Jill Konrath’s Available Presentations

Selling to Crazy-Busy Buyers

Working with overwhelmed, stressed out prospects requires fresh thinking. They make quick decisions based on relevance and urgency. They see minimal difference between competitors and seem to only be concerned about pricing.

What does it take to capture their attention and get their business? In this session based on Jill Konrath’s new book, SNAP Selling, your salespeople will discover numerous strategies they can use throughout the buying process to:

  • Simplify the complexity that drives them to a screeching halt.
  • Become an invaluable resource that customers willingly pay more for.
  • Align with key organizational objectives and priorities.
  • Maintain momentum despite a prospect’s tendency to default to the status quo.

By following SNAP Rules, your salespeople will find themselves at the top of their game. They’ll be irresistible and irreplaceable, winning more sales at higher margins and with less competition.

Selling to Big(ger) Companies

Prospects today don’t answer phones, route virtually all calls to voicemail and seldom return messages. They delete a salesperson’s emails as fast as they arrive in the inbox. Your salespeople are frustrated right now, but don’t know what to do differently.

It’s time for a wake up call! In this session, your salespeople will discover how to:

  • Develop powerful value propositions, aligned with their prospects’ most important business objectives and critical challenges.
  • Leverage trigger events to identify “hot” prospects who are ready to take action.
  • Create customer-enticing voicemail and email messages that get calls returned or quick “I’m interested” responses.
  • Craft account entry campaigns to get their foot in the door.
  • Gain access to targeted decision makers.

If new customer acquisition is a key priority and your salespeople need a better pipeline, this session is for you. This session is based on Jill Konrath’s award-winning book, Selling to Big Companies – a Fortune magazine “must read” and 4+ year Amazon Top 25 Sales book.

Speed Up Your Sales

Today’s risk averse, overwhelmed prospects take longer than ever to make decisions and include more people in the process. Your salespeople need help discerning when and where to invest their time to get the maximum return for their efforts.

Making more calls is not the only answers. In this program, Jill Konrath shows them how to focus their sales activities so they’re working with prospects who have urgent needs—now! Specifically, they’ll discover how to:

  • Avoid being a promiscuous prospector, a practice that actually decreases their success.
  • Identify and leverage trigger events to gain access to the right people, at the right accounts at the right time.
  • Keep on top of trigger events so they don’t miss any opportunities.
  • Provide strong sales leadership, guiding prospects through their decision-making process.
  • Shorten their sales cycle, in many cases, by months!

If your hot prospects keep disappearing into the black hole and decisions seem to take an eternity, this game-changing session is a real eye-opener for your salespeople.