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Jill Konrath

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Top Stories by Jill Konrath

I should be jumping up and down with joy right now. After all, my new book, AGILE SELLING, is coming out next week. But instead of busily rolling out my well-planned book launch campaign, I’m sitting in a hospital room watching my husband sleep. Ten days ago he had quadruple bypass surgery - which went well. I expected a quick recovery because he was healthy going into it, and built my plans around it. Then complications set in. I immediately canceled everything; family is more important than a book. After a couple of scary days, the downhill spiral stopped. Thankfully, my husband is getting better little by little every day. But even though I'm in the midst of a family crisis, the world doesn't stop. I can’t delay the book launch date; that’s set by the publisher months in advance. Plan A is totally shot. ... (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)

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)

Get Maximum Impact From Your Sales Technologies

What sales tools do you use to open doors & close sales? If you’re concerned that you’re not getting the maximal impact from them, check out my interview below with Jonathan London, co-author of Using Technology to Sell.  (Click to download one chapter.) Ever since I’ve known Jonathan, I’ve been impressed with his depth of expertise regarding what it takes to “get the business.” I know you’ll get some golden nuggets from reading about his perspectives.  JILL: What are the biggest mistakes you see sales organizations make relevant to technology?  JONATHAN: The biggest mistakes ar... (more)

[Video] Using LinkedIn Updates to Increase Visibility and Credibility

How often do you use LinkedIn updates? Most people I ask say seldom or even never. And the reason they don’t is because they don’t have a clue why it matters.   Here’s the deal. Every time you issue a LinkedIn update, everyone you’re connected to can see it in on their LinkedIn home page. It’s a way to stay in front of your prospects and customers. But, you have to be smart about it and focus on what matters to them. Seriously. Don’t pitch your products, sell your services or use any form of hyperbole.   The best thing you can do is to share helpful information. If you read an ... (more)