The Beauty of Imperfection

Posted by Jill Konrath

December 22, 2014

I first met Mary, my husband's youngest sister, shortly after we started dating. She was the first person I'd ever known with Down Syndrome. To me, she looked funny, she talked funny and she chewed with her mouth open. It made me uncomfortable.

Back then, kids like her weren't mainstreamed. They didn't exist. And I had no experience dealing with this human imperfection. So I kept my distance, not wanting to interact with this flawed individual. But Mary wouldn't let me do that. She refused to give up on me. And her charm worked as she wormed her way into my heart.

Read More

Topics: Fresh Perspectives

3 Strategies to Stop To-Do List Overwhelm

Posted by Jill Konrath

December 18, 2014

One most challenging aspects of learning something new is feeling overwhelmed by the sheer magnitude of what you don’t know. Your To-Do list is probably a mile long already.

And, if you’re like most people, you haven’t even made a dent in it. In fact, you’ve probably already added a few additional items. Every day you fall further and further behind.

In Willpower: Rediscovering the Greatest Human Strength, authors Burmeister and Tierney state that a person typically has 150 different tasks on their To-Do list.

Think about your own. You have prospecting calls to make, proposals to write, emails to send, service issues to solve. Now, add all the new things you have to learn on top of it: new products, new markets, new pricing plans, new technology. The list goes on.

Then, throw in the birthday card you need to pick up, the groceries you need to get, and the tax forms that have to be sent in.

Here’s what’s even more discouraging. Research shows that the longer your list, the less likely you are to get things done. Overwhelm hits. Your brain start spinning again. You get anxious that you won’t get it all done. And you don't. Or, should I say, you can’t. It’s literally impossible.

Here are 3 strategies to keep yourself from having an unproductive day – or even life!

Read More

Topics: Agile Learning

Avoid This Brain-Draining Distraction to Increase Sales Productivity

Posted by Jill Konrath

December 11, 2014

Learning something fast requires concentration. To make sense of it all requires you to really wrap your brain around it. So does coming up with a new strategy for a perplexing sales problem or figuring out how to enter a new market.

Distractions of any sort slow your absorption of new material. Every time you jump off-topic, you waste hours of time getting your head back into the task at hand.

Yet most sellers are totally oblivious to the
#1 distraction of all – checking email.

Read More

Topics: Agile Learning

Is it Time to Amp Up Your Sales?

Posted by Jill Konrath

December 8, 2014

Recently, while speaking at the American Association of Inside Sales Professionals, I had a chance to chat with Andy Paul, author of the new book, Amp Up Your Sales.

We spent a lot of time talking about what salespeople need to do to succeed with today's busy, savvy buyers. Keep on reading to find out what we talked about. Also, click here to download a preview chapter.

Enjoy the conversation ....

Read More

Topics: Sales Books

Sales Advice for Startups (& Small Biz Too!)

Posted by Jill Konrath

December 5, 2014

Today I spent 30-minutes on the phone with a startup company that's soooo excited about their new offering. In our short time together, they tried to tell me everything it could possibly do.

They even talked fast to cram as much in as possible. I had to slow them down to so I could digest what they were saying – and try to figure out the business value.

Read More

Topics: New Product/Service Launch

What to Do If You Don't Have Metrics for Your Value Proposition

Posted by Jill Konrath

December 2, 2014

Let me guess. Your company doesn't have any metrics for your value proposition and you're wondering if it's possible to be successful. Absolutely.

1. Go talk to Your Clients

If they don't have exact metrics, perhaps you can suggest a range. You might say, "Gut level – do you think it helped cut costs somewhere between 8 – 10%?" They'll either say, "That's about right," or tell you if it's too high or too low. Either way, you now have some metrics you can use.

Read More

Topics: Value Propositions

The Hidden Power of Gratitude in Driving Sales

Posted by Jill Konrath

November 25, 2014

This is one topic I never thought I'd write about. For many years, I wasn't at all grateful. I was too busy busting my butt, trying to make my own success at the same time I was raising an active, growing family.

I never gave even one little thought to the people who made it possible. Nor did I stop to appreciate the beauty of nature, the fortuitous life I was born into or how good a cup of coffee could really taste.

Then, a few years back, I had a couple of terrible years. Both personally and professionally. You might say it was a disaster.

Read More

Topics: Fresh Perspectives

How to Get Your Sales Team to Consistently Overachieve

Posted by Jill Konrath

November 20, 2014

Feeling slammed? Let me guess. You’re under intense pressure to meet your monthly numbers. It’s impossible to keep up with all the reports. You’ve got an open territory, your new hire is struggling and all this new technology is overwhelming.

Your customers are changing too. Getting on their calendar is increasingly difficult. They sometimes
disappear into black holes for months on end. They’ve upped their expectations, yet seem fixated
on the bottom line.

Read More

Topics: Sales Management

How to Conduct a Premortem to Win More Sales

Posted by Jill Konrath

November 13, 2014

Have you ever tried to figure out what might go wrong before a meeting? That might be one of the smartest things you could do to win more sales.

Rather than waiting till the end to find out that you lost – and why – you can think about it way ahead of time when you can still make a difference.

When I think about all the business I've lost over the years, 3 main themes come to mind.

Read More

Topics: Success Strategies

[Webinar] Selling Productively to Buyer 2.0

Posted by Jill Konrath

November 6, 2014

Posted November 6th, 2014

Start Increasing Your Sales Productivity Today

Connecting in a world where the buyer is king – and doesn't even want to talk to a sales rep – is really tough. How are you ever going to make your numbers?

If that's on your mind, join me for this 30-minute webinar: Selling Productively to Buyer 2.0.

Fred Studer, Microsoft sales and marketing expert, and I will share strategies to help your salespeople:

Read More

Topics: Jill Konrath News