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Fresh sales strategies that actually work

Jill Konrath

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Top Stories by Jill Konrath

It’s so easy for us to get stuck in our ways and only think of incremental changes to what we’re currently doing. But to be effective today, we need fresh sales strategies – and those only come when you start asking yourself different questions. Here’s a challenge to get you to expand your thinking: What would you do if your company decided to raise prices across the board – by 20%? You’ve got six months before this goes into affect, and you don’t have an option to quit your job. ... (more)

[Webinar] 5 Strategies for Leading a Quota-Busting Sales Team

Join me on August 14th! How can you get your sales team to consistently overachieve?  It’s a real challenge today, especially since so much has changed in the past few years — including customer expectations. Salespeople are struggling to catch up. In this free 30-minute webinar, you’ll get fresh insights and rock solid take-aways you can use right away. Specifically, you'll discover: ... (more)

How to Leverage Trigger Events for Faster Sales

Have you ever heard of trigger events? If not, you're in for a wonderful wakeup call. A trigger event is a sudden change in a company's priorities. Your prospect may have been happy with the status quo yesterday, but these new circumstances create or deepen business issues that can no longer be ignored.  Here are some examples of events that can potentially create sales opportunities for you: ... (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)

Reduce the Risk of Doing Business with You

Today's article is from Barbara Weaver Smith, co-author of Whale Hunting, a guide for executives of smaller companies who want to land bigger customers. To learn more about her ideas & strategies, check out the new Whale Hunters online community, newsletter and expert series interviews. (I was a recent guest!)  You'll find a lively discussion of small business growth, RFP strategies, sales development, sales resources, and business deals.  ___________ Why Big Companies are Afraid of You As a seller, when you approach a big company you are most likely more concerned about your fe... (more)