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Tag Archives: Jill Konrath

What are you reading? Business books to boost your success.

Today, January 23, is National Reading Day which was launched to encourage young children to read more. However, I think it’s a good time to give all of you a little nudge too. Today’s business environment is changing so rapidly that it’s nearly impossible to keep up, particularly if you aren’t exposing yourself to new […]

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The job that taught me to succeed in sales

By Jill Konrath Lots of people have been sharing their #firstsevenjobs on Twitter recently, so I thought I’d chip in. I initially started with short stints working as a babysitter (not my thing), helping in a bakery (fattening), and selling snow cones at the state fair (fun). My sales career really kicked off, however, when […]

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Dead Trees, Sales Pipelines and Loss Aversion

By Jill Konrath A massive clap of lightning woke me from a dead sleep at 3 a.m. It was pouring outside. I responded as I always do in a storm – rushing downstairs to unplug my computers, hoping they weren’t already fried. Briefly turning on the outside light, I noticed a big branch had fallen right outside […]

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Mastering the Art and Science of the Deal with Win-Loss Analysis

By Jill Konrath Ever lost an important deal that you were sure was going to close? Conversely, have you ever been surprised when you emerged as the winner? Recently, I had a chance to interview Stu Perlmeter, an expert in Win-Loss Analysis. His team at 1st Resource helps clients avoid innumerable deal-killing blind spots. They also look at what’s working – […]

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Kiss Your Boring Sales Presentation Goodbye. Do This Instead.

By Jill Konrath In the “Experience Economy,” authors Pine and Gilmore write, “Those businesses [sellers] that relegate themselves to the diminishing world of goods and services will be rendered irrelevant. To avoid this fate, you must learn to stage a rich, compelling experience.” Unfortunately, most PowerPoint presentations do exactly the opposite. They’re boring. They’re one-sided. […]

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How I Embarrassed Myself and Botched a Big Sales Opportunity

By Jill Konrath 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 […]

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Value Proposition Examples – Words That Get Meetings

By Jill Konrath Jay is the owner of a massage therapy company. He’s trying to figure out how to sell his services to the corporate market. Like many of you, he doesn’t have a strong business case to capture a company’s attention. That’s why he recently asked me: “I’m have trouble figuring out my value […]

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3 Early Bird Tactics to Uncover New Sales Opportunities

By Jill Konrath Want to win more sales? Then you need to do everything you can to give yourself an unfair advantage over your competitors. Research shows that one of the best ways to do this is by being an early bird: Forrester Research discovered that the first vendor to reach a prospect and set […]

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How to Reframe Failure to Increase Sales Performance

By Jill Konrath Sales is a tough job. Everyone in the company knows how you’re doing – at all times. When you’re new, you see insurmountable hurdles in front of you. When you hit a slump, it’s visible to the entire world. People who are in marketing, IT or HR have no idea how challenging […]

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This is Why I Succeeded In Sales

By Jill Konrath I never wanted to be in sales. I only went into this field because I had an idea to start a company. The SCORE consultant I met with told me my plan wouldn’t succeed unless I learned how to sell. Ugh! It was the last thing I wanted to hear. But I […]

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