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Jill Konrath

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Top Stories by Jill Konrath

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”? Is it different from Sales 2.0? Nigel: “Social Selling” is really an extension of Sales 2.0, a term that's become highly associated with the tools we use to sell. Social Selling is an umbrella term that shifts the focus back on salespeople and their customers. It's about using social media ... (more)

Who Won the 2010 Top Sales Awards?

Thank to everyone who voted for me in the 2010 Top Sales Awards. Your support made a huge difference in the results, as you'll see in the results below. Your votes were combined with judge's to determine the ultimate winners in each category. Your vote of confidence in my work is humbling. It also inspires me to keep giving your more good stuff to help you increase your sales. Thank you, thank you, thank you. And, I'd also like to say a BIG thanks to Jonathan Farrington of Top Sales World for making this event possible. His vision in recognizing sales excellence will raise the ... (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)

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)

What to Do When Your Prospects Don't Get It

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 Metaphorically Speaking. 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 fo... (more)