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Articles by Jill Konrath
ZANIMIV NAČIN, KAKO POVEČATI PRODAJO
Zgodilo se je nekaj najhujšega, kar bi se mi v tistem trenutku sploh lahko zgodilo. Pravkar sem dve uri posodabljala svojo spletno stran, ko pa sem kliknila gumb “Shrani”, je vse, kar sem naredila, izginilo. V obupu sem poklicala osebo, ki skrbi za mojo spletno stran, in ji vsa iz sebe povedala, kaj se je pravkar zgodilo. Za trenutek je obmolknila, nato pa počasi rekla: “Mmm. Zanimivo.” Zanimivo? Mene je medtem zajela popolna panika. Toda način, kako je to izrekla, je pritegnil mojo pozornost.
3 Examples of Cold Call Emails that Increase Response Rates
Quick Summary A cold call email is a short prospecting email sent to a buyer who isn’t expecting to hear from you, with one job: start a conversation that leads to a phone call or meeting. The cold call emails that get responses are researched, relevant, and human, and they put the work of connecting on the seller, not the prospect. Below are three field-tested closing approaches that do exactly that. Key Takeaways Cold call emails fail when they read like templates.
Fresh Thinking for Tough Challenges
When I went to New Zealand a few years back, I was blindsided by what I saw on the sandy shores of the Ninety-Mile Beach. It was beautiful. Pristine. There were no hotels, no restaurants, no yachts, no long piers, no big cruise ships and just a few tourists. But what surprised me the most were the fishermen. Instead of being out there in small boats (which was dangerous), many of them sat on the shore flying kites.
Why Your Most Important Goal is Probably Not SMART
Since launching What’s Really Possible, I’m repeatedly asked, “What’s your goal? How will you know you’re successful?” Coming from the business world, that question is a no-brainer. In fact, my goal should be SMART—Specific, Measurable, Attainable, Relevant, and Time-Bound. But I guess I’m not quite smart enough to think that way. Let me explain … It was 2004. I’d just signed a contract for my first book. As I sat down to start writing, I thought about a book I'd recently read—The Highest Goal.
10 Sales Plan Activities That'll Quickly Improve Prospecting Results
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.
How to Work in Crazy Times
Virtually everyone I talk to these days is feeling overwhelmed. We're all struggling to find a way to work--and have a good life--in this crazy world we're in now. That's why I interviewed Jonathan London, a sales guru who's also an expert in dealing with these challenges. Here's a clip of what we talked about. Questions from the interview with Jon London: Q1. Are you seeing the same thing I am with salespeople/sales leaders? (anxiety, stress from the pandemic, etc.) Q2. Let’s define mindfulness.
The Mental Game of Sales
If you're struggling in these challenging times, check out this video interview I did last week with Steve Richard, Founder of ExecVision. We talk about how to keep yourself up in a down economy, what to focus on, and how to optimize your effectiveness. The Mental Game of Sales Want More Fresh Sales Strategies? Join 135,000+ other savvy sellers who get Jill’s fresh sales strategies, practical advice, and helpful resources delivered to their inbox each week.
Focus on What You Can Control
Times are tough right now. That's the reality of our sales environment. People are being laid off. Decisions take longer—and will be more difficult to make. Risk is now a big issue. Etc. Etc. Etc. Making the situation even worse, the likelihood that we'll be back to a booming economy in short order is slim. During times like this, it's tempting to slip into "poor me" thinking. We find solace in talking with our colleagues who are struggling just like we are.
Focus on What You Can Control
Times are tough right now. That’s the reality of our sales environment. People are being laid off. Decisions take longer—and will be more difficult to make. Risk is now a big issue. Etc. Etc. Etc. Making the situation even worse, the likelihood that we’ll be back to a booming economy in short order is slim. During times like this, it’s tempting to slip into “poor me” thinking. We find solace in talking with our colleagues who are struggling just like we are.
The Hidden Power of Gratitude in Driving Sales
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.
An Uncomfortable, but Highly Effective Sales Strategy
After spending months trying to meet with a perfect prospect, the last thing you want to do is blow the opportunity. Yet all too often, that’s exactly what happens—especially when you only have a short time together. How can you ensure a great meeting instead? One that leads to that critical next step? Like many sellers, you probably feel an overpowering urge to cram as much as possible into this one meeting.
An Uncomfortable, but Highly Effective Sales Strategy
After spending months trying to meet with a perfect prospect, the last thing you want to do is blow the opportunity. Yet all too often, that's exactly what happens—especially when you only have a short time together. How can you ensure a great meeting instead? One that leads to that critical next step? Like many sellers, you probably feel an overpowering urge to cram as much as possible into this one meeting.
Simple Steps Towards Productivity Improvement in Sales with Carole Mahoney, Ep #166
Simple Steps Towards Productivity Improvement in Sales Carole Mahoney Carole Mahoney is the founder of Unbound Growth, Carole has been featured as a top sales coach by Sales Hacker and Ambition, and has coached Harvard Business School Entrepreneurial MBA students on sales. Salespeople who have been through her coaching programs have gone from on-plan to top salespeople and closed the largest deals in company history.
The ONE Value Proposition You Need
If you’re like most sellers, you envision finding the perfect way to position your products/services. You want ONE perfect phrase that’s so attractive to prospects that they immediately respond to your voicemail or email—literally begging you to meet with them as soon as humanly possible. The truth is, light diamonds in the rough, value propositions likes that do exist.
How to Sell Without Value Proposition Metrics
Knowing the business impact of what you sell makes a huge difference. It’s how your prospects decide whether or not your products or services are a match. Yet so many companies fail to quantify the business value of their products/services. And sometimes, it’s just not possible. However, the lack of strong value proposition metrics doesn’t mean you’re doomed for failure. I know. I was in the same situation. For years, my focus as a consultant was on jumpstarting new product sales.
How to Sell Without Value Proposition Metrics
Knowing the business impact of what you sell makes a huge difference. It's how your prospects decide whether or not your products or services are a match. Yet so many companies fail to quantify the business value of their products/services. And sometimes, it’s just not possible. However, the lack of strong value proposition metrics doesn’t mean you’re doomed for failure. I know. I was in the same situation. For years, my focus as a consultant was on jumpstarting new product sales.
The Easiest Way to Keep in Touch Without Harassing People
Virtually every time I speak to sales organizations, I get asked, "What do I do when I don't hear back from people? I don't want to be a pain in the you-know-what." Keeping in touch is so darn hard! So I ask to see what they're doing now. Usually it looks like this: I'm checking in to see if anything has changed since we last talked. I suspect you're probably busy. If you have time in the upcoming week, I'd love to chat. Let me know! Big UGH! Boring, pathetic, deletable.
[Video] Dealing with Crazy-Busy Prospects
How does being "crazy busy" impact selling? It affects your prospects in a huge way. First of all, your prospects put up barriers to access. They're protecting their time at all costs so it's much harder to set up an initial meetings. But it goes beyond that. Your prospect today can't handle much complexity, so you can easily throw them into overwhelm by giving them too much information at one time.
How to Make Your Value Proposition Stronger
How can you tell if you have a weak value proposition? One telltale sign is that virtually no one responds to your emails or gets back to you on the phone. Another key indicator is that prospects quickly brush you off with statements like “We’ve already got that handled” or “We’re working with XYZ Company.” Aargh. You can’t sell if you can’t get in the door. You can’t inspire buyers to take action if you don’t focus on what matters to them.
How to Make Your Value Proposition Stronger
How can you tell if you have a weak value proposition? One telltale sign is that virtually no one responds to your emails or gets back to you on the phone. Another key indicator is that prospects quickly brush you off with statements like “We’ve already got that handled” or “We’re working with XYZ Company.” Aargh. You can’t sell if you can’t get in the door. You can’t inspire buyers to take action if you don’t focus on what matters to them.
3 Key Components of Value Propositions
Today’s overwhelmed buyers don't care about what you're selling. They only care about what it does for them. That's why value propositions are so important today. What is a Value Proposition? A value proposition is a clear statement about the tangible business results that similar customers get from using your product, service or solution. This is crucial because your biggest competitor is the status quo—or how your buyer’s company gets things done today. Change is tough.
How to Ask for an Appointment in an Email Cold Call
When I got the message below from Daniel McLellan, I had to share it with you. The way he "closes" his emails is much better than what I recommended in my new Ultimate Guide to Email Prospecting. <Click here to get your free copy!> Why is it better? The person on the other end feels like they're talking to a human being, not a salesperson. It reduces their defensive responses and opens them to actually talking with you -- just like you're talking to them. But enough of my pontificating.
Is Your Value Proposition Strong Enough?
I was eating lunch with the new president of a large manufacturing company. She was well aware of the work I’d done with their sales organization. So when I asked about her biggest challenge, I assumed we’d be talking sales. Instead, she answered, “Waste.” It was so unexpected, I started laughing. “Waste,” she repeated. “I’m serious.” Then she proceeded to give me a detailed overview of the problem.
Why Flexible Slides are the Key to Conversational Sales
Recently I interviewed Luke Goetting, Director of Puffingston Presentations for an Engaging Presentations video series I did with Prezi. His expertise is in “transforming stale business presentations into visually engaging stories.” That’s why I asked him to share his thinking with you. Best practice sales techniques and corporate slideshows just don’t seem to get along.
Why Flexible Slides are the Key to Conversational Sales
Recently I interviewed Luke Goetting, Director of Puffingston Presentations for an Engaging Presentations video series I did with Prezi. His expertise is in "transforming stale business presentations into visually engaging stories." That's why I asked him to share his thinking with you. Best practice sales techniques and corporate slideshows just don’t seem to get along.
Is This Mental Trap Making It Harder for You to Close Deals?
The first time I heard the call-in radio interview with the “deer crossing lady,” I couldn’t believe it. Tears of laughter were streaming down my face. The more she talked, the worse (or perhaps better) it got. All I could think of was, “She couldn’t really believe what she was saying.” But she did! (If you have 3+ minutes, take a listen. I’ve enjoyed it many times over!) The Dunning-Krueger Mental Trap We all have our blind spots. That’s normal.
Is This Mental Trap Making It Harder for You to Close Deals?
The first time I heard the call-in radio interview with the "deer crossing lady," I couldn't believe it. Tears of laughter were streaming down my face. The more she talked, the worse (or perhaps better) it got. All I could think of was, "She couldn't really believe what she was saying." But she did! (If you have 3+ minutes, take a listen. I've enjoyed it many times over!) The Dunning-Kruger Mental Trap We all have our blind spots. That's normal.
[Video] One Easy Tip for a Successful Sales Conversation
You've probably heard that being a good listener is the key to being successful in sales. While I agree that it's essential, I'm here to tell you that your ability to ask good sales questions is even more important. Why is that? Let me give you a little bit of scientific fact. Your brain is unable to do two things simultaneously. It can either listen OR it can formulate questions to ask. Not both. Just one. So if you're just listening, that's nice and clearly your prospect is being heard.
This Scared Me To Death...
I was standing on a ledge, facing a rock wall. The path at Water Canyon ended there; we couldn't go any higher. Looking down over my right shoulder, I saw a bottomless pit. One that I was supposed to descend. My stomach was churning, my head was spinning. Fear owned my body and I was at its mercy. "Lean back, lean back," Steffan the guide said encouragingly. "Then just start walking down the cliff. One step at a time. The ropes will hold you." Intellectually, I knew he was right.
Beyond the Challenger Sale (Part 1)
Recently I had a chance to interview Brent Adamson, coauthor of “The Challenger Sale,” one of my favorite books. Brent is also the Managing Director of Advisory Services for CEB’s Sales and Marketing practice. During our conversation, he shares some groundbreaking research that has totally changed the conversation about sales. He also reveals what top performers do differently from other sales reps. Check it out. This research will change how you approach prospects. You can read it below.
Selling to the Challenger Customer
Several weeks ago, at the CEB Sales and Marketing Summit, I interviewed the authors of The Challenger Customer about what it takes to win big deals today — especially when they involve multiple decision makers. I hope you enjoy the conversation below. Here’s me with The Challenger Customer co-authors: Patrick Spenner, Brent Adamson and Nick Toman and Josh Bland (left) from TechnologyAdvice.
How I Embarrassed Myself and Botched a Big Sales Opportunity
When I began working in sales, I was on a mission to get up to speed as fast as possible. I read all the sales books, went to seminars and took everything I learned as the gospel truth. One of my biggest sales opportunities at the time was a fast-growing construction firm. I’d already gotten my foot in the door and met with Tinsey, a very articulate woman who told me she was making the copier decision for her company.
Jill Konrath Says Don't "Touch Base" After a Sales Call
Keeping in touch with your prospects after a sales call is more than just “touching base” or “checking in.” Here’s the deal. To keep sales momentum alive, you need to provide value on every interaction — even a quick follow-up call. That means you need to rethink your entire callback strategy. Here are three approaches that have worked for me: Your prospects will only change because of the impact you can have on their organization. Reiterate it. Remind them of how you can help.
Beyond the Challenger Sale (Part 1)
Recently I had a chance to interview Brent Adamson, coauthor of "The Challenger Sale," one of my favorite books. Brent is also the Managing Director of Advisory Services for CEB's Sales and Marketing practice. During our conversation, he shares some groundbreaking research that has totally changed the conversation about sales. He also reveals what top performers do differently from other sales reps. Check it out. This research will change how you approach prospects. You can read it below.
Should You Ask Prospects "What's Your Budget"?
Shortly after my last newsletter went out, I got an email from Lauren. She liked my article, but was frustrated because she couldn't easily Tweet about it. Now that may not be one bit important to you, but check out what happened next. I was impressed. She'd spotted a potential opportunity for her business and immediately followed up on it. Plus, her message made it clear that I was lagging behind where I should have been.The only thing she didn't know was if it was important to me. It was.
Cold Calling Revisited: What if Sales is Not a Numbers Game?
For years, we’ve been told that sales is a numbers game. To be successful, all you needed to do was to fill your pipeline with an endless supply of suspects. And then, a certain percentage of them would miraculously turn into prospects, and ultimately customers – if you were persistent enough. Lots of people still believe that. I don’t. And, I’m dead serious – especially when what you’re selling requires buyers to stop and think before they invest or make a change.
How Badly is the “Loss Aversion Syndrome” Hurting Your Sales Success?
Let me ask you a question: What impacts people more – the threat of loss or, the possibility of gain? Recently I read a fascinating story, about a professor, that sheds some light on this. It all starts with the auction of a $20 bill to a group. There are only 3 simple rules. Whenever he conducts this experiment, people jump right in. After all, it’s a great deal—again – to get a $20 bill for two bucks. But, at about the $12-$16 dollar mark, people start seeing that they’re caught in a trap.
How to Retain Your Best Clients
When Todd called me, he was worried. His company was growing. Over the past few years, they’d steadily acquired their toughest competitors. They were now the dominant player in a fragmented market, setting the benchmark against which all other vendors are compared. So, what could possibly be going wrong? It turns out, a lot! Recently they’d lost several big contracts to small firms who couldn’t possibly offer the breadth and depth of services that their customers wanted.
[Video] Leverage LinkedIn Connections to Crack Into New Accounts
What strategies do I recommend for using LinkedIn to connect with others? Here are three ways that can really help you out. Check your prospect's profile. Often, you can see what they're responsible for and even some of their objectives. You can then use this info to craft a compelling message that's aligned with what's important to them. Plus, you can find areas of common interest and potential connections. After you've done that, check out the "Viewers of this Profile Also Viewed" section.
How to Conduct a Premortem to Win More Sales
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.
How to Keep Competitors Out of Your Best Clients
When Todd called me, he was worried. His company was growing. Over the past few years, they'd steadily acquired their toughest competitors. They were now the dominant player in a fragmented market, setting the benchmark against which all other vendors are compared. So what could possibly be going wrong? It turns out, a lot! Recently they'd lost several big contracts to small firms who couldn't possibly offer the breadth and depth of services that their customers wanted.
Is This Person Sabotaging Your Sales Success?
At a recent conference, a sales rep was telling me about a deal he should have won. After hearing his story—I couldn't help, but agree. He should have made the sale. Even worse, it was clear that someone was ruining his chances. And I knew exactly who it was. (This same person has sunk my own deals too.) The Situation Alex sells software that helps clients grow sales by speeding up new product introductions and shortening ramp time for new reps.
How to Take the Path of Least Resistance
After going through a difficult period in my personal life, my work habits had deteriorated pretty badly. I knew it was time to turn things around again, but darn, it was so freaking hard. For me, the biggest challenge of all was writing. My focus was fractured and my creativity constrained. Change required effort and sustained willpower—more than I seemed capable of mustering. When it was tough to sit down and type out articles, I let myself off the hook.
The Experience of You
I was psyched. My goal? To set up a meeting with the SVP of sales at a targeted software company. I’d researched his company, knew their objectives and strategic initiatives and uncovered some game-changing trigger events. There was no doubt in my mind that they were the perfect prospect and that I could make a big difference for their organization. I carefully crafted my voicemail message, choosing each word for maximum impact. I made sure it was less than 20 seconds long.
What to Do If You Don't Have Metrics for Your Value Proposition
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. 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.
Seriously slammed? Some ideas to help you out.
I'm not typically an eavesdropper. Normally I mind my own business when I'm out to eat. But Friday morning, while having a veggie omelet for breakfast at George's Restaurant, my ears suddenly perked up when the guy at the table next to me said, "I'm seriously slammed." He then proceeded to talk for five minutes about everything he had to do. I was worn out just listening. I know lots of you feel that way too. Like it's impossible to catch up.
Are You Ready for a Virtual Reality Challenge?
It was my last day at the Sundance Film Festival. After waiting for way too long, Shari Levitin and I finally entered the virtual reality experience that people were raving about. In the midst of a dark room was an empty “stage” about 20x30 feet surrounded by production equipment, we (along with several others) were hooked up to a variety of devices. We had sensors on our hands and feet. A backpack carrying god-knows-what.
How to Avoid Falling Short of Your Sales Goal This Year
You know, everyone wants to achieve their goals, and everyone expects that they will. But let’s be honest here: Typically about 50 % of salespeople fail to meet their sales quota. And as for you entrepreneurs, I’d suspect that an equal percentage aren’t bringing in the revenue you’d like. So why do we so often fall short of reaching our sales goals and what can we do to change this? Know Your "Why" Knowing your “why” keeps you going during tough times.
Tackling the Impossible Sales Challenge
How do you get a targeted account if all your previous attempts have failed? If you want to catch a big fish, perhaps the sports fishermen of New Zealand can give you some ideas. After all, they face a very difficult, if not insurmountable, challenge that would stop most fisherman entirely. The coastline off the Ninety Mile beach is teaming with red snappers and other delectable salt water species. It's a gorgeous pristine area with huge sand dunes, no hotels and no piers.
Only 1 in 7 Sellers Do This Crucial Skill
I never wanted to be in sales. I only entered the profession because I had an idea for a business. When I shared it with a consultant , he said it was a good plan and timely. Then he asked, "Who's going to be doing the sales?" I was disgusted by the question. Ugh. I shuddered, then leaned forward and said in a most accusing manner, "I thought you said it was a good idea." He replied, "It is, Jill.
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