Jill Konrath's Blog, page 9

A Totally Underused Strategy to Optimize Sales

Have you ever found yourself staring at your computer because you need to get something done – but you’re totally brain dead? Or, you’re trying to come up with a better way to handle a tough sales challenge, but nothing – and I mean nothing —comes to mind? 

I Finally Had the Guts to Ask This Sales Question — The Answer Surprised Me

To me, Rule #1 of Selling is to be crystal clear on your value proposition. Unless you can clearly articulate the outcomes a client gets from using your product or service, it's nearly impossible to get them to change from the status quo.

ELEVATE: The Virtual Sales Kickoff

Don't miss your chance to listen in on this December 3rd Virtual Sales Kickoff. 

Now I'm a Sales Executive in Residence Too

I'm excited to announce that I'll be the 1st Sales Executive in Residence at the Center for Sales Innovation at St. Catherine University (St. Kates) in Minnesota.

Selling to the Challenger Customer

Several weeks ago, at the CEB Sales and Marketing Summit, I interviewed the authors of The Challenger Customer about what it takes to win big deals today -- especially when they involve multiple decision makers. I hope you enjoy the conversation below. 

How Badly is the “Loss Aversion Syndrome” Hurting Your Sales Success?

Let me ask you a question: What impacts people more – the threat of loss or, the possibility of gain?

If I Were the Queen of Sales, I'd Ban This ...

Recently, I visited Banning State Park, a beautiful park near where my husband grew up. We hiked alongside the Kettle River, which is one of the best whitewater rivers in the Midwest.

An Effective Sales Strategy to Beat “We’re Happy with Our Current Provider”

Recently I was talking to a client about a key sales challenge they’re facing – dislodging long-standing, entrenched competitors who “own” the account.

How to Close More Deals with Your Sales Presentations

If you're already good, how much better can you get? Is it worth it to even try?

As a life-long learner, I always look for ways to take my skills to the next level. I think it matters. That's why I attended a special masterclass last week that was put on by Michael Port, author of the just-released book, Steal the Show.  

Important Research on Email That Impacts Your Sales Productivity

I don’t know about you, but I get a little twitchy when I see unread messages in my inbox. In fact, I often get an overwhelming compulsion to stop everything and check them out immediately.