Jill Konrath | Selling to Big Companies

Sales Expertise

Jill's Personal Favorites

Selling to Big Companies - My primary website with lots of great info

Sales Shebang - Resource, conferences & community for women who sell

Marketing Interactions - Ardath Albee's blog on lead generation

Get Fresh Minds - Katie Konrath's new site on innovation & creativity

Sales Leadership

The JF Blogit - Jonathan Farrington's blog for dedicated sales leaders seeking optimum performance

Commentary on Sales Leadership - Dave Stein's blog for sales leaders; insights into sales effectiveness & sales training

Your Sales Management Guru - Sales leadership guru Ken Thoreson shares strategies on leading a successful sales organization

The Management Curve - Paul McCord's blog on how technology is changing the way sales is managed

Advice from Top Sales Pros

Sales 2.0 Network - Sharing sales insight, hindsight & little foresight.

Cold Calling Tools - Leslie Buterin on reaching the "top dog"

Life in the Telebusiness Trenches - Josiane Feigon on inside sales

Sales Hunter - Mark Hunter on finding customers/closing sales

Entrepreneurial Salesman - Colin Wilson's sales strategies

Garth's World - Jigsaw cofounder on the life of a sales guy

Sales & Management - Insights from Paul McCord & friends

Selling to Big Companies - Jill Konrath's fresh sales strategies

Sales 2.0 - Nigel Edelshain features current thinking on sales

The You Blog - John Windsor advice on presentations & persuasion

Inside Sales Experts - Trish Bertuzzi shares best practices

Sales Blogcast - Doyle Slayton's top sales strategies

ProSales Guide - Walt Cherepinsky's insights on sales

Sales Coaches

Score More Sales - with Lori Richardson

The Top Dog - with Leslie Buterin

Gemini Pro - with Pat Schuler

10,000 Foot View - with Todd Anderson

Coaching Sales Champions - with Karl Goldfield

Insights on B2B Sales Training

In 6th grade, Mrs. Granger told me I was loquacious*. At that time, that was probably the biggest word I'd ever heard. I had no idea what it meant, but it was an impressive word worth remembering. But the truth is, she was right.

Several months ago HR Tools asked me to write a bi-monthly column on B2B Sales Training.  Even though I train salespeople all the time, I seldom write about on the topic.

And I never write for sales managers or business owners. Everything I do is for "sellers."

In fact, I didn't even realize I had much to say on this topic, until they asked. Go figure.

So if you're the boss, here are my thoughts on how you can help your salespeople get quickly up to speed or take their business to the next level:

• Why You Need to Think About Professional Sales Training
• Sales Development Training is Key to Consistent & Predictable Results
• How to Find the Right Professional Sales Training for Your Company

• Top 3 Mistakes to Avoid in Selecting Professional Sales Training
• Finding the Missing Link Will Make Your Sales Development Training More Effective
• During Sales Training, Teach Your Prospect's Decision-Making Process

• Sales Development Training Needs to Be Ongoing
• Professional Sales Training Can Build Trust
• Increase Sales Prospecting Success By Narrowing Your Options

*Loquacious is an adjective that means, "talking or tending to talk much or freely; talkative; chattering; babbling; garrulous: a loquacious dinner guest."

And yes, I am a wonderful dinner guest too. I promise a great conversation!

One Sales Strategy that Really Works

How do you capture the attention of corporate decision makers today? If you're not using educational marketing, you're missing out on a huge opportunity. 

Michael Stelzner used it to get 60,234 leads over a five year period. He's a small business owner ... a regular guy who stumbled onto this strategy that:

• Brought him high quality prospects virtually overnight.
• Established him as a thought leader in his market space.
• Kept on generating leads for years.

Using educational marketing, his company landed accounts such as Microsoft, FedEx and Dow Jones. Not too shabby a client base!

Today Michael is launching a series of videos on how he used these educational techniques to transform his business. 

You can watch his first video, "How to Generate Mass Interest in Your Business During Tough Times" right now.

It's worth it!  I just finished watching the 2nd one. Also excellent. (Note: He references my blog post on Trash Talk & Delete Buttons in it!)

Again, check out video now.