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Jill Konrath

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Top Stories by Jill Konrath

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 need to think about to ensure you hire the right person for your company. And, if you're interviewing for a sales position, this book is filled with all the best questions you better be prepared to answer! Download 100 B2B Sales Interview Questions _________________ The Social Customer By Atte... (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 an MBA in Selling

The room was filled to capacity. Everyone was eagerly waiting for the conference to start. And I was so excited to finally hear Harvey Mackay speak. He’s a living legend in the sales field. He wrote Swim With the Sharks Without Being Eaten Alive, a #1 New York Times bestseller. He followed that with five more bestsellers including Beware the Naked Man Who Offers You His Shirt and Dig Your Well Before You’re Thirsty. But, I wondered, how relevant is he today? It took me just a few minutes to find out. Harvey’s always talked about the importance of really knowing your customer – ... (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)