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Posts Tagged "Jill Konrath"


By jumping ahead to the ease of the solution, Alex never helped the decision maker understand the value of making a change. As a result, interested prospects kept fizzling out, opting to stay with the status quo. by Jill Konrath, Author of Agile Selling 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,...

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Proactively dealing with distractions is one of the best ways to add more hours to your overloaded day. by: Jill Konrath Did you know that distractions consume an average of 2.1 hours each day? What a waste of time. And, to make matters worse, getting your mind back on track after you’ve been interrupted is a real challenge. It can take from 5 to 25 minutes to get back to the task at hand after even a minor interruption like a phone...

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“I used to send a hundred template emails and get no response. Now, I take that same time to send 10 strategic cold call emails with ample research and will get 5 responses.” by Jill Konrath Daniel McLellan shares how he “closes” his emails in a recent message to me.  It is much better than what I recommended in my new Ultimate Guide to Email Prospecting. Why is it better? The person on the other end feels like...

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What color should you wear to that most important meeting?  Pink, red, royal blue, or black?  Black.  Definitely, black. According to studies, it may give you a sales edge. By Jill Konrath During the third round of the Masters, Phil Mickelson told a CBS interviewer that he’d be wearing black on Sunday. When asked why, he said: “It helps me get more aggressive.” Studies have shown that when NFL teams wear black they...

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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 to making a real connection.  by Jill Konrath MARTY’S QUESTION: You often mention that it’s bad to follow up with prospects by saying, “I’m just touching base.” I’m struggling to find a decent...

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