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Fresh sales strategies that actually work

Jill Konrath

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Top Stories by Jill Konrath

Yesterday I was challenged to write a blog post on "This is How I Work." This series, inspired by LifeHacker, was moved into the sales field by Anthony Iannarino, who tagged Charlie Green, who tagged Dave Brock, who tagged Dave Stein and who then tagged me. Here's the inside scoop on my work life: Location: White Bear Lake, MN (suburb of St. Paul) Current computer: MacBook Air Mobile Devices: iPhone, iPad What apps/software/tools can’t I live without? My list is boring since I'm not a technogeek. •  Email is the lifeblood of my business. Without it I don't know how to work. • 1Password remembers all my passwords and totally simplifies my life.  • LinkedIn is a research goldmine. I'm on it daily learning more about people I'm meeting with, identifying connections, initatiating conversations and more.  NOTE: My Fresh Sales Strategies group was just selected as the Top... (more)

[Video] Leverage LinkedIn Connections to Crack Into New Accounts

What strategies do I recommend for using LinkedIn to connect with others? Here are three ways that can really help you out. Check your prospect's profile. Often, you can see what they're responsible for and even some of their objectives. You can then use this info to craft a compelling message that's aligned with what's important to them. Plus, you can find areas of common interest and potential connections. After you've done that, check out the "Viewers of this Profile Also Viewed" section. That's where you'll find the names of other potential decision makers within the account... (more)

Two Ideas for Breaking Through Sales Barriers

Recently I was approached by a salesperson who was facing a tough challenge. When he gets his targeted buyers on the line he frequently has to deal with these sales objections:  "We recognize your proven credentials but aren't taking on any new suppliers."  "Great stuff, but we're already getting this from another vendor."  He wanted to know how he could break through these sales barriers. Here are the two suggestions I gave him:  1. Analyze what you're saying. You're probably talking about your product/service way too early. The reason I say that is because the response you’re g... (more)

What Do You Think of These 2014 Sales Predictions?

Every year sales pundits offer their best guesses about the year ahead. Are they right? Who knows. We rarely revisit past predictions. That's why I've never much liked them ... until I read a Making Predictions Makes You Learn Better by Annie Murphy Paul. In essence, research shows that it's really not the prediction that counts. It's the thinking process that goes into it -- and the resulting curiosity to find if what you've guessed is right/wrong that really matters.  So here's my 2014 sales prediction: And, it's very much related to my new book, Agile Selling, which I've been ... (more)

Create Value Propositions by Measuring Before and After Results

Many consultants and professional services providers find it difficult to quantify the measurable results customers realize from using their offerings. Because of this, they think they can’t come up with a strong value proposition. I understand why they feel this way. With 15 years of consulting under my belt, none of my product launch clients measured or assessed the effectiveness of my work. There are many reasons for this - not enough time to compare before/after results, the lack of a benchmark and the multiple factors that impact a new product’s market success. But like man... (more)