Want a Nonstop Sales Boom?

Posted by Jill Konrath

September 30, 2014

If you've struggled with some ups and downs in your sales results, check out my recent interview with Colleen Francis. She's the author of Nonstop Sales Boom as well as a highly respected colleague.

In our conversations, she shares some insightful ideas that are guaranteed to get you thinking. 

JILL: Why did you decide to write Nonstop Sales Boom now?

COLLEEN FRANCIS: Over the last years, I've seen an increasing trend that is impacting most businesses I work with. Time and time again, prospects and clients will say to me, "We don't need you or any consulting help. We're having our best month or best quarter ever."

Of course I'm happy for their success. But all too often, a quarter or two later, we speak again and they say, "Now we're having our worst quarter ever, can you help us?" They're struggling but they didn't see it coming and couldn't prevent it.

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Topics: Sales Books

How to Close a Sale: The Only Thing You Need to Know

Posted by Jill Konrath

September 24, 2014

Have you ever heard the phrase "detach from the outcome"? It’s a tenet of Eastern religions. For many years it was a concept that I found totally unfathomable. After all, sales itself is about outcomes. Our income is at risk. We need to get the business.

But over the years, I’ve learned the wisdom of that message. In fact, the more I wanted to close a sale (or should I say – needed to close a sale) the less likely I was to get it.

Why? Because my focus was on me, not my prospect. And, whenever you need something that much, you push too hard for it. You short-circuit the process and go for the close before the time is right and your prospect is ready.

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Topics: Closing the Sale

Don't Send Prospecting Emails Like This – Please!

Posted by Jill Konrath

September 17, 2014

There's no way around it. Email has to be a core part of your prospecting strategy. Decision makers rarely answer the phone and seldom get back to you when you leave a message. But with the overwhelming amount of information flooding inboxes today, every single word in your email to a decision maker has to be carefully thought out.

Most of the salespeople I talk to really struggle with "what to say" in a prospecting email. Below is an example of a typical (bad) prospecting email I regularly receive from salespeople.

I know the guy was trying hard to get business, but all he got from me was a big DELETE. And, truth be told, he doesn't have a clue that he blew it because he worked so darn hard to craft the perfect message.

Check it out, then use my Email Message Evaluator to find out if your prospecting emails are up to the mark.

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Topics: Email Prospecting

What if Your Competitive Situation Just Got a Lot Tougher?

Posted by Jill Konrath

September 10, 2014

It’s so easy for us to get stuck in our ways and only think of incremental changes to what we’re currently doing. But to be effective today, we need fresh sales strategies – and those only come when you start asking yourself different questions.

Here’s a challenge to get you to expand your thinking: What would you do if your company decided to raise prices across the board – by 20%? You’ve got six months before this goes into affect, and you don’t have an option to quit your job.

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Topics: Differentiation

Webinar: QuickStart Strategies for Overnight Sales Success

Posted by Jill Konrath

September 4, 2014

JOIN ME at this upcoming webinar on Sept. 9th at 1pm ET/10am PT.

If you answer yes to any of the questions below, you'll want to attend. Are you:

  • Hoping to change sales jobs soon?
  • Selling a newly launched product or service?
  • Writing proposals that aren't closing?
  • Calling on new buyers or new markets?
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Topics: Jill Konrath News

If You Think Sales is a Numbers Game - You're Wrong

Posted by Jill Konrath

August 27, 2014

We've been told for an eternity that sales is a numbers game. And it's still a popular belief today.

The theory is that all we need to do if we want to be successful in this business is to call, call, call. If we do that, we'll fill our pipeline with a gazillion suspects, who'll turn into X number of prospects, opportunities, and ultimately, customers.

We've been lead to believe that going after all those prospects is essential to our success. But what if it isn't?

I'm serious. What if trying to work all those prospects contaminates our thinking and causes us to behave badly? What if we could generate more sales with fewer prospects?

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Topics: Prospecting

[Webinar] Smart Sales Intelligence: Turning Insights into Action

Posted by Jill Konrath

August 20, 2014

Don't miss this FREE, but invaluable session!

With all the data out there, a big challenge for today's sales and marketing teams is knowing what to pay attention to. Our customers and prospects are overwhelmed as well. Yet to be effective, we need to cut through all this "noise" to connect with them. 

In this 1-hour webinar with me & Joe Lucas (smart guy from InsideView), you'll discover how to:

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Topics: Jill Konrath News

The Secret to Getting a New Sales Job Fast

Posted by Jill Konrath

August 19, 2014

Looking for a new sales job right now? According to research by Glassdoor, 45% of salespeople plan to start their search in the next three months and 68% want to switch in the upcoming year. 

Wowza! That's a whopping number of you who are open to new opportunities. It also means you'll probably have tons of competition for any good position you find. 

How do you stand out from the crowd?  

Sales leaders are looking to hire self-starters. Of course, every salesperson describes him/herself that way ... but very few demonstrate it during the interview process. If you can, there's a high likelihood you'll move yourself into the front runner position. 

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Topics: Success Strategies, Agile Learning

10 Sales Plan Activities That'll Quickly Improve Prospecting Results

Posted by Jill Konrath

August 13, 2014

Are you at the cusp of something new? Perhaps you've taken a new sales position. Maybe you're selling into new markets or to new buyers. You could be launching a new product or service. You might be responsible for onboarding a new rep.

Or just maybe you've finally realized that you're doomed unless you figure out how to deal with today's savvy, frazzled, sales-averse decision makers.

What's common between all those scenarios? You – or your new reps – are thrown into learning mode again.

You're overwhelmed with the sheer magnitude of the task. You're not sure you'll ever figure it out. But here's the deal: to make that happen, you need to take control of your learning. It can't be done in bits and pieces, with no rhyme or reason on what you're learning first.

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Topics: Agile Learning

[Webinar] 5 Strategies for Leading a Quota-Busting Sales Team

Posted by Jill Konrath

August 11, 2014

Join me on August 14th!

How can you get your sales team to consistently overachieve? 

It’s a real challenge today, especially since so much has changed in the past few years — including customer expectations. Salespeople are struggling to catch up.

In this free 30-minute webinar, you’ll get fresh insights and rock solid take-aways you can use right away. Specifically, you'll discover:

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Topics: Jill Konrath News