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

A Simple Strategy to Increase Win Rates

Posted by Jill Konrath

October 29, 2014

What would it take for you to double or even triple your win rates? According to LinkedIn research, you have a significantly better chance of closing sales when you have multiple connections within a single account.

Can it really be that simple?

Not exactly ... Winning isn't simply a function of having lots of LinkedIn connections. It requires a well-thought-out strategy. If you're only well connected to one or two people at a company, you're vulnerable if something happens to them.

Also, since most decisions today involve 4+ people, it's essential to establish relationships with all of them. That way you have a greater likelihood of getting buy-in, working through obstacles and keeping the decision process moving forward.

Read More

Topics: Using LinkedIn

Powerful Sales Brain Trust Speaks on #1 Competitive Edge

Posted by Jill Konrath

October 24, 2014

Last Wednesday, I spoke at Dreamforce, the big event that draws 130,000+ people globally. I talked about today's #1 competitive edge. (It's what my new book, Agile Selling, is all about.) I also lead a panel discussion on this topic, featuring this extraordinary brain trust. 

Left to right: Joanne Black (author of No More Cold Calling & Pick Up the Damn Phone), Debra Walton (Chief Content Officer of Thomson Reuters, HuffPo blogger & women's advocate), Trish Bertuzzi (CEO of The Bridge Group inside sales consultancy), Josiane Feigon (author, speaker, sales futurist and CEO of Tele-Smart sales training) and me.

Read More

Topics: Agile Learning

Key Question Every Sales Manager Should Ask Their Interviewees

Posted by Jill Konrath

October 23, 2014

At Dreamforce last week, Bob Perkins of the AA-ISP (American Association of Inside Sales Professionals) interviewed me and Trish Bertuzzi on key learnings and takeaways. (Trish is the CEO & Chief Strategist of The Bridge Group, a leading inside sales consultancy.)

In it, I share a key question every sales manager should ask their interviewees. It's a topic I'll be speaking more about at the INSIDE SALES 2014 Conference November 6th in Minneapolis.

Read More

Topics: Jill Konrath News, Sales Management

Why My LinkedIn Profile Isn't Good Enough

Posted by Jill Konrath

October 22, 2014

I have a confession to make. I haven't updated my LinkedIn profile* for 18 months. I know. Shame on me. I'm supposed be a leader on things like that, but I'm human too.

If you looked at my profile, you'd probably think it's fine. It doesn't read like a boring resume or make me look like a hungry, job-hunting sales vulture. It doesn't sound like a self-serving company brochure.

It's customer focused, showcases my expertise and establishes my credibility. It's my professional presence online. Even LinkedIn says it's well done. 

But here's the truth. My LinkedIn profile doesn't reflect changes I've made in the past year and a half. Worse yet, it's no longer meeting my objectives.

(FYI: It still says that I have a new book coming out in May, 2014 when it's already a bestseller. I didn't change anything because I want you to see what's wrong with it.)

Time to get some help! So I called in Wayne Breitbarth, author of The Power Formula for LinkedIn Success to scour through it with a fine-tooth comb. He recommended the following 5 actions to help me leverage LinkedIn more effectively. Some really surprised me!

Before we dig in, here's a quick look at the top section of my profile:

Read More

Topics: Social Selling, Using LinkedIn

I Hate LinkedIn Profiles Like This ...

Posted by Jill Konrath

October 13, 2014

Every time I do a Sales Acceleration workshop with a new client, I go to LinkedIn to check out the profiles of people who will be attending. Invariably, I see Summary sections that read like this: 

  • Big Deal's innovative solutions are blah, blah, blah. Our extensive client list includes these marquis marquee organizations. We specialize in all this stuff. 
  • Quota-busting sales professional with 15 years experience in technology sales. Doggedly persistent, tough negotiator and fearless competitor. 

Yes, that's a bit of hyperbole. But I think you get what I mean. And, my guess is that 85% of you who are reading this have a way-too-similar profile. 

Read More

Topics: Using LinkedIn

One Mind-Boggling Sales Statistic

Posted by Jill Konrath

October 9, 2014

Two weeks ago I spoke at LinkedIn's SalesConnect Conference in San Francisco. Over 500 sales leaders came to learn more about leveraging LinkedIn to drive revenue.

Mike Derezin, VP of Sales at LinkedIn, shared one statistic that was mind-boggling:

Sales professionals who use social selling are 51% more likely to exceed their quota.

Got your attention yet? I sure hope so. At this point, you're probably asking, "So what exactly is this 'social selling' thing?" According to LinkedIn, the primary components are in the graph below.

Read More

Topics: Social Selling

Join Me at Dreamforce 2014

Posted by Jill Konrath

October 5, 2014

If you're planning on being at Dreamforce this year, I'll be speaking there. This event is huge. Last year 130,000+ people came from around the world. Put on by, it is THE EVENT for people in the sales space. 

I'm speaking on Wednesday morning. Here are the details:

#1 Competitive Edge in Today's Sales World

  • October 15th, 9 am PT (Wednesday)
  • Marriott Marquis, Yerba Buena Salon 7

With today's escalating buyer expectations and ever-changing business environment, it's tough to stay at the top of your game. I kick off the session with a focus on the singular skill that virtually guarantees a successful career.

Read More

Topics: Jill Konrath News