Speed Up Your Sales – STC, Jill Konrath

Speed Up Your Sales – STC, Jill Konrath

Top salespeople are not promiscuous prospectors. You’ll never find them randomly dialing for dollars hoping to stumble across unhappy decision makers. They know that effective prospecting requires a focus on two very critical things.

1. Fit: Identifying organizations that have needs, issues and challenges that can be addressed by their firm’s services.
2. Urgency: Finding prospects have an immediate need for their service and will take action quickly once they’ve been contacted.

That’s why they leverage triggering events – changes in the prospect’s internal & external business environment – to set up meetings with targeted decision makers. This is a strategy that most sellers don’t even know exists, yet top sales professionals use all the time.

Description:

In this upcoming Sales Training Camp session with internationally-recognized sales strategist Jill Konrath, you will learn:

• Why traditional prospecting strategies actually slow down the sales process and derail potential opportunities.
• What works with today’s overworked & stressed out decision makers.
• How to evaluate the business potential of the different types of triggering events.
• What it takes to discover your own triggering events – ones that will speed up your sales cycle.
• How to watch for triggering events so that you can strike quickly when the opportunity is hot.
• Sales 2.0 technologies that will immediately alert you when triggering events occur.
• How to most effectively contact a prospect after you identify a triggering event that’s occurred in their business.
• What type of follow-up to use to keep the opportunity alive.

Best of all, when you leverage triggering events to get your foot in the door, you have minimal competition, the sales cycle moves quickly and before you know it – you’ve landed a hot new client.

About Your Trainer:

Jill Konrath is a recognized sales strategist in the highly competitive B2B marketplace. She’s the author of the instant sales classic, Selling to Big Companies, a consistent Amazon Top 25 sales book.

As a frequent speaker at annual sales meetings and association events, Jill provides fresh perspectives and practical how-to advice to help salespeople crack into corporate accounts, speed up their sales cycle and win more contracts.

Jill publishes an industry-leading newsletter and hosts a widely read blog. She’s frequently quoted in top business media including Entrepreneur, New York Times, Business Journal, Selling Power, Sales & Marketing Management as well as countless online publications.

Most recently, Jill launched the Sales Shebang – a conference and online community for savvy saleswomen.

Testimonials:

“Jill taught our reps to sell at a much higher level-one that sets us apart from our competition. As a result, the value of each sale has risen dramatically, while our cost of sales remains the same.”
John Fitzgerald, Regional Sales Manager, 3M

“Jill is a wake-up call for sales forces that need to change. She challenges, trains, and coaches sales professionals to consistently create high business value for their customers.”
Barb Cederberg, President, Imation Color Technologies

“One of Jill’s strengths is helping senior salespeople understand just how much they know and then getting that information out so the rest of the sales force benefits from their knowledge.”
Bruce Malmgren, Vice President – Sales, Delphax Technologies

“Jill’s an expert in what it takes to successfully launch a new product. Her contribution provided a whole new perspective that will change the way we launch new products in the future.”
Louise Clynes, Senior Product Manager, eFunds

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