Have you ever had prospects who truly did not understand the value of your
product or service? I know I have. It's tough to convince sellers to change
what they're doing, when prevailing wisdom says they should just work harder
& make more calls.
That's why I want to introduce you to internationally-recognized speaker &
seminar leader Anne Miller. She's the author of Make What You Say, Pay and
I recently had the opportunity to interview her about strategies that sellers
can use to open minds and close deals.
JILL KONRATH Why are you such an evangelist for the use of metaphors?
ANNE MILLER: I'm a cheerleader for metaphors because they are the best way to
combat the barrage of information that comes at our clients every day.
People see about 3000 messages daily. They tune out more than they tune in,
if no other reason than to survive!
As sa... (more)
Today's post was written by Kurt Shaver, a speaker at my upcoming Prospecting
Strategies webinar on Sept. 13th. This is just a taste of what he'll be
sharing. Make sure you sign up now!
LinkedIn originally started out as sort of an online resume, but as
membership grew, savvy B2B sales hunters realized it was a powerful
prospecting tool too. There are many reasons why. Here are three:
1. LinkedIn has Quantity: LinkedIn has 175+ Million professional members. Its
Advanced People Search allows users to easily sort through them to find
people that match an ideal customer ... (more)
Yesterday I was challenged to write a blog post on "This is How I Work." This
series, inspired by LifeHacker, was moved into the sales field by Anthony
Iannarino, who tagged Charlie Green, who tagged Dave Brock, who tagged Dave
Stein and who then tagged me.
Here's the inside scoop on my work life:
Location: White Bear Lake, MN (suburb of St. Paul)
Current computer: MacBook Air
Mobile Devices: iPhone, iPad
What apps/software/tools can’t I live without? My list is boring since I'm
not a technogeek.
• Email is the lifeblood of my business. Without it I don't know how to
• 1... (more)
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
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)
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
WHAT'S SOCIAL SELLING?
Jill: What is “Social Selling”... (more)