Jill Konrath

An Interesting Way to Drive More Sales

Jill Konrath

It was the worst thing that could have possibly happened. I’d just spent two hours updating my website. But when I clicked Save, everything was gone. Placing a desperate call to my web person, I blurted out what had just happened. She was quiet for a moment, then slowly said, “Mmm.

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How to Work in Crazy Times

Jill Konrath

Virtually everyone I talk to these days is feeling overwhelmed. We're all struggling to find a way to work--and have a good life--in this crazy world we're in now

How To 245
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How to Get Back on Track During Tough Times

Jill Konrath

Keeping a positive mindset during these challenging times can be really hard. Especially when top prospects start ghosting you, big opportunities get stalled out, and finding someone new to talk to feels like an impossibility. Working Smarter

How To 264

The Mental Game of Sales

Jill Konrath

If you're struggling in these challenging times, check out this video interview I did last week with Steve Richard, Founder of ExecVision. Success Mindset

Video 189

Developing Your Training Content So That It Actually Moves the Needle

Speaker: Bryan Naas, VP of Sales Productivity at Braze

Getting reps & marketers to engage in your content is half the battle of providing value that can ultimately impact the bottom line. How do we break through the noise? In this session, Bryan Naas will detail what it takes to build training and content resources that reps will actually take the time to engage with so you can help them reach their goals.

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

Focus on What You Can Control

Jill Konrath

Times are tough right now. That's the reality of our sales environment. People are being laid off. Decisions take longer—and will be more difficult to make. Risk is now a big issue. Working Smarter

Sales 193

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

Buyer 221

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

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 204

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

The ONE Value Proposition You Need

Jill Konrath

If you’re like most sellers, you envision finding the perfect way to position your products/services. You want ONE perfect phrase that’s so attractive to prospects that they immediately respond to your voicemail or email—literally begging you to meet with them as soon as humanly possible. Sales Prospecting

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

How To 188

Why Flexible Slides are the Key to Conversational Sales

Jill Konrath

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. Sales Prospecting Selling Tools

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. Wild Card

Churn 168

Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

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

Sports 202

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

Sales 191

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

Vendor 180

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 Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

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

Sales 172

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

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 166

7 Keys to Creating Massive Value in Your Sales Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results.

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 158

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

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

Sales 154

[On-Demand Webinar] The State of Customer Education: Trends and Benchmarks Report

Speaker: Sandi Lin & Linda Schwaber-Cohen

In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.

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 150

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 131

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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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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Your New Schematic for Next-Level Sales Coaching & Enablement

Speaker: Matthew Hawk, President of B2bTrainers

The term “sales enablement” applies to a dizzying array of best practices and technologies. In addition, there is tremendous competitive pressure not to fall behind. No matter where you are in your current sales enablement strategy, one thing is key: success ultimately rides on the habits of your sales managers & marketers. In this webinar, Matthew Hawk will lay out an in-depth schematic for your next-level sales coaching, demonstrate the key activities that comprise success, and walk you through several examples of sales coaching cadences that apply to all salesforce sizes.

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

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

Sales 139

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

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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B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.