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Jill Konrath

Author Profile

Jill Konrath

Biography

Jill Konrath is a leading-edge sales strategist; author of bestselling book, Selling to Big Companies, which was recently selected as a Fortune "must read;" and an in-demand sales speaker who helps sellers crack into corporate accounts and win big contracts. She writes Selling Tips for B2B Sales

ARTICLES BY Jill Konrath

FREE - Sales Stimulus Package Preview Calls

Remember that Sales Stimulus Package I just told you about? The one that's all about how to get more prospects into your pipeline – faster. To kick off it off, I'm hosting two complimentary preview teleseminars where I'll be interviewing the top sales experts who will be speaking at this big event! Check it out! You're guaranteed to get a lot out of it - and it's free!

Would You Like a Sale Stimulus Package?

It's tough out there right now. Money's tight. People are scared. What seemed like a great sales opportunity suddenly grinds to a screeching halt. And even your existing customer are cutting back on business. The truth is, to be successful today, you need more high quality prospects in your pipeline. But that's easier said, then done. That's when I realized it was time to put together a Sales Stimulus Package ...

Stumped by Prospects Who Only Want to Know Your Rate?

In tough economic times, prospective customers are sensitive about pricing. But if you let them get away with letting your rates or costs dominate the conversation, you're making a big mistake.

Do You Have a Strong Enough Value Proposition?

If you're involved in sales and not sure what this article is about, YOU NEED TO READ IT! Value propositions are the foundation of all your sales and marketing efforts.

Resisting the Temptation to Get Business at All Costs

When I started my sales career at Xerox, it was clear that poor performance was unacceptable. Each month, the regional offices would post stack rankings of all the reps showing their monthly numbers as well as their year-to-date results. Being at the bottom of those stack rankings was not only humiliating, but also meant that you'd likely be out looking for a job before too long. Being and staying on the top was something we all aspired to. The accolades, the money and prestige were enormous – and hugely seductive. Why am I sharing this? Because sellers at either end of those stack rankings (including me at the time), were likely to "cheat" a little in order to improve their positions ...

Should This Small Company Hire a Salesperson?

Allan is the CEO of a small technology consulting firm. He recently wrote: "I don't like to sell. I do it because I have to. I'd like to hire a salesperson to take this burden off me. Got any advice?" Here's my response: Allen you're certainly not the only business owner who feels this way. I can't tell you how many have approached me with wondering how they can hire a top notch seller who can immediately bring in business.

What's the Best Way to Speed Up Your Sales Cycle when Selling to Big Companies?

I'm frequently asked what I'm looking for when I'm reading the newspaper, trade journal or websites. Basically, I'm looking for any event that might create opportunities. They could be inside the firm (new strategic alliance, rapid growth, expansion to Mexico) or outside the company (new legislation, acts of God, collapse of a competitor). These events have cascading effects throughout an organization, causing many decisions to be revisited, new priorities to emerge and new needs to come to the forefront.

Selling with Stories: The Best Way to Capture Your Prospect's Attention

Telling stories to customers is the best way to capture the attention of busy decision makers.

FREE Webinar: If you're having trouble selling in today's economy, check this out

Check out Jill Konrath's free webinar on "Selling in Tough Times." You'll learn new strategies and tactics you can use immediately. Sign up now for the January 14th session.

FREE eBook: Keep Your Sales Up in a Down Economy

Need some ideas to help you in today's uncertain economy? Then check out this excellent ebook that contains rock-solid advice from 19 top sales experts who were involved in the recent Sales SheBang conference. Fresh perspectives and new strategies - guaranteed!