How to give away expertise for free and make good money doing it
Talking Points

Selling more in less time without pushing
How having a mission can help you strategically
The roles that writing a book can play in a business
How to give away expertise for free and make good money
The importance of a good mailing list
One way to constantly be in creation mode

Quotable Quotes

"I didn't sit down one day and decide I wanted to be well-known."—JK
"How can I help these people and not go broke?"—JK
"People in the consulting business fundamentally think about sales in the wrong way."—JK
"Sales is a skill. If you don't learn it, you can't create a sustainable career."—JK
"Sales is not pushy. It's consultative."—JK
"Your clients don't want what you have to offer. They want outcomes."—JK
"I'm well aware that my books are the lifeblood of my business, but that's not why I write them."—JK
"About 15 years ago, I asked myself 'How can I give my expertise away for free and make good money doing it?'"—JK
"I have passed up a significant number of revenue generating opportunities."—JK
"It's all about creating a conversation with someone you want to reach."—JK

Guest Bio
After an award-winning sales career in the technology and services sector, Jill is now an internationally recognized speaker and sales strategist. She’s a bestselling author of four books—Selling to Big Companies, SNAP Selling, Agile Selling, and More Sales Less Time.
Recently, LinkedIn named Jill as their #1 Business-to-Business Sales Expert citing her 1/3 million followers. Salesforce selected her as one of Top 7 Sales Influencers of the 21st century. Plus, she’s featured in the just-released “Story of Sales” documentary.
As a consultant, Jill has worked with companies like IBM, GE, and Staples as well as many mid-market firms. Her expertise has appeared in Forbes, Fortune, New York Times, Wall Street Journal, Inc, Entrepreneur, Bloomberg, ABC and Fox News.
To sum up her career, Jill is constantly searching for fresh strategies to enable sales success n an ever-changing business environment.
Related Links

Jill's Website
Jill's LinkedIn
Selling to Big Companies

Transcript
Jonathan S:
00:00 Hello, and welcome to the Business of Authority. I'm Jonathan Stark.
Rochelle M:
00:04 And I'm Rochelle Moulton.
Jonathan S:
00:05 Today, we're joined by Jill Konrath. After an award-winning sales career in the technology and services sector, Jill is now an internationally-recognized speaker and sales strategist. She's the best-selling author of four business books, most recently More Sales, Less Time. LinkedIn has named her their number one B2B expert, and Salesforce selected her as one of the top seven sales influencers of the 21st century. As a consultant, Jill's worked with companies like IBM, GE, and Staples, as well as many mid-market firms. Her expertise has appeared in Forbes, Fortune, New York Times, Wall Street Journal, Inc, Entrepreneur. The list goes on. We're super happy to have Jill with us today. Jill, welcome to the show.
Jill K:
00:46 Hey, thanks for having me. I'm glad to be here.
Rochelle M:
00:49 Jill, I just have to comment on your big idea on your website, which kind of sums up everything Jonathan just said about you. Sales Accelerated. Yeah! Love it!
Jill K:
01:00 I do, too. In the niche that I'm in, it's about how do we make more sales and do it in less time. How can we make it faster? To me, it's not just faster, it's really about how do we have a better conversation that's more focused on the customer. That's what makes it faster, not just push.
Rochelle M:
01:21 Love it! Before we get into all this, maybe for some of the members of our audience who might be experiencing you for the first time, will you tell us a little bit more about who you are, how you work, what you do?
Jill K:
01:35 Who I am. I am a sales consultant. I have been in the sales field pretty much my entire career. I never wanted to be in sales. I wanted to be an entrepreneur, but they told me when