This week I’m thrilled that Jill Konrath is joining us. I’ve known Jill for over a decade and she’s a veritable sales legend. Jill was twice named as LinkedIn’s #1 B2B Sales Expert, she’s a multiple best-selling author and her Fresh Sales Strategies Newsletter is read by over 140,000 salespeople.In this episode Jill shares the story of a reverse winback. In a normal winback, the client fires us, and we try to win them back. But Jill did the exact opposite, she fired the client and the client had to win her back. This is a fascinating and instructive story on the value of setting boundaries and staying true to yourself, even in the face of losing a large client and serious revenue.
#323. How To Set Yourself Apart with Learning - Jill Konrath
SUBSCRIBE TO SALES SECRETS PODCASTITUNES ► https://itunes.apple.com/us/podcast/s...SPOTIFY ► https://open.spotify.com/show/1BKYsQo...YOUTUBE ► https://www.youtube.com/channel/UCVUh...THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADSWEBSITE ► https://www.seamless.ai/LINKEDIN ► https://www.linkedin.com/company/seamlessai/JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcastSHOW DESCRIPTIONBrandon Bornancin is a serial salesperson, entrepreneur and founder of Seamless.AI. Twice a week, Brandon interviews the world’s top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino and many more -- to uncover actionable strategies, playbooks, tips and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them.SALES SECRET FROM THE TOP 1%WEBSITE ► https://www.secretsalesbook.com/LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ABOUT BRANDONBrandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5) and sales author who is obsessed with helping you maximize your sales success.Mr. Bornancin is currently the CEO & Founder at Seamless.ai delivering the world’s best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others.Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.”FOLLOW BRANDONLINKEDIN ► https://www.linkedin.com/in/brandonbornancin/INSTAGRAM ► https://www.instagram.com/brandonbornancinofficial/FACEBOOK ► https://www.facebook.com/SeamlessAITWITTER ► https://twitter.com/BBornancin
SUBSCRIBE TO SALES SECRETS PODCAST:ITUNES ► https://itunes.apple.com/us/podcast/s...SPOTIFY ► https://open.spotify.com/show/1BKYsQo...YOUTUBE ► https://www.youtube.com/channel/UCVUh...THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADS:WEBSITE ► https://www.seamless.ai/LINKEDIN ► https://www.linkedin.com/company/seamlessai/JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcastBrandon Bornancin is a serial salesperson, entrepreneur and founder of Seamless.AI. Twice a week, Brandon interviews the world’s top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino and many more -- to uncover actionable strategies, playbooks, tips and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them.SALES SECRET FROM THE TOP 1%WEBSITE ► https://www.secretsalesbook.com/LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ABOUT BRANDONBrandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5) and sales author who is obsessed with helping you maximize your sales success.Mr. Bornancin is currently the CEO & Founder at Seamless.ai delivering the world’s best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others.Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.”FOLLOW BRANDON:LINKEDIN ► https://www.linkedin.com/in/brandonbornancin/INSTAGRAM ► https://www.instagram.com/brandonbornancinofficial/FACEBOOK ► https://www.facebook.com/SeamlessAITWITTER ► https://twitter.com/BBornancin
Sales Intersection: Season 2 Episode 2 Jill Konrath, the Amelia Earhart of Sales
Sales Intersection: The Intersection of Money and Meaning
Today on Sales Intersection’s Season 2 Episode 2 show we have Amelia Earhart of the sales world. Jill Konrath is our guest today. While Jill never was an aviation pioneer and should be noted never crashed, she pioneered in many ways the sales profession flying her flag through 4 best selling books, thought leadership and keynote speaking inspiring Salesforce to name her one of the top 7 sales influencers of the 21st century. She continues to inspire the next generations coming up in sales and we have the honor of having Jill Konrath as a guest here at Sales Intersection. Jill welcome and thank you for being here, it is a true honor.
Selling to Big Companies by Jill Konrath Summary | Free Audiobook
Selling to Big Companies by Jill Konrath Summary | Free Audiobook Audio Books Summary Follow us for more free audiobooks summary There is a job that can be ungrateful, and it is named being a salesperson. While dozens of emails and voicemails leave without answering, it’s not easy to come across a call list each day, and shipment records still leave empty. What do you think about closing sales so tough? Attention is one of the problems. Each day, a salesperson must bombard every buyer, particularly those in big companies, with sales offers. What can get missed between hundreds of other demands is your practical sales conversation on voicemail. A different way to sell it though is found. These flashes indicate how to eliminate the noise and make your message discerned by the human beings who matter, even to customers in the largest companies! Get free two audiobooks thanks to audible: https://amzn.to/2KJgI8g SUPPORT US ON PATREON: https://www.Patreon.com/probooks --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app
On today's episode, Jill Konrath. Usually I have a few sentences introducing the guest. But, I’m thinking, do I really need to do that with Jill? She’s been one of the leading sales experts of the past 20 years. She’s authored multiple best-selling books. She’s a fabulous speaker. And, quite frankly, she was my role model as I got into this business of writing and speaking about sales. Now when I asked Jill to come back on this show, I had to make her a promise that we wouldn’t talk about sales. Or sales advice. No “how-to” stuff. Instead, we talk about Jill. Her career. Her life. Her successes. Her work in helping support and enable generations of women to pursue careers in sales. As much as we can learn about sales from the “how-to” tips and techniques, we can equally learn from the examples of successful people in our field. People who have taken chances to succeed on their own terms. And who have inspired others to do similarly.
#053 Jill Konrath - Why Sales Leaders Must Learn to Lean Back
Scale Your Sales Podcast
You will love this conversation. We talked about what sales leaders need to do now. Jill gave survival strategies and we talk about how diversity in sales sucks. It is an honour to have Jill Konrath on Scale Your Sales podcast. She is the International speaker and author of 4 bestselling sales books—Selling to Big Companies, SNAP Selling, Agile Selling and More Sales Less Time. With over 1/3 million followers. LinkedIn named Jill as their #1 B2B Sales Expert in 2019. And Salesforce recently selected her as one of Top 7 Sales Influencers of the 21st Century. The legacy that Jill has created is outstanding because people are continually naming her as their Shero. She says 20 years ago she looked around and saw that all the sales experts out there were bald white men. As a woman in sales, Jill was tired of seeing this and realised she was the most bothered by it and so stepped up and has continued to champion women in sales. In these challenging times to come out strong, Jill advises number one, to learn how to control your fear, the minute you go into fear mode, which can happen because nobody's buying anything. You can't get out and see people the way that you used to or have meetings, and everything's different. Fear can overtake, it stops your brain from working, giving you fewer options, in terms of what can be done. She says to grab a hold of our fear and take a look at what is it that we could do to calm ourselves down. Second, you need to open yourselves up to learning new skills. Some people have been doing the same old, for a long time, and it's worked for a while. But what happens when you run into a recessionary period being average is no longer enough. Everybody has to figure out a way to step up their game and turn yourself into a learner and somebody who is focused on improving all aspects of your sales process. Take a look at it from the front end and say, "where am I not doing well? Where am I running into resistance?" She says get comfortable with the virtual world and become cognizant of people's reaction to everything that you're doing. Only one out of seven salespeople take a serious look at what happens in their sales calls and evaluate post calls for: What they do well, What worked, What was highly-effective, Where they ran into problems and What they could change. and that those people who Research shows that those willing to be brutally honest with themselves are the ones who discovered better ways and succeed because they are continually evaluating and testing to improve. Jill recalls when she first moved into a sales leadership role at Xerox at the time. She remembers as a salesperson's that thinking, 'how can I make fewer calls and be more effective?' You significantly enhance your chances of success. You learn who they are and what their issues and concerns are, you become very focused on what are they currently doing today - without your solution, your service or your products or technology. Well, they are getting their work done, said Jill, but with some cost and inefficiencies and maybe some opportunities that they're missing. The more familiar you become with your customers, the greater your success rate is because you will speak their language, you will focus on what matters to them. You will be able to ask questions that are highly relevant and of interest to them. The goal is to increase your effectiveness, which means you are always learners. As a sales leader, you have people; your sales team will be afraid. They're scared they're not going to make their quota. They're afraid that if they don't make their numbers, that they will be terminated, that they won't have enough money to feed their themselves or pay for their rent. It's a scary time. Top sales leaders right now must focus on their culture, their people and be more in touch with their people regularly, talking a human talk. As opposed to saying, how many calls did you make last week, let's talk about your numbers and where you are at? Focus on the person 'so tell me about how are you doing right now? Be interested as a human being because you want them to be successful and ask, 'how can I help you?' The best sales leaders are very focused on helping their people improve what they're doing and very conscious of the culture, concerned and catching up as a human being and focusing on we're here to help you. The whole team is here to help you; let's work together. Jill says this is now part of being successful and that they're in a different job right now, that require other skills. When Jill worked with reps, you could see the ones who were aggressive. And the result of this was the prospect would put up barriers. If you're leaning forward and intense with your people, you are scaring them away. So what a sales leader must do is lean back and focus on the human being in front of them, to see what could make them better. The fact that we can't meet us human beings makes all of us out there alone in these challenging times. It's more important now than ever before because everybody spread out around the world, and we are not getting what we need from a human perspective. Some top leaders who are really doing well in sales leadership always focused on their people. The top leaders have loyalty and connection with their people, who know that they were being supported throughout these tough times as well as in good times. Talking about diversity in sales, Jill acknowledged that there are some industries that are doing well with diversity, but for the most part, "they pretty much suck. Let me be real honest with that." They say we can't find female candidates. Well, are you looking? And you think people wanna be like the slimy people that are trying to shove things down peoples throat and manipulate them. And have you read your job descriptions, looking for ah hunter, go-getter. Jill says everything is all screwed up, and this does not appeal to women. Women are highly effective in sales. Gartner research states that women perform at higher levels than their male counterparts; they stay in a job longer, is a huge factor. You have two people you can hire about the same in terms of capacity. But the women tend to perform at higher levels, they stay longer, so you don't have to recruit as often and train and on-board and hope that they work out. There is a huge business case for women in sales. Then the research also shows that from a business perspective, having a diverse group of people allows for faster decisions and better decisions. So why don't people do that? Because people hire people who look and sound like them, Jill says, something has to be done about it. She recalls that she was a diversity hire and not brought on board because of her great potential. Jill was a high school teacher when she decided to go into sales. Xerox had a mandate from the federal government of the United States that they had to have a workforce that represented their communities. Each city had its own diversity numbers that they had to hire. Xerox, didn't think women could sell technical things like copiers. They just didn't think that we were capable of doing that, said Jill. But within a couple of years of hiring women, they learned how to look for characteristics that were totally different from man. The guys answered they were motivated by money But women said, they want to do a good job, or focus on my customers, or that they wanted to make a difference. Within a few years at Xerox, eight out of the top 10 reps were minority and female. Diversity is a smart business decision. Jill and I agree that it would be really good if companies would set quotas and committed to diversity. We talked about overcoming isolation, and Jill recommended to get on a phone call, not a zoom and stay in touch with human beings. Jill has personally called friends from high school that I haven't talked to in years just to get out of the business world. Having a wonderful conversation makes you feel connected to the world. Jill also suggests getting out for a walk. Our bodies need the outdoors; we connect better. Put in your headphones and call your friends and have a good meaningful conversation. The isolation is overwhelming to so many people. If Jill was on a desert island on her own, she said she would take her cell phone because she could learn things find new ways to be engaged, read books, learn new ways to build fires, be more effective and just keep sharp. That little thing gives her connection to everything she needs including 101 ways to make coconut for dinner tonight:-) Thank you, Jill Konrath https://www.jillkonrath.com/sales-books https://www.linkedin.com/in/jillkonrath
017: Do you press the MORE Button, or the BETTER Button? with best-selling author, Jill Konrath
Marketing and Sales, Over Cocktails
Have you ever read a great book and wanted to not only meet the author, but pick their brain as well?Well, I consider myself one of the luckiest guys as I did exactly that and sat down with a writing hero of mine, NY Times Best-Selling sales author, JILL KONRATH for the latest episode of Marketing and Sales, Over Cocktails.Author of FOUR NY Times best-selling books: More Sales: Less TimeSelling to Big CompaniesAgile SellingSnap Selling Agile Selling shows salespeople how to succeed in a constantly changing sales world. SNAP Selling focuses on what it takes to win sales with today’s crazy-busy buyers. Selling to Big Companies provides step-by-step guidance on setting up meetings with corporate decision makers. And More Sales, Less Time shows us how to rescue at least one hour a day, focus on what really matters, access your best thinking, and bring in more revenue by working substantially less.Jill sat down with me and discussed her over 30-years of B2B sales experience, as well as her sales excellence. From one of her favorite concepts - less is more - stop concentrating on how many calls you make and start concentrating on the quality of the calls instead....to how to get in front of that top prospect, what to say, and how to not get deleted from their inbox...You'll hear and see some great tips on understanding whom you're talking to, what their needs are, as well as how the top sales pros always evaluate themselves.Definitely pour your favorite beverage for this one and enjoy one of the top sales professionals of our generation offering her outlook and advice on how to master your selling craft.What’s Inside:● Jill gives an example of how you can change how you approach a customer, but still keep the focus on their needs.● How a little introspection and self-examination can help improve your sales approach.● Our tips for getting people excited to open up your emails to them.Mentioned in this Episode:More Sales: Less TimeSelling to Big CompaniesAgile SellingSnap SellingJill Konrath on LinkedInThe 7 Secrets to Selling More By Selling Less
Jill Konrath - Compilation of Sales Insights from her many books
The Game Changer Network
Interview by Chicke Fitzgerald of the Game Changer Network as a part of the Best of the Game Changer series, showcased on C-Suite Network Jill is the author of three bestselling, award-winning books. Her newest book, Agile Selling shows salespeople how to succeed in a constantly changing sales world. SNAP Selling focuses on what it takes to win sales with today’s crazy-busy buyers. And Selling to Big Companies provides step-by-step guidance on setting up meetings with corporate decision makers.Chicke is a philanthropreneur • she zigs where others zag, creating value, growth and bringing to life crazy good ideas that will leave a legacy 💡 #𝘇𝗶𝗴𝘄𝗶𝘁𝗵𝗰𝗵𝗶𝗰𝗸𝗲The Game Changer is featured on C-Suite Network.
From teacher to sales influencer: Busting the sales stigma with Jill Konrath
Parenting is Heart Work
In this first episode of my podcast Jill Konrath is sharing her inspiring story about how she left a teaching role that was unfulfilling and against many odds, educated herself to become a successful sales professional - and now a sales influencer with four bestselling sales books and running her own consulting business. In the first part of the podcast, Jill talks about joining the world of sales and some of the traits needed to succeed: such as being committed to your own success, asking questions and constantly learning. She also shares about dealing with the challenges of working as a young mother and overcoming failure. She also shares some practical advice for women who are wanting to become sales leaders. By sharing her story of resilience, determination, and commitment Jill inspires and reminds us that success starts in the journey, not the destination. Do you want to work on any of your skills or plans? Here are some resources you will find useful: For those looking to increase your income: Check out Jill's latest book More sales less time For those looking to move into sales leadership: When women win - an inspirational podcast that shares stories of successful women If you enjoyed this podcast please subscribe and give it a positive review. Until next time don’t forget - share your story, inspire others!