Every seller dreams of working only with prospects who are ready to make an immediate purchase decision. Yet these very same sales opportunities bring with them a bevy of problems – extreme price sensitivity, cutthroat competition and a huge investment of resources. Don’t let your sellers be seduced by these low-hanging fruit that yield an extremely low win rate.

Every seller dreams of working only with prospects who are ready to make an immediate purchase decision. Yet these very same sales opportunities bring with them a bevy of problems – extreme price sensitivity, cutthroat competition and a huge investment of resources. Don’t let your sellers be seduced by these low-hanging fruit that yield an extremely low win rate.

In this teleseminar, your salespeople will learn:

• How to determine if it’s worth pursuing an opportunity or if they should pass on it.
• How to increase their chances of winning – especially if they aren’t the low-cost competitor.
• How to find the larger, less price sensitive opportunities that exist in the market.
• What it takes to nurture these opportunities till they become ripe for picking.

Jill Konrath is founder of the Selling to Big Companies web site and President of LEAPFROG-Strategies. She's a recognized expert in complex sales strategies and creating business value for B2B sales organizations.

For over 20 years she has helped salespeople, entrepreneurs and consultants leverage high-gain strategies for increased business results.
Since forming her consultancy in 1987, Jill has worked with organizations ranging from independent professionals and small services firms to large corporate giants. Her big, well-known clients include 3M, Imation, General Mills, Medtronic, eFunds, Kodak and United HealthGroup.

Jill has trained and spoken to thousands of salespeople from large corporate accounts. Additionally she's helped her large clients successfully launch numerous new products and has facilitated many critical sales strategy sessions and initiatives.

When working with small businesses, Jill helps her clients clearly articulate their value propositions and get their foot-in-the door of big companies. She works with them to plan their sales approach, create demand for their products or services, make effective presentations and write 'must-have' proposals. Once they get an initial contract, she continually strategizes with them to expand their sales opportunities and capture more business.

"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

• $65 per cd
• $65 per immediate download

The Seduction of Low Hanging Fruit
$65/cd