Jill Konrath

AUGUST 22, 2019

Knowing the business impact of what you sell makes a huge difference. It's how your prospects decide whether or not your products or services are a match. Yet so many companies fail to quantify the business value of their products/services. And sometimes, it’s just not possible.

How To 220

How To Prospecting Company 220

Jill Konrath

JULY 22, 2019

How can you tell if you have a weak value proposition? One telltale sign is that virtually no one responds to your emails or gets back to you on the phone.

How To 243

How To Tools 243

Jill Konrath

JUNE 13, 2019

Today’s overwhelmed buyers don't care about what you're selling. They only care about what it does for them. That's why value propositions are so important today.

Buyer 266

Buyer Prospecting Sales 266

Jill Konrath

MAY 19, 2019

I was eating lunch with the new president of a large manufacturing company. She was well aware of the work I’d done with their sales organization. So when I asked about her biggest challenge, I assumed we’d be talking sales. Instead, she answered, “Waste.”.

Company 302

Company Sales Tools 302

Jill Konrath

APRIL 22, 2019

Recently I interviewed Luke Goetting, Director of Puffingston Presentations for an Engaging Presentations video series I did with Prezi. His expertise is in "transforming stale business presentations into visually engaging stories." That's why I asked him to share his thinking with you.

Conversion 233

Conversion Video Sales Tools 233

Jill Konrath

APRIL 7, 2019

The first time I heard the call-in radio interview with the "deer crossing lady," I couldn't believe it. Tears of laughter were streaming down my face. The more she talked, the worse (or perhaps better) it got.

Closing 264

Closing 264

Jill Konrath

MARCH 23, 2019

I was standing on a ledge, facing a rock wall. The path at Water Canyon ended there; we couldn't go any higher. Looking down over my right shoulder, I saw a bottomless pit. One that I was supposed to descend. My stomach was churning, my head was spinning. Fear owned my body and I was at its mercy.

Churn 189

Churn Face-to-face 189

Jill Konrath

SEPTEMBER 5, 2018

I trudged into the coffee shop, ordered a large mocha and sat down in the corner. I was dripping professional discouragement. It's been five months since I published my weekly newsletter—something I've done religiously for over a decade.

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99

Jill Konrath

APRIL 5, 2018

When Todd called me, he was worried. His company was growing. Over the past few years, they'd steadily acquired their toughest competitors. They were now the dominant player in a fragmented market, setting the benchmark against which all other vendors are compared. So what could possibly be going wrong? It turns out, a lot!

Vendor 206

Vendor How To Marketing Company 206

Jill Konrath

MARCH 6, 2018

After going through a difficult period in my personal life, my work habits had deteriorated pretty badly. I knew it was time to turn things around again, but darn, it was so freaking hard.

How To 177

How To 177

Jill Konrath

FEBRUARY 22, 2018

I was psyched. My goal? To set up a meeting with the SVP of sales at a targeted software company. I’d researched his company, knew their objectives and strategic initiatives and uncovered some game-changing trigger events.

Software 187

Software Software Objections Research 187

Jill Konrath

FEBRUARY 8, 2018

It was my last day at the Sundance Film Festival. After waiting for way too long, Shari Levitin and I finally entered the virtual reality experience that people were raving about.

Film 136

Film 136

Jill Konrath

DECEMBER 18, 2017

How do you get a targeted account if all your previous attempts have failed? If you want to catch a big fish, perhaps the sports fishermen of New Zealand can give you some ideas. After all, they face a very difficult, if not insurmountable, challenge that would stop most fisherman entirely.

Sports 240

Sports Face-to-face Account Sales 240

Jill Konrath

DECEMBER 14, 2017

I never wanted to be in sales. I only entered the profession because I had an idea for a business. When I shared it with a consultant , he said it was a good plan and timely.

Tools 225

Tools Sales 225

Jill Konrath

NOVEMBER 7, 2017

One person who always gets me thinking is Donal Daly. Last week I interviewed him about his new book, Digital Sales Transformation in a Customer First World.

Customer 163

Customer Sales 163

Jill Konrath

NOVEMBER 2, 2017

People are always shocked when I share this one statistic that I highlight in More Sales, Less Time. And they should be.

Sales 194

Sales 194

Jill Konrath

OCTOBER 26, 2017

I'm not typically an eavesdropper. Normally I mind my own business when I'm out to eat. But Friday morning, while having a veggie omelet for breakfast at George's Restaurant, my ears suddenly perked up when the guy at the table next to me said, "I'm seriously slammed.".

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144

Jill Konrath

MAY 30, 2017

Does the idea of “social selling” make you break into a cold sweat? Or, do you simply avoid it?

Social Media 150

Social Media Media Strategy Customer 150

Jill Konrath

JUNE 8, 2017

This real-life story shared below is adapted from Sales Insanity , a new book written by a fellow sales expert who has chosen to hide behind a Cannon Thomas pseudonym. Read on for a taste of this great new book.

Sales 147

Sales 147

Jill Konrath

JUNE 20, 2017

Here's Chapter 1 from my newest book, More Sales, Less Time. See if you can relate! And, if so, please realize that it doesn't have to be this way.

Relationals 141

Relationals Sales 141

Jill Konrath

JUNE 27, 2017

I could never seem to get everything done. I was working from morning to night and my to-do list just kept getting longer. Then, I discovered that a major root cause was online distractions. I had no idea that they were making everything take much longer to get done.

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149

Jill Konrath

JULY 18, 2017

What's the #1 thing you should be doing to drive more sales in today's crazy-busy world? It's something I've been thinking about a lot these days.

Sales 167

Sales 167

Jill Konrath

AUGUST 3, 2017

Last Friday I was interviewed for an upcoming Salesforce documentary on The Story of Sales. Velanie, a make-up artist, had been hired to work her wonders on me before filming began. I felt like a movie star.

Hiring 163

Hiring Film SalesForce Sales 163

Jill Konrath

AUGUST 15, 2017

After spending a day in DC learning about CEB's (now Gartner) latest sales research, I popped over to visit Steve Richard's office, which was just a few blocks away. He's the CEO of ExecVision.io, a new sales coaching app.

Sales Coaching 166

Sales Coaching Coaching Research Sales 166

Jill Konrath

AUGUST 29, 2017

For the past couple years, I've been reading a lot of books about neuroscience, psychology and coginitive thinking. Why? Because I think we've reached a point where the environment we live in and the ways we work are getting in our way.

Sales 185

Sales 185

Jill Konrath

SEPTEMBER 5, 2017

Thinking like a prospect changes everything. That was the impetus behind today's post which was written from a buyer's perspective. I hope you have fun reading it—and get the point!

Buyer 173

Buyer Prospecting 173

Jill Konrath

SEPTEMBER 21, 2017

Yesterday, Dianna Geairn (The Irreverent Sales Girl) and I were musing about some of our big sales wins. As we talked, we realized that our underlying assumptions—about prospects, our roles and factors that could hinder success—were crucial to our performance. In very short order, we identified 17 sales assumptions and why making them helps you win more deals.

Competition 230

Competition Sales Prospecting 230