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Fresh sales strategies that actually work

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)

[Video] Stunningly Unused Sales Technique

Asking good sales questions is pivotal to your sales success. But, that's not what I'm here to talk about today. Instead, we're going to focus on what happens AFTER you ask these questions. And, it's no secret that you need to be a good listener. To most people, that's a big duh! But here's the deal. After asking a sales question, if the prospect hasn't responded in 2-3 seconds, the average seller jumps in to fill the silence. You heard me right. Two to three seconds is the most people can stand before they start blathering. They might talk about their company, product or servic... (more)

Avoid This Killer Sales Strategy at All Costs

This is the most important blog post I've ever written. It's about what happened exactly one year ago today. Please read it and share it with others.  Last week a friend told me about a recent fender bender. While driving, he'd been dictating an email on his cell phone. He wanted to get a few extra things done before he got to the office.  We all do things like that. Multitasking is a way of life. It's our strategy to keep up with our whirlwind of a job. In the car, we'll make calls, catch up on messages and text people when we’re running late. That’s exactly what Carla Brennan ... (more)

Words Decision Makers Love to Hear

Decision makers don't care about your porduct's speed, specifications, or efficiency. They don't care about the wonderful methodology you use. Your offering is simply a tool. They care only about the results your offering delivers for them. Buyers are particularly attracted to phrases that are linked to their business goals and objectives. Start speaking in these terms and you'll definitely attract their attention: Increased revenues or profitability Faster time to market Decreased costs Improved operational efficiency Revitalizing the organization Enhancing customer loyalty Inc... (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)