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Jill Konrath

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Top Stories by Jill Konrath

Today Tibor Shanto, CEO of Renbor Sales Solutions and co-author of SHifT (a book on trigger events), shares how his own expertise actually hurt his sales success. It's hard to believe that you can be too smart in this business, but as you'll soon discover, it can happen. ____________ When I first started out in sales, like many, I was more ego-driven than knowledge or experience based. Whenever someone said something, I knew exactly what they meant. All they had to do was say one thing and I could picture, in my mind, how the whole conversation would unfold. This worked well -- until things stopped happening as I pictured them. One particular instance, I was asked a specific question by a prospect. I "knew exactly" what he wanted to learn about -- and the perfect response that would win me the deal.  I delivered my answer, and was never invited back.  I blamed it on ... (more)

Online Meetings: Interactive and Effective Sales Tools

Today's post from the Chamber of Commerce features business-growth advice for small companies. As more people collaborate remotely across the globe, online meetings are rising in popularity. They’re a whole lot more efficient than sending emails back and forth. Plus, they provide more interaction than phone calls alone. Whether you manage a small sales network or have an influx of sales leads, you can make a greater impact through use of interactive online meeting platforms. Katelyn de Diego, Senior Marketing Content Specialist at Citrix -- the company that powers GoToMeeting.... (more)

Avoid This Killer Sales Strategy at All Costs

This is the most important blog post I've ever written. It's about what happened exactly one year ago today. Please read it and share it with others.  Last week a friend told me about a recent fender bender. While driving, he'd been dictating an email on his cell phone. He wanted to get a few extra things done before he got to the office.  We all do things like that. Multitasking is a way of life. It's our strategy to keep up with our whirlwind of a job. In the car, we'll make calls, catch up on messages and text people when we’re running late. That’s exactly what Carla Brennan ... (more)

[Video] Biggest PowerPoint Mistakes Salespeople Make

What are the biggest mistakes salespeople make with PowerPoint presentations?  Too Product / Service Oriented and Too Many Slides Most salespeople totally miss the point of their presentation, thinking that the more they can cover about their company and its products and services, the better they'll be. As a result, their presentations have ballooned to 40 – 60 slides. And then what happens when they meet with their prospect? They feel compelled to cover ever single one in excruciating detail. If the hour ends and they've covered everything, they're happy. If that's what y... (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)