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Fresh sales strategies that actually work

Jill Konrath

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Latest Blogs from Jill Konrath
Have you ever heard the phrase "detach from the outcome"? It’s a tenet of Eastern religions. For many years it was a conc...
There's no way around it. Email has to be a core part of your prospecting strategy. Decision makers rarely answer the phone...
It’s so easy for us to get stuck in our ways and only think of incremental changes to what we’re currently doing. B...
JOIN ME at this upcoming webinar on Sept. 9th at 1pm ET/10am PT. If you answer yes to any of the questions below, you'll wa...
We've been told for an eternity that sales is a numbers game. And it's still a popular belief today. The theory is that all we n...
Don't miss this FREE, but invaluable session! With all the data out there, a big challenge for today's sales and marketing teams...
Looking for a new sales job right now? According to research by Glassdoor, 45% of salespeople plan to start their search in the ...
Are you at the cusp of something new? Perhaps you've taken a new sales position. Maybe you're selling into new markets or to ne...
Join me on August 14th! How can you get your sales team to consistently overachieve?  It’s a real challenge today, e...
What's a value proposition – and why is it important? It's a clear statement of the tangible business value that companie...
Did you know that sales pros spend 3.9 hours/day doing stuff that isn’t selling? [That’s straight from this 2014 st...
Recently I sat down to talk with Ken Thoreson, president of Acumen Management. He just came out with a new book called, SL...
When your prospect has decided to change from the status quo, they start seriously considering their options. How can you diffe...
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 c...
You know what I hate? Not knowing if my prospect has opened my emails ... wondering if they disappeared into a black hole ... an...
Salespeople spend an inordinate amount of time developing cold call emails, hoping they'll create the perfect message that will...
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 sp...
Last year I spoke at Dreamforce with my client DiscoverOrg.com. (If you sell into the IT area, check them out.) Over 1...
Here's a typical exchange between a prospect and a salesperson when this common sales objection is raised: Prospect: "We're alr...
Last Friday, I was on the edge. Literally. I was speaking to a group of sales professionals. Some were new to sales; most were e...
I'm often asked, "Which is better – an elevator speech, unique selling proposition or value proposition?" All are effecti...
What are the biggest mistakes salespeople make with PowerPoint presentations?  Too Product / Service Oriented and To...
This article contains an excerpt from my new book, AGILE SELLING.  Sales has now officially become a thinking-intensiv...
Shortly after SNAP Selling came out, tons of salespeople said to me, “This is great info on selling to today’s crazy...
I recently interviewed Brent Adamson, co-author of one of my favorite sales books, The Challenger Sale. His groundbreaking ...
I should be jumping up and down with joy right now. After all, my new book, AGILE SELLING, is coming out next week. But instead ...
This article is an excerpt from my sales book, AGILE SELLING. To learn more habits of successful, agile sellers, order your copy today. Hope is rampant in sales. We need it to keep going - but we also need to avoid being fooled by false hope. The longer a deal stays...
This article is an excerpt from my sales book, AGILE SELLING. To learn more habits of successful, agile sellers, order your copy today. Hope is rampant in sales. We need it to keep going - but we also need to avoid being fooled by false hope. The longer a deal stay...
Recently, Brad Miller, Director of Business Development at Fathom, interviewed me about my new book, AGILE SELLING, and the key challenges salespeople are facing today. I thought you might like to listen in. Watch the video to hear my responses to these ...
Recently, Brad Miller, Director of Business Development at Fathom, interviewed me about my new book, AGILE ...
Like many sellers, I look calm, cool and collected. But underneath that exterior, I've often felt far differently. If you really knew me, you’d know that I’ve worried about many things, including: Meeting my quota. Succeeding in a new sales position. Giving an important presentation. ...
Like many sellers, I look calm, cool and collected. But underneath that exterior, I've often felt far differently. If you really knew me, you’d know that I’ve worried about many things, including: Meeting my quota. Succeeding in a new sales position. Giving an important pr...
What does it take to capture the attention of today's crazy-busy, well educated prospects? They certainly don't want to take time learning about your products/services. That's why I thought you'd be interested in my recent interview with Mike Schultz, author of the new book, Insi...
What does it take to capture the attention of today's crazy-busy, well educated prospects? They certainly don't want to take ti...
After writing SNAP Selling, I was continually accosted by salespeople who said, “Your advice on selling to crazy-busy buyers works great. But, I’m frazzled too. How can you help me?” I was stumped. I had nothing to offer since I wasn’t a time management guru. Then one day it hit me. I ...
After writing SNAP Selling, I was continually accosted by salespeople who said, “Your advice on selling to crazy-busy buy...
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 ...
Decision makers don't care about your product's speed, specifications, or efficiency. They don't care about the wonderful metho...
What strategies do I recommend for using LinkedIn to connect with others? Here are three ways that can really help you out. Check your prospect's profile. Often, you can see what they're responsible for and even some of their objectives. You can then use this info to craft a compelli...