Fresh sales strategies that actually work

Jill Konrath

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Top Stories by Jill Konrath

Ever been in a slot canyon? It can be frightening -- especially when they're really narrow like the aptly called Spooky Canyon in Utah. Last year, I hiked in about 1/4 of a mile when my claustrophobia hit. The path was so skinny that we had to walk sideways to get through. There were other hikers just a few feet in front of me, but I couldn't even see them with all the twists and turns. Fifty feet above me, there was a slight opening where you could see a slight patch of blue sky -- most of the time. I felt like the walls were closing in on me and I couldn't breathe. I said to my husband, "I can't take this anymore." He was feeling the same way, so we reversed course. But, because there wasn't enough space to turn around, we had to walk backwards for awhile. When we got out, I was quite confident that I didn't need to ever do that again. Until this year. I needed t... (more)

Example of a Sales Pitch Style Prospects Can't Stand

Answering the question "What do you do?" seems like it would be easy, but it's more difficult than you think - especially if you haven't put much thought into how you would respond. Here's one common sales pitch example that will send prospects running for the hills. The Rambler Sales Pitch Much as I dearly love most Ramblers, they do drive me (and most everyone else) crazy. As you can imagine, Ramblers babble on-and-on, seemingly unaware of their affect on prospective buyers. Based on my observations, there are two types of Ramblers. 1. Floundering-For-My-Niche Ramblers These Ra... (more)

3 Components Every Value Proposition Must Have

What's a value proposition – and why is it important? It's a clear statement of the tangible business value that companies get from using your product or service. It's the outcome of using your offering – not what your offering is. For example, I do training. No one cares about training. But, when I work with my clients, I help them with new client acquisition and faster sales cycles. That's what they get from my training programs – and that's the ONLY reason people hire me. So, your challenge is to figure out what your outcomes are. Here's a tip. Every value p... (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)

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)