Jill Konrath's Blog, page 12

Sales Motivation I Can’t Live Without

Whenever I think about sales motivation, I always remember this chance meeting:

Years ago at a networking event, a stranger handed me his business card. When I glanced down at it, I was surprised to see that it didn't have the standard name, company and contact info.

Instead the card said:

The Root Cause of Many Lost Sales Opportunities

We were staying at a lovely golf resort in St. George, Utah, but that's not what we were playing. Instead, when checking out the pool area, my husband and I discovered an outdoor ping pong table.

Don't Miss this Free Sales Acceleration Summit

Last year over 20,000 people signed up for this free online summit on May 7th. Even if you're busy that day, you'll want to register for it. Why? Great content AND you can listen in later. 

The Inside Scoop on Goal Setting for Sales: Part II

This is the final half of my interview with Heidi Grant Halvorson, bestselling author and social psychologist who studies motivation and goal achievement.

Today we talk about how goals evolve over time, the best mindset to reach them and much more. Enjoy!

Read Part 1 | Download PDF | Listen to Audio 

 

The Inside Scoop on Goal Setting for Sales: Part 1

Recently I had a chance to interview 
Heidi Grant Halvorson, a social psychologist specializing in the study of motivation and goal achievement. She's also the associate director of the Motivation Science Center at Columbia University.

Heidi is the author of some of my favorite books including Succeed: How We Can Reach Our Goals and No One Understands You and What to Do About It (just released).

Can Wearing Black Really Give you a Sales Edge?

On Saturday, after the third round of the Masters, Phil Mickelson told a CBS interviewer that he'd be wearing black on Sunday. When asked why, he said:

Which CRM System is Right For You?

I'm frequently asked about which CRM system is best. The truth is, it depends what you're looking for.

That's why I thought you'd be interested in this independent assessment from GetApp. Hopefully, it'll help.

Get Rid of These Gotcha Sales Questions

The first time I heard these questions, my stomach wretched inside me. They felt wrong. Dead wrong. And, I could never imagine myself asking them.

Yet, they were – and still are – being taught as an effective sales technique. Some of you may even have them ingrained in your sales DNA. But seriously. They’ve got to go!

Words That Sell: Using Metaphors to Drive Sales

In sales, it's tough to cut through the clutter, be remembered, and make things happen. If so, you might want to consider using metaphors. According to presentation expert Anne Miller, these signs are key indicators that a metaphor will help you:

True Story: 13 Agile Selling Strategies That Worked for Me

What's the key to long-term sales success? Short-term sales success. Research by DDI shows that it's important to see significant progress within three months - or else you'll get discouraged and start a downward spiral.

That's why I've always focused on quick start strategies. Knowing how to ramp quickly totally changes the game - whether you're in a new sales position, introducing new products, or targeting new buyers. 

That’s why I thought I’d share Kyle Smith’s story with you — in his own words. You’ll discover how he used Agile Selling as sales training to significantly shorten his own ramp time.

P.S. His boss says he's doing great -- and in a ridiculously short time!