The biggest myth in sales is that it’s all a numbers game: Madlibs with Jill Konrath

Jill Konrath is one of the most popular sales thought leaders today. She has written hugely successful books, has a thriving 20+ year old sales training and consulting business, and has some of the best sales and marketing content on the internet. Speaking of which, I recently downloaded a couple of her ebooks recently to study something I was working on…I truly respect her work and am excited to have her participate in today’s version of Madlibs.

    1. The b2b buyer is protecting himself from sales predators. That’s how they see most salespeople — and they’re right. That’s how most sellers behave.
    2. The biggest innovation in sales is the internet. Today’s well-informed buyers have fundamentally changed their expectations of salespeople.
    3. The coolest thing happening in b2b sales is what you can learn about prospects before initiating contact. For a savvy seller, it totally changes the game.
    4. My favorite Sales 2.0 technology is InsideView. Leveraging trigger events is one of the best ways to create new opportunities.

    5. My favorite sales book is SNAP Selling!
    6. My favorite social media site is LinkedIn. It’s foundational for establishing a professional presence as well as researching and connecting with new prospects.
    7. Social selling is a term that’s meaningless to most salespeople.
    8. I use Linkedin to research prospects, develop targeted prospect lists and build my professional credibility.
    9. Cold calling is changing — finally. Savvy sellers don’t just make the calls, they research first.
    10. In b2b, the idea of a funnel is not something I ever think about. I much prefer to go after the targeted few.
    11. The first thing every sales person should do is learn more about their customer. To be effective, they need to know their responsibilities, objectives, strategic initiatives, challenges and status quo.
    12. Voicemail is the best way for prospects to avoid having to talk to self-serving salespeople.
    13. The biggest mistake sales people make is not looking at their own culpability in the results they’re getting — and then trying to figure out how to improve.
    14. The biggest myth in sales is that it’s all a numbers game. It actually prevents people from looking at what they can do to get better.
    15. My most forgettable sales experience was getting yelled at by a prospect for a stupid mistake I made — and then fainting dead away on the floor of the lobby.
    16. The hardest part of selling is waiting … when you’ve done all you can and don’t know the result.
    17. The next “hot-thing” in sales will be Sales 3.0 — whatever that is.
    18. In 2015, sales will be even more fun for savvy sellers who leverage social media to research and engage with prospective clients. They’ll dominate.
    19. My favorite sales saying is “It’s all about the difference you make — not how you’re different.”
    20. Over the next couple years in sales, I can’t wait to see the democratization of sales training. With so much available online, even sellers from the smallest companies can have access to the best advice.
    21. Madlibs with the Funnelholic is not a five-minute exercise as promised.

Jill Konrath, author of SNAP Selling and Selling to Big Companies, Jill Konrathhelps salespeople create new business opportunities and speed up sales cycles. As a frequent speaker at sales meetings and conferences, she shares fresh strategies that actually work with today’s crazy-busy, well-informed prospects