ever. Recently caught up with Nigel Edelshain, the fellow that coined the term “Sales 2.0" and more recently, "Social Selling." I think his insights on this topic are highly relevant to salespeople today, which is why I asked him the questions below. And, it's also why I suggest you check out his 2-day Social Selling Bootcamp in February. WHAT'S SOCIAL SELLING? Jill: What is “Social Selling”... (more)

Eastwooding Is Good for Sales - And Here's Why

Did you catch Clint Eastwood’s conversation with an empty chair at the recent 2012 Republican convention? During his short speech, he talked to an invisible Obama about what was wrong with American politics. Within minutes, Twitter was flooded with photos that people took of themselves doing the same thing. Dubbed ‘Eastwooding,’ this spread offline as voters around the country proclaimed Monday as “National Empty Chair Day” instead of  “Labor Day.” The truth is, many people thought that Clint Eastwood was off his rocker when he gave this rambling speech. He may have been, but tha... (more)

Never Confuse Your Prospects About Your Pricing

Sometimes you're not always as clear as you can be. That's what Barbara Weaver Smith, author of Whale Hunting & CEO of The Whale Hunters, discovered when she was pursuing a big opportunity. Even though it cost her the deal, she learned her lesson. _____________ My team and the prospect's team were sitting in their conference room. Enthusiasm was high and conversation was coming fast from every corner. They wanted to know what outcomes they could expect and how we would work with them. We talked about our standard implementation for a company like them, and we talked about some... (more)