Jill Konrath

How to Sell Without Value Proposition Metrics

Jill Konrath

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. Winning Deals

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Is Your Value Proposition Strong Enough?

Jill Konrath

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.”. Selling Tools

How to Make Your Value Proposition Stronger

Jill Konrath

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. Selling Tools

How To 261

3 Key Components of Value Propositions

Jill Konrath

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. Sales Prospecting

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Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Is This Mental Trap Making It Harder for You to Close Deals?

Jill Konrath

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. Working Smarter

This Scared Me To Death

Jill Konrath

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.

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Tackling the Impossible Sales Challenge

Jill Konrath

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. Wild Card Success Mindset Working Smarter

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How to Keep Competitors Out of Your Best Clients

Jill Konrath

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! Success Mindset Working Smarter

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Only 1 in 7 Sellers Do This Crucial Skill

Jill Konrath

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. Selling Tools Success Mindset

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Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

17 Essential Sales Assumptions

Jill Konrath

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. Faster. With less competition

The Experience of You

Jill Konrath

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. Winning Deals

1 Shocking Statistic that Impacts Sales

Jill Konrath

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

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How to Take the Path of Least Resistance

Jill Konrath

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. Success Mindset Working Smarter

How To 161

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

Why Brain Science Matters in Sales

Jill Konrath

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

Sales 171

What Buyers Really Think

Jill Konrath

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! Prospecting

Buyer 162

My Worst Blog Post Ever

Jill Konrath

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. Success Mindset

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Selling in a Digitally-Transformed World

Jill Konrath

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

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

This Brought Me to Tears

Jill Konrath

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. Wild Card

The Number 1 Thing Salespeople Should Do

Jill Konrath

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. Working Smarter

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A Red Hot Sales Tip Straight From My Mouth to Yours

Jill Konrath

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. Selling Tools

Film 152

Are You Ready for a Virtual Reality Challenge?

Jill Konrath

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. Success Mindset

Film 133

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

Seriously slammed? Some ideas to help you out.

Jill Konrath

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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Experts Share Social Media Strategies to Find More Customers

Jill Konrath

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

Are Online Distractions Hurting You?

Jill Konrath

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. Working Smarter

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SALES INSANITY: Don’t Let This Happen to You

Jill Konrath

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. Success Mindset

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Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

Does Your Day Look Like This?

Jill Konrath

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. Working Smarter

Consulting Services: Putting the Client First in Sales and Delivery [Podcast]

Sandler Training

Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Steve Moritz, thirty year veteran of the technology industry and CEO of Moritz Consulting Group about Consulting Services: Putting the client first in sales and delivery. Listen Time: 40 Minutes. Professional Development

How to Calculate Sales Headcount to Secure Reps and Make the Number

Sales Benchmark Index

Many sales leaders like you are deep into annual planning right now. As budgets are determined, can you confidently defend the sales rep headcount you have now? Or perhaps more importantly, can you make a strong case for additional people.

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Let’s Not Confuse Pipeline Trends with Individual Opportunities

The Pipeline

By Tibor Shanto. Data-driven models in sales can be a double-edged sword. While they do help create focus, especially across large swaths of data and opportunities, they also have limitations.

2019 State of Sales Coaching: Managers, Reps, and Enablement Pros Weigh In

Speaker: Henry Bruckstein, Founder at Canam Research, and Jake Miller, Product Marketing Manager at Allego

Virtually every sales organization sees the value of good sales coaching. So why do so few organizations do it systematically and well? Join Henry Bruckstein, Founder of Canam Research, and Jake Miller, product marketing manager at Allego, to learn why--and more--from the new 2019 State of Sales Coaching survey. Our speakers will synthesize the different views from sales reps, managers and sales enablement pros to uncover common areas of misalignment, proven methods to overcome coaching barriers, and the best coaching approach for you.

How a Marketing Leader Normalizes Outbound

Sales Benchmark Index

As a marketing leader, if you have ever thought about where your next new form of revenue is coming from, the answer is Outbound Marketing. Eric Quanstrom, CMO of Cience, joins us to discuss how Outbound is the new normal.

Podcast 113: The Inside View at High Growth Companies

John Barrows

This week we’re excited to have 2 killer guests on the podcast. We have a duo from Looker, Rafael Jara-Simkin , Director of Eastern Americas as well as Talal Assir , Director of Sales Engineering.

Will You Have Enough Leads in the Funnel to Make Your Number?

Sales Benchmark Index

Over the past few years, marketers are increasingly held responsible for revenue goals. If you’re like most CMOs, you can identify with at least one of these: You’re not sure how to calculate the number of leads you need to generate.

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How to Develop Critical Thinking Skills & Avoid Mistakes in Selling

Connect2Sell

As a sales coach, I spend a fair amount of time in the field observing sellers. As a researcher, I interview buyers and get their perspective on what sellers do during sales calls.

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How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.