Fresh sales strategies that actually work

Jill Konrath

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Top Stories by Jill Konrath

Every year sales pundits offer their best guesses about the year ahead. Are they right? Who knows. We rarely revisit past predictions. That's why I've never much liked them ... until I read a Making Predictions Makes You Learn Better by Annie Murphy Paul. In essence, research shows that it's really not the prediction that counts. It's the thinking process that goes into it -- and the resulting curiosity to find if what you've guessed is right/wrong that really matters.  So here's my 2014 sales prediction: And, it's very much related to my new book, Agile Selling, which I've been thinking about for two years now:  In today's ever-changing business world, sellers are now the key differentiator. Not your products. Not your services. YOU! And, in 2014, sellers who are agile learners will dominate. Their mindset, combined with their ability to rapidly assimilate new knowle... (more)

Never Confuse Your Prospects About Your Pricing

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... (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)

Turn Your Business Competition Into Valuable Allies

I used to hate my direct competitors—every last one of them. They were evil. They were after me, trying to steal my best prospects and clients. My guard was up whenever they were around.  Then one day something changed. I was months into the worst slump of my career. Yes, I said months. The future looked grim; I honestly wasn't sure I was going to make it. Perhaps it takes a bit of desperation to open one's mind to new ideas -- and a book. I don't remember the title, but it was about creating partnerships. Not the legally entangled kind that take months to hammer out at the cor... (more)

Eastwooding Is Good for Sales - And Here's Why

Did you catch Clint Eastwood’s conversation with an empty chair at the recent 2012 Republican convention? During his short speech, he talked to an invisible Obama about what was wrong with American politics. Within minutes, Twitter was flooded with photos that people took of themselves doing the same thing. Dubbed ‘Eastwooding,’ this spread offline as voters around the country proclaimed Monday as “National Empty Chair Day” instead of  “Labor Day.” The truth is, many people thought that Clint Eastwood was off his rocker when he gave this rambling speech. He may have been, but tha... (more)