| Social Media Today
Sign up | Login with →

Posts by Jill Konrath Subscribe

How to Hire and Onboard Salespeople the Right Way

Thinking about hiring any new salespeople in the not-too-distant future? Or are you still suffering from a bad hire? If so, check out my interview with Lee Salz, onboarding expert and author of Hire Right, Higher Profits. I know you'll get some good...

Posted March 24, 2014    

Why You Must Frame Your Sales Conversations With Assumptions

From the first day I started selling, I was told that I should never, ever assume – that it would only lead to failure. Instead, I was supposed to be consultative, learning about a prospect's situation before I made any definitive recommendations or...

Posted March 20, 2014    

True Story: Following Your Customer's Marching Orders

Find out how strategically planning for a sales meeting helped Heather land her company's largest contract. Heather*, CEO of a small training company, couldn’t believe her luck. Through a referral, she’d secured a meeting with a senior Pentagon...

Posted December 20, 2013    

Leveraging LinkedIn Connections

Connections matter. Big time. Recent research from Reachable.com shows just how much it impacts your ability to get a callback from a "stranger." In fact, you're: 3x more likely if you contact a mutual acquaintance.4x more likely if the...

Posted October 9, 2013    

LinkedIn Connections with Customers Leads to More Business

In our 2013 Sales & LinkedIn Survey, we found out lots of great info on how top sellers are leveraging LinkedIn. (Download Cracking the LinkedIn Sales Code here.) One statistic that really stood out was the difference in LinkedIn...

Posted September 12, 2013    

Build a Highly Targeted Prospect List Using LinkedIn

Stuart Armstrong faced a big challenge. He needed to get his company into as many decisions as humanly possible -- and he was starting from scratch. Below you'll read how he used LinkedIn to jumpstart his prospecting initiative.But first,...

Posted June 10, 2013    

3 Ways To Reach New Prospects Using Your LinkedIn Connections [VIDEO]

Did you know that overall, you're 5X more likely to get a sales call returned if you have a personal connection with someone? To me, that's an amazing statistic. In a world where people are swamped at work and suffering from information overload, it...

Posted April 15, 2013    

What Online Scammers Know About Sales Prospecting That We Don't

Good scammers have figured out what it takes to get an unsuspecting person to click on their links and enter their sordid world of illegal or immoral activity. But people like you and me, we're smarter than most patsies. We can smell them a mile...

Posted February 12, 2013    

Sales Lessons from the Presidential Debates

The presidential race is coming down to the wire. With just one more debate left, both President Obama & Governor Romney are battling for the few remaining "undecided" voters who could swing the election their way. Who are these people?...

Posted October 20, 2012    

Savvy Salespeople Do Prospect Research [VIDEO]

Have you noticed how many of your prospects these days have a whole lot of knowledge regarding what you're selling? There's a good reason for it. They've been online doing their homework. Prior to meeting, they've often researched your company. They...

Posted September 15, 2012    

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...

Posted September 12, 2012    

Using the Value Hypothesis: A Sales Prospecting Strategy

Guest post by Michael NickMost B2B strategic buying decisions begin with an economic impact study by someone inside your prospect’s organization. This analysis may consist of many calculations that begin and end with one simple question: “What's the...

Posted September 11, 2012    

How to Ask for an Appointment in an Email Cold Call

When I got the message below from Daniel McLellan, I had to share it with you. The way he "closes" his emails is much better than what I recommended in my new Ultimate Guide to Email Prospecting. Why is it better? The person on the other end...

Posted August 23, 2012    

Example of a Really Bad Cold Call Email

Can you believe I got this from a sales training company?It came via email ... and it's from a big, well-known sales training firm! When I read it, I was appalled at how out of touch this company was.As you read it, imagine you're the VP of Sales...

Posted August 1, 2012    

ViDEO: How to Reduce the Decision Risk

How can you reduce the risk involved in making a change? I don't think that we, as sellers, understand just how much a factor that is. But let me give you a quick example. When I first started in business, I had a prospect from a big company who...

Posted July 26, 2012    

Are You Making These Serious Sales Assumptions?

Five minutes. You wouldn't think it would be difficult to misconstrue those two simple words. However, after many years of marriage, I can assure you that it has two entirely different meanings. To me, it's about five minutes, give or take a few. To...

Posted June 26, 2012    

How Do You Sound From Your Customer's Perspective?

We all know how important it is to be a good listener. But I'm the lone voice in the wilderness talking about the vital importance of hearing. And I mean hearing from your customer's perspective. It's a grossly undeveloped sales skill in most...

Posted June 23, 2012    

3 Sales Follow-Up Strategies to Replace "Touching Base"

MARTY'S QUESTION: You often mention that it's bad to follow up with prospects by saying, "I'm just touching base." I'm struggling to find a decent alternative. What do you recommend?MY ANSWER: It's more than just finding replacement phrases like ""...

Posted June 15, 2012    

Why You Need to Go Into a Sales Meeting Naked

It's true. I'm advocating that you go into a sales call totally stark raving naked. But I'm dead serious. All those brochures and handouts you bring into your initial sales meetings are actually getting in your way of making a sale.Why is that...

Posted June 11, 2012    

How Would You Address this Interesting Sales Dilemma?

I was sitting next to Brian, one of my client's customers. The previous day, I'd led a "Selling to Crazy-Busy Buyers" workshop at their annual sales meeting. Today, he was speaking on how to best work with people just like him. I was delighted my...

Posted May 31, 2012    

 
Logo