Fresh sales strategies that actually work

Jill Konrath

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Top Stories by Jill Konrath

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. According to them, it's especially effective with senior executives. Here are three tips to help you get the best response from LinkedIn Inmail: 1. Message quality is crucial. "Pitch" InMails that hype your products, services or company never work. Period. So if you're not getting responses, t... (more)

Top Sales Resources: August 2010

Check these resources from colleagues whom I highly respect: A-Game Selling By Leisa Mohler-Erickson In this  ebook, Leisa says, "Back to basics" strategies are akin to rearranging the deck chairs on the Titanic --a losing proposition to effectively leapfrog the competition." She's absolutely right. Achieving an A-game requires a laser-focus on driving meaningful behavioral shifts throughout the ranks. Download A-Game Selling _________________ 100 B2B Sales Interview Questions By Lee Salz If you're a sales manager, you'll love this ebook because Lee nets out everything you n... (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)

[Video] Don't Ask Your Prospects This Qualifying Question

Should you ask a prospect, "What's in your budget?" You know, a lot of sales training programs tell you that it's very, very important to qualify your prospects. And if they don't have money in their budget, then you need move on because that's a sign of whether or not they are going to actually buy. Let me give you an example that I think refutes this entirely. Recently, I got a call from Lauren. She does website and social media stuff. She happened to look at my website and noticed that I was missing some very important things from a social media perspective. She sent me an emai... (more)

Harnessing the Power of Introverts in Sales

Today's post from the Chamber of Commerce features business-growth advice for small companies. Susan Cain compares the societal status of introverts in the workplace to that of women in the early 1960s. Introverts, she says, have a lot of work to do to be fully utilized and appreciated. “The current workplace is not set up for introverts to succeed,” she said in a recent phone interview. “This leads to a colossal waste of time and energy.” Since writing her New York Times bestseller “Quiet: The Power of Introverts in a World that Can’t Stop Talking” Cain says support for her ... (more)