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Jill Konrath

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Top Stories by Jill Konrath

Have you ever had prospects who truly did not understand the value of your product or service? I know I have. It's tough to convince sellers to change what they're doing, when prevailing wisdom says they should just work harder & make more calls.  That's why I want to introduce you to internationally-recognized speaker & seminar leader Anne Miller. She's the author of Make What You Say, Pay and Metaphorically Speaking. I recently had the opportunity to interview her about strategies that sellers can use to open minds and close deals. JILL KONRATH Why are you such an evangelist for the use of metaphors? ANNE MILLER: I'm a cheerleader for metaphors because they are the best way to combat the barrage of information that comes at our clients every day.   People see about 3000 messages daily. They tune out more than they tune in, if no other reason than to survive! As sa... (more)

LinkedIn Prospecting Techniques to Fill Your Sales Funnel

Today's post was written by Kurt Shaver, a speaker at my upcoming Prospecting Strategies webinar on Sept. 13th. This is just a taste of what he'll be sharing. Make sure you sign up now! __________ LinkedIn originally started out as sort of an online resume, but as membership grew, savvy B2B sales hunters realized it was a powerful prospecting tool too. There are many reasons why. Here are three: 1. LinkedIn has Quantity: LinkedIn has 175+ Million professional members. Its Advanced People Search allows users to easily sort through them to find people that match an ideal customer ... (more)

This Is How I Work [Series]

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. • 1... (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)