Fresh sales strategies that actually work

Jill Konrath

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Top Stories by Jill Konrath

Truthfully, it's the last thing in the world I want to do. But when other so-called sales experts use their colleague's work as their own, it needs to be addressed. It's wrong to steal. And, to me is even wronger (if that's a word) to dupe unsuspecting clients into thinking you're an expert when you're not. They don't deserve that. Andrew Hunt of InboundSales.net is the most recent plagiarist -- and it's not his first time. My friend Kristin Zhivago recently found that once again he'd lifted whole sections of her book, Roadmap to Revenue. She wrote all about it here: What to Do When Your Content is Ripped Off. If you want to see how blatantly he stole from her, here's her comparison on Google Docs. Then yesterday, I heard from another colleague that three more incidents have been found. Clearly Andrew Hunt is a serial plagiarist. It's very sad that he's stooped that... (more)

RECOMMENDED: How to Use Blogs to Increase Your Business

Need to learn more about using blogs to attract quality customers, engage them and quickly grow your business? If so, check out the Blogging Success Summit 2011. This fully online conference starts Tuesday, February 1, and runs through February 22. It's spread over four weeks (and recorded for later playback) to accommodate your schedule. Click here to save 50% (expires Thursday) and get a free sample class. (Right side, yellow box) Over 600 of your peers have already registered. And, from having attended in the past, I can assure you it's well worth your time. The summit incl... (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)

Example of a Really Bad Cold Call Email

Can you believe I got this from a sales training company? It came via email ... and it's from a big, well-known sales training firm! When I read it, I was appalled at how out of touch this company was. As you read it, imagine you're the VP of Sales for your company. You're swamped. An important customer is upset. You've had some turnover recently. You're reading it on your cell phone -- and your inbox is full. [Your Name] My name is Jennifer with XYZ Sales Training. We improve sales performance though our unique blend of sales technology and experience, resulting in 89% better quo... (more)

Tackling the Impossible Sales Challenge

How do you get a targeted account if all your previous attempts have failed? If you want to catch a big fish, perhaps the sports fisherman of New Zealand can give you some ideas. After all, they face a very difficult, if not insurmountable, challenge that would stop most fisherman entirely. The coastline off the 90 mile beach is teaming with red snappers and other delectable salt water species. It's a gorgeous pristine area with huge sand dunes, no hotels and no piers. To complicate matters even more, the sandy beach often goes out for hundreds of yards, making it difficult to fi... (more)