Jill Konrath - Selling to Big Companies

Top Sales Resources, June 2009

Selling to Big Companies
An Interview with Jill Konrath

David Wolf from Smallbiz America asks me lots of questions about how entrepreneurs can land bigger corporate clients. As you might imagine, I have a few things to say! Click here to listen in.


Don't Cold Call, Social Call
By Nigel Edelshain, Sales 2.0

Learn how to prospect with Sales 2.0 tools and social networks. Just one of the techniques in this ebook causes an approximately 8x improvement over a cold call. Click here to get your free copy.

Top Sales Experts Share Their Top Articles

This free ebook features articles by a whole bunch of people whose work I respect: Mark Hunter, Lori Richardson, Kelley Robertson, Jonathan Farrington, Colleen Francis, Jonathan London, Kendra Lee, Ken Thoreson, Nancy Bleeke, George Huang, Danita Bye & more. I could go on & on!

Download your free copy now.

A Great $20 Investment to Increase Your Sales

Because I've been in the sales field a long time, it's not often that I come across material that really stretches my own thinking.

That is until I read Buying Facilitation®: The New Way to Sell that Influences & Expands Decisions by Sharon Drew Morgen.

The author offers a truly fresh perspective on selling. In short, she shows you how to become a true consultant to your buyers, by teaching your buyers how to make sense of their buying decisions.

More specifically, you'll discover new ways to:

• Differentiate yourself from your competition.
• Help your buyers bring all their stakeholders together to make an efficient decision.
• Develop brand ambassadors through every sales transaction.
• Avoid responding to RFPs - and still get business.
• Create and maintain integrity in every transaction.

Want to learn more and read 2 chapters right now? Just click here.

Click here to buy it now as an immediately downloadable ebook. (It's available as an audio book and printed one too.)

Web Leads: Pounce, Pause, Nurture or Wait?

Mike Damphousse, CEO and CMO of Green-Leads approached me with a great question the other day. Leadlander, a Sales 2.0 company, tracks when people visit your site and lets you know when it's happening.

Here's what Mike asked ... Within a day or two of sending an initial email to someone, leaving a phonemail or posting a blog article or tweet, I see they (or someone from their company) have visited our site.

How aggressively do I go after them?
Do I pounce immediately? Do I pause and call shortly thereafter? Do I just nurture them? Do I wait a couple days then call?

Great question! Mike sought the opinions of a number of lead generation experts. Check out the article on his site that includes commentary from:

• Anneke Seley, author Sales 2.0
• Craig Rosenberg, Funnelholic
• Jeff Ogden, Fearless Competitor
• Me, Selling to Big Companies
• Mac McIntosh, Sales Leads Insights
• Miles Austin, Fill the Funnel
• Trish Bertuzzi, Inside Sales Experts Blog
• Nigel Edelshain, Sales 2.0
• Mike Damphousse, Green-Leads
 
What would you do? Pounce, pause, nurture or wait?

Want Expert Sales Training Without Paying the Big Bucks? Then check out these videos ...

Recently I was invited to New York City by The Customer Collective to be filmed for their new video tutorial series, "Access to the Experts." I was joined by Josh Gordon, author of Selling 2.0 and social media expert Richard Nacht.

We were asked tough questions on hot sales topics - and we shared our best stuff.  Check out these new F'R'E'E video tutorials at: http://tinyurl.com/accesstoexperts

• What's the Secret to Customer Loyalty in a Disloyal World?
  Jill Konrath (Yup! That's me!), author of Selling to Big Companies
  
  In my videos, I share my unconventional ideas on customer loyalty. You'll find out just how much influence you actually have in this area. But more importantly, you'll discover what you can do became invaluable and irreplaceable - even when times are tough.
  
  Here's a preview of my 3 video tutorials:
  

               

             To listen to my three video tutorials on customer loyalty,
                  click here: http://tinyurl.com/accesstoexperts

• How Can You Jumpstart Your Sales in an Economic Slump?
  Josh Gordon, Internationally-recognized sales guru & author of Selling 2.0
  
  In his most recent study on what works when you're selling in a recession, Josh uncovered some counterintuitive results. Should you avoid negativity? What about your customer's organizational changes? It's an illuminating conversation that helps you make the most of this "strategic time."

• What's the Best Way to Use Social Media Tools to Supercharge Sales? Richard Nacht, CEO of Respond Media and leading social media expert
  
  You'll find out how inexpensive, simple-to-use social media tools can leverage the "tremendous amount of unlocked capital locked within an enterprise." Richard shares how to dramatically improve collaboration within your sales force as well as supercharge your client relationships.

Registration for the "Access to the Experts" web tutorials is absolutely free. Click here to get start learning now: http://tinyurl.com/accesstoexperts

While you're there, you can ask me, Josh or Richard any question you want! Plus, there's a special forum on these hot topics through July 14th.

I hope you'll tune in.

P.S. "Access to the Experts" is brought to you by The Customer Collective, which is sponsored by the Oracle Corporation.

Must Watch Video: Triumph of the Human Spirit

In a Chinese modern dance competition, one unique couple won a top prize. The lady was a dancer who'd trained since she was a little girl. Later in life, she lost her entire right arm in an accident and fell into a state of depression.

Someone then asked her to coach a children's dance group. From that point on, she knew she needed to dance again. It took a long time before she could even make simple turns or spins without falling. With only one arm, it was hard to balance.

Then she heard of a man who'd lost a leg in an accident and fallen into a depression. She was determined to persuade him to be her partner. Since he'd never danced before, he turned her down. But she didn't give up and ultimately he agreed.

She started to teach him to dance, but he had no concept of using muscle or how to control his body. When she lost patience with him, he'd walk out. Eventually, they started training seriously.

Here's their performance in the competition.



What do you think? And what are the messages here for sellers?

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Two Free Webinars: Both Worth Checking Out!

Winning the Complex Sales Series
Date: Tuesday, June 23 at 11 am ET

Join me & Tom Sant, author of Persuasive Business Proposals as we talk about Developing a Strong Value Proposition. In our conversation, we'll be focusing on why value propositions are so important, how to craft them and how to use them.

So far 957 people have already signed up. Click here to reserve your spot.

How to Attract Leads During Tough Times
Date: Thursday, July 2 at 3 pm ET, noon PT

Check out this online event called Marketing Strategies With White Papers being put on by Michael Stelzner -- author of the bestseller, Writing White Papers and the guy behind the Social Media Success Summit. Go here to check it out: http://bit.ly/I1CSt 

In this class, you'll discover:

• How to effortlessly get your information in front of prospects.
• Three proven techniques that greatly improve the quality of leads generated.
• How to find prospects actively looking for the products or services you sell.
• and more.

Whether you simply need new ideas to generate interest or have been thinking about white papers, check out this webinar now. Normally Michael charges $59 for this, but he's decided to offer it at no cost for a limited time. Sign up now: http://bit.ly/I1CSt

Which B2B Database is Best for Prospecting Purposes?

That's a question I get asked all the time. Which is better: Jigsaw, ZoomInfo, Zapdata or ...?

To find out the answer, check out Online Sources of B-to-B Data: A Comparative Analysis.

This excellent study by Ruth Stevens & Bernice Grossman looks at 10 vendors to assess the quantity, completeness and accuracy of their data.

First they identified 10 industries and asked each vendor for the number of companies in each SIC code.

Next, they selected well-known firms in each industry. Each vendor supplied the number of contacts in each firm, plus the # of "complete" contacts (full name, address, title, phone, fax & email).

Finally, they persuaded ten businesspeople to be their guinea pigs as they evaluated the accuracy of each vendor's data.

The results are interesting. You see, the answer depends on what you're looking for!  Click here to download their analysis.

3 Things Worth Checking This Week: All are free, but invaluable!

Get Back to Work Faster
•  Get a FREE pdf copy of my newest book
•  FREE webinar series, starting soon

If you or anyone you know is struggling to find a job, this can help out. In just one week, it's been downloaded by 1000s! Please help me spread the word about this much-needed resource. Get it now!

 
Sales 2.0 & Selling to Big Companies
•  Thursday, June 4th at 1pm ET
•  Speakers: Me & Nigel Edelshain of Sales 2.0
•  FREE for my readers; $59 for everyone else

Find out how Sales 2.0 technology is changing the way we can sell to big companies. New tools are available, and continue to come-to-market, that give us additional selling approaches.

You risk becoming a "sales dinosaur" if you don't keep up with these changes. Free registration link.

Sales & Sales Management Blog
Sales expert Paul McCord has assembled a summer sales carnival of world class sales experts who will be blogging about their areas of expertise. It kicks off this week, with a focus on using the phone to generate business. My article is on Tuesday!

Upcoming topics by week include: networking, referrals, prospecting, building trust, presentations, negotiations, hiring top talent and more!

Visit the Sales and Sales Management Blog now.

Do you have friends who are struggling to find a job? If so, please read ...

...this post because you can help them. Please spread the word too!

In the past six months, too many good people I know have lost their jobs. They were simply at the wrong place at the wrong time, collateral damage in a struggling economy.

To make matters worse, the traditional way (e.g., resumes, info interviews) of finding a job is seriously broken - and most job seekers don't even know it.

That's why I decided to launch the Get Back to Work Faster Initiative - a book, website and free webinar series with a FRESH approach that helps job seekers get back to work much faster, in a position they're excited about that pays them well.

These proactive strategies enable professionals to create opportunities that don't exist today.

FREE COPY: Get Back to Work Faster

It all starts with my new book, Get Back to Work Faster: The Ultimate Job Seekers Guide for Professionals. It'll be out in paperback this fall. However, I know people can't wait! They need jobs now. So ... we're giving it away as a free downloadable PDF file.

Click here to get your pre-publication copy
of Get Back to Work Faster now.

In this 170+ page book, job seekers will discover how to:

• Identify and pursue income-producing opportunities.
• Land new positions that play to their strengths.
• Become a "must hire" candidate, without any competitors.
• ... and much more!

Best of all, these job creation strategies keep individuals feeling vital, productive and sharp during this challenging time - which is important too!

Help us make a difference. Because of our sincere desire to positively impact as many people as we can, we're giving away the book. We also have a series of complimentary webinars scheduled, featuring top experts on these job creation strategies.

 So if you could please help us spread the word:

• Forward a copy of this email to your job seeking friends, colleagues & family members.

• If you know of any job hunters' support groups in your community or church, let them know about GetBacktoWorkFaster.com. Invite them to post it on job boards.

• Write about it on your blog. Tweet about it. Share it with your LinkedIn colleagues. Post info about the free book & webinars on your website. Digg it!

Join us today in helping job seekers "get back to work faster."

Thanks for your support!

Jill Konrath

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Product Review: New Portable Projector

Recently, I was approached by BenQ and asked to review their newest projector, the Joybee GP1 Mini Projector.

(Disclosure: I was given a projector for this review. However, my daughter has already confiscated it for her apartment so I doubt I'll ever see it again.)

As sellers, we're always giving presentations. And, I know how frustrating it can be when you can't get the technology to work. That's why so many sellers bring their own equipment.

But small projectors are neither small nor cheap. And carrying one around is like adding a large brick to your sales kit. After evaluating the Joybee GP1, I think we have some new options:

• It's compact and easily fits inside a (larger) laptop bag or purse. The power adapter is pretty big--but the whole set is still smaller than the other "portables."

• It works with just a USB stick, meaning you can be ready to go in less than a minute. It also connects to your laptop so you can use them if you need to.
  

•  It's affordable. The list price is $499, which is a lot less than most high-quality projectors on the market.
  

The major thing I didn't like at first about Joybee GP1 was that it doesn't support PowerPoint - only videos or images. But today, I discovered that I could save my slide deck as individual JPG files - which are supported by the projector. Why didn't they tell me that! I'm not sure I'd use it for long presentations though. Just a few slides would be great.

The quality of the projection was good too. I tried it at several different distances and was able to get the picture in focus and clear every time. The Joybee GP1 does a very good job of playing videos too.

One other thing: It has a ton of applications beyond business. It hooks up to dvd players, gaming consoles, video cameras, digital cameras and iPod.

I started thinking about how I could use it at group meetings where we don't have access to fancy projector. Or, at family events where you want to show some of the latest photos or videos for everyone to see. Cool stuff when you go down that path!  Check out their video here.

So here's my final evaluation on a 5 point scale

• Easy of Use: 4/5
  Controls slow to respond and menu somewhat confusing; can't change images from a distance; kids understand it intuitively
  

• Overall Picture Quality: 5/5
  Images & video very high quality, easy to adjust focus    

• Portability: 5/5
  Fits in a lap top bag: light weight; can work with USB stick only; power adapter could be smaller

• Features: 4/5
  No auto PowerPoint; extra step required; boots up fast, must be plugged in; hooks up to tons of stuff
  

• Value: 5/5
  Very reasonable price, lots of applications when you get creative.

But you be the judge!  Make sure it fits for what you want it to do before you spend the money.

The One Piece of Advice You Need to Earn Your Clients’ Loyalty

What does it take to build the type of relationships with your clients that keep them loyal and coming back to your firm year after year? To find out, RainToday asked me and 8 other experts in client loyalty this question:

If you could only give one piece of advice regarding how to develop client loyalty: what would that be?

They then gathered our responses in this complimentary, 38-page special report, The One Piece of Advice You Need to Earn Your Clients’ Loyalty.

Here's why you'll find in this ebook & the authors of the articles:

• Keeping Your Clients Loyal - Nine Questions You Need Answered, by Mike Schultz, author of Professional Services Marketing

• Achieving the Highest Level of Loyalty, by Andrew Sobel, author of All for One

• How to Be Invaluable, by Jill Konrath, author of Selling to Big Companies (Yup! That's me!)

• Your Highest Priority: Building Client Loyalty by Delivering Superior Service, by Michael W. McLaughlin, author of Winning the Professional Services Sale

• Client Loyalty: How to Keep Happy Clients Who are Delighted to Pay Their Bills, by Larry Bodine, Esq., Apollo Business Development

• Taming the Search-and-Switch Client: 3 Keys to Keeping Your Client Loyal, by Jill Griffin, author of Taming the Search-and-Switch Customer

• Your Clients Need Cultivation - Now, More Than Ever! by Ardath Albee, CEO and B2B Strategist of Marketing Interactions, Inc.

• How to Retain Clients: Teach Them How to Be Loyal, by Sharon Drew Morgen, author of Selling with Integrity

• Client Loyalty as a By-Product of Firm Leadership, by Patrick J. Lamb and Nicole N. Auerbach,  Valorem Law Group, LLC.

Earn your clients' loyalty with the expert insights and advice in this special report. Download here: http://www.raintoday.com/pages/5072_client_loyalty_special_report.cfm

My Love/Hate Relationship with a Blank Page of Paper

"What subject did you like best in high school?" When I was asked that question a few years ago, nothing came to mind. I knew which teacher I liked best, which classes were most fun & which subjects I excelled at. 

But putting my finger on which one I liked best meant that the subject captivated my imagination and pulled at me during my free hours. It meant I immersed myself in learning - and stayed up past midnight working on it because it was fun.

Well, it certainly wasn't English, Physics, German, Math, Art, History, Social Studies, PhyEd, Home Ec or Biology. Not much left!

Then it finally hit me! Yearbook. I loved those 24-blank pages in the Senior section which were all mine to create & write on.

Well guess what! After all those years, I'd forgotten all the blood, sweat & tears that went into creating that yearbook. Decisions on content, flow, arrangement - hours of agony!

Why am I telling you that? Because for the last few days I've been holed up in a hotel on the Mississippi River where I've been battling my second book.

I came in with an outline, expecting to just dig into those 200 blank pages that I'm supposed to be writing. In just 48 hours, I have already re-arranged it countless times. I've changed the entire structure, then after thinking about it, gone back to what I started with.

And what have I accomplished? Two lousy paragraphs of fresh writing. At this rate, I suspect the book will be completed around 2056 - which will make me over 100 years old by the time it's finally published.

Complimentary Ebook: 5 Essential Strategies for Highly Effective Initial Meetings

It's not easy to secure the full attention of decision makers - even for just a few minutes. Whether you have 15 minutes for a phone conversation or 30 minutes for an online presentation, your prospect must feel like their time is well spent.

To make that happen, your initial meeting must be strategically designed for a lasting (and profitable) impact. My new eBook shows you how to do that. In it, you'll discover:

• Why most first meetings fail miserably.
• What it takes to really engage customers in the conversation.
• How to flip your focus to what's really important.
• Strategies to enhance your credibility in just one meeting.
• How to effortlessly advance to the logical next step.
• ...and much more!

Get your complimentary copy of 5 Essential Strategies for Highly Effective Initial Meetings now.

I hope you enjoy it!  And, please forward this to your colleagues who might be interested in learning more.

Free Webinar: Learn How Corporate Buyers Think - and Distinguish Yourself from the Competition!

Wednesday, May 20, 2009
1:00 PM - 2:00 PM EDT

Today's crazy business environment is creating stressed out, overworked decision makers who zealously protect their time at all costs.

They've established a whole set of new rules for meeting with salespeople, yet most sellers don't realize the game has even changed.

Specifically you'll learn how to:

• Assess what's on your customer's mind – prior to meeting with them.
• Gauge the impact of the corporate environment on decision making.
• Successfully deal with the "frazzled customer syndrome."
• Use counterintuitive approaches to instigate change initiatives in the organization.
• Think better yourself – so you're creating maximum value with every customer interaction.

In short, you'll discover numerous strategies you can use to crack into corporate accounts, speed up sales cycles, and win big contracts.

Sign up now for this complimentary webinar sponsored by Landslide Technologies.

Check Out These Top Sales Resources

 Jeff Ogden, The Fearless Competitor, has just released a new white paper on How to Find New Customers: The Definitive Guide to Driving Demand for your Company's Products & Services.

In this document, Jeff does an excellent job of describing how organizations today can leverage the internet & educationally-based thought leadership content to:

• Attract prospects to their website.
• Capture their contact information.
• Create an ongoing conversation.
• Nurture them till they're sales ready.

If you're not sure what demand generation is - or want to learn more about it - click here to get your copy:  www.findnewcustomers.net

Dan Schawbel, author of the hot new book called Me 2.0: Build a Powerful Brand to Achieve Career Success, recently launched a magazine on this timely topic.

Personal Branding helps readers discover, create and maintain their personal brand for successful living and career development.  You'll find interviews with industry leader, along with articles from numerous experts.

Personal Branding is published 4 times/year and distributed electronically. Check out a sample issue here.