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Jill Konrath

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Top Stories by Jill Konrath

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 additional modules in which they expressed interest. We discussed price. By the end of the meeting, we were setting dates to get started. Next day, we had a formal proposal to them. Here's what the standard implementation includes, and here is its price. Here's what the additional module i... (more)

Never Forget to Ask Follow-Up Questions

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 -- ... (more)

Exposing a Sales Plagiarist

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 Wh... (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)

Why You Need to Know About Social Selling

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”... (more)