Fresh Sales Strategies

How to Leverage Trigger Events for Faster Sales

Posted by Jill Konrath

July 22, 2014

Have you ever heard of trigger events? If not, you're in for a wonderful wakeup call.

A trigger event is a sudden change in a company's priorities. Your prospect may have been happy with the status quo yesterday, but these new circumstances create or deepen business issues that can no longer be ignored. 

Here are some examples of events that can potentially create sales opportunities for you:

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Topics: Trigger Events

If You're Not Using This Email Prospecting Tool, You're Missing Out

Posted by Jill Konrath

July 15, 2014

You know what I hate? Not knowing if my prospect has opened my emails ... wondering if they disappeared into a black hole ... and never being able to catch them on the phone. I suspect you feel the same way.

That's why I wanted to let you know about Signals, a new, free and easy email prospecting tool that I'm loving. Here's why:

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Topics: Prospecting

How to Know if Your Prospecting Email Message is Effective

Posted by Jill Konrath

July 10, 2014

Salespeople spend an inordinate amount of time developing cold call emails, hoping they'll create the perfect message that will get prospects to say, "Yes! I want to meet with you immediately."

That would be great, but it takes a lot of practice to find the best way to pique your prospects' interest. Here are 3 ways to evaluate the effectiveness of your prospecting email: 

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Topics: Video Sales Tips, Email Prospecting

Is Your Prospecting Email Spam – or Not?

Posted by Jill Konrath

July 1, 2014

Is it spam to send a prospecting email to someone you don't know? I get asked about that a lot. Nobody wants to be seen as a spammer. So, let me give you some guidelines.

Officially, an email is spam when you're blasting a huge number of people with the same message. It's also spam if your email lacks official contact information or people can't unsubscribe from these massive blasts.

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Topics: Email Prospecting

Selling at Trade Shows: A Lesson From a Hot Shot High Tech Company

Posted by Jill Konrath

June 26, 2014

Last year I spoke at Dreamforce with my client (If you sell into the IT area, check them out.) Over 130,000 customers, developers and partners were there.

After our talk, I went to DiscoverOrg’s booth for a book signing. The exhibit hall was a zoo.

When all my books were gone, I spent time observing their salespeople in action. It was fascinating.

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Topics: Qualifying Prospects

Dealing With the "Current Vendor" Sales Objection

Posted by Jill Konrath

June 23, 2014

Here's a typical exchange between a prospect and a salesperson when this common sales objection is raised:

Prospect: "We're already working with xyz firm."
Seller: "Oh. How are they doing for you?"  
Prospect: "They're okay."
Seller: "What will it take to get you to switch?"
Prospect: "We're not interested." Click!

Clearly, that's not working.

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Topics: Sales Objections

How to Avoid a Stagnant Sales Career

Posted by Jill Konrath

June 20, 2014

Last Friday, I was on the edge. Literally. I was speaking to a group of sales professionals. Some were new to sales; most were experienced pros.

I was doing a totally new keynote on AGILE SELLING, sharing strategies on how to quickly learn new things so you could stay at the top of your game – or to get there.

Now, you probably don't think of me being nervous about doing new things, but I am. I want my keynotes and workshops to be awesome experiences for everyone who's there. 

It took me a long time to prepare.

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Topics: Agile Learning

What to Say to Get Prospects to think "That's Really Interesting!"

Posted by Jill Konrath

June 12, 2014

I'm often asked, "Which is better – an elevator speech, unique selling proposition or value proposition?" All are effective at different times, but there is one clear winner for piquing prospects' interest in your offering.

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Topics: Value Propositions

Don't Fall Into the "Tell Me About Your Stuff" Trap

Posted by Jill Konrath

June 10, 2014

How should you respond when a prospect asks you to tell them about your stuff? Most of us get excited because we think they're really interested in what we're offering, but the truth is they're really looking for a way to dismiss us.

Beware -- if you talk about your stuff, you'll be brushed off in moments!

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Topics: Sales Objections

[Video] Biggest PowerPoint Mistakes Salespeople Make

Posted by Jill Konrath

June 6, 2014

What are the biggest mistakes salespeople make with PowerPoint presentations? 

Too Product / Service Oriented and Too Many Slides

Most salespeople totally miss the point of their presentation, thinking that the more they can cover about their company and its products and services, the better they'll be. As a result, their presentations have ballooned to 40 – 60 slides.

And then what happens when they meet with their prospect? They feel compelled to cover ever single one in excruciating detail. If the hour ends and they've covered everything, they're happy.

If that's what you do, you're not helping yourself get the business. Your prospect has been bored to tears. They see you as another self-serving salesperson who's doing her pitch. You don't stand out from the crowd at all.

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Topics: Video Sales Tips, Sales Meetings