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

3 Components Every Value Proposition Must Have

Posted by Jill Konrath

August 6, 2014

What's a value proposition – and why is it important? It's a clear statement of the tangible business value that companies get from using your product or service. It's the outcome of using your offering – not what your offering is.

For example, I do training. No one cares about training. But, when I work with my clients, I help them with new client acquisition and faster sales cycles. That's what they get from my training programs – and that's the ONLY reason people hire me.

So, your challenge is to figure out what your outcomes are. Here's a tip. Every value proposition has three components:

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Topics: Value Propositions

Easy Sales Tool That Can Increase Close Rates by 18%

Posted by Jill Konrath

August 5, 2014

Did you know that sales pros spend 3.9 hours/day doing stuff that isn’t selling? [That’s straight from this 2014 study.] One of the biggest time suckers of all is dealing with the minutiae required to get proposals and contracts negotiated and signed.

Unfortunately, the longer it takes, the bigger the risk that the deal will completely fall apart, turning into a "closed lost" sale. Not good!

The good news is that studies have shown that making your proposals and contracts available online can increase close rates by 18%.

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Topics: Getting the Business

The Challenges of 1st Time Sales Managers – And How to Overcome Them

Posted by Jill Konrath

July 30, 2014

Recently I sat down to talk with Ken Thoreson, president of Acumen Management. He just came out with a new book called, SLAMMED!!! For the First Time Sales Manager.  

I'll never forget when I was first promoted into management. It was a real wake-up call – and very frustrating. I was working harder than ever, but barely seeing the results.

If you've recently moved into a sales management position, or are hoping it'll be your next career move, read on. There's some good advice ahead.

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Topics: Sales Books, Sales Management