Fresh sales strategies that actually work

Jill Konrath

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Top Stories by Jill Konrath

Is it spam to send a prospecting email to someone you don't know? I get asked about that a lot. Nobody wants to be seen as a spammer. So, let me give you some guidelines. Officially, an email is spam when you're blasting a huge number of people with the same message. It's also spam if your email lacks official contact information or people can't unsubscribe from these massive blasts. ... (more)

Jolt Your Prospects to Get Their Attention

As I write this, I’m flying home (via Delta) from a speaking engagement in Orlando. I fly a lot; it’s part of my business. When the flight attendants give their safety overview, I never pay attention. I could practically do it by heart myself. Same for the video that cover these details. Boring. So why am I glued to the screen today paying rapt attention? Delta has jolted me out of my normal routine. In the video, I didn’t see mundane passengers following the flight attendant’s directives. Instead, I saw a scruffy looking character refuse to help with emergency row procedures. Wh... (more)

[Video] How to Quickly Position Yourself as a Trusted Advisor

How can you quickly position yourself as a trusted advisor when meeting someone new? Here are 3 strategies you can use to immediately be seen as a credible, potentially invaluable resource: ... (more)

Funny Simulation: The Truth About Conference Calls

If you're selling, you've been on conference calls. And honestly, they can be a bit disruptive. That's why I thought you'd enjoy this video that provides a great simulation on what actually occurs.  QUESTION: What are some best practices that will minimize or eliminate these kind of problems?  P.S.  Many thanks to Bill Craig from GSI, Inc. for sharing this video with me.  ... (more)

[Video] Dealing with Crazy-Busy Prospects

How does being "crazy busy" impact selling? It affects your prospects in a huge way.  First of all, your prospects put up barriers to access. They're protecting their time at all costs so it's much harder to set up an initial meetings. But it goes beyond that. Your prospect today can't handle much complexity, so you can easily throw them into overwhelm by giving them too much information at one time. If it's hard for them to decipher the business value of your product or service, they'll just forget about it. Speaking of forgetting – crazy-busy people are forgetful. They forget ... (more)