--- title: A Manifesto | The Sales Blog description: Ten sales principals to live by for success. image: https://www.thesalesblog.com/hubfs/Shutterstock_2350002229.jpg --- ### [Now booking SKO meetings for 2026/27! 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We reject the old and outdated sales approaches that are still being used by many sales organizations and their sales teams-as they are no longer effective in the third decade of the 21st Century. 2. We recognize that most of B2B Sales Training is a rehashing of other’s work with a small number capable of[ creating a true paradigm in sales.](https://www.thesalesblog.com/blog/creating-a-paradigm-shift) 3. We reject the idea that “more” is the way to improve sales results. We believe that more activity is not capable of increasing sales results. The reason sales managers struggle to reach their goals is because they believe they will convert a higher percentage. 4. We recognize that transactional selling is dead in B2B sales. The future is one of [consultative](https://www.thesalesblog.com/blog/maximizing-sales-success-the-consultative-approach), insight-driven sales approaches that create real value for their clients. 5. We believe that only [“sales effectiveness”](https://www.thesalesblog.com/blog/sounding-the-alarm-on-sales-effectiveness) is capable of delivering the results that sales organizations need. We don’t put our faith in a pipeline, instead putting our faith in win rates and won deals. 6. We recognize that our prospective clients are trying to make a rare, strategic, decision they need to get right on their first attempt. Our new paradigm is one that has the salesperson enabling this decision. 7. We believe that our [relationships ](https://www.thesalesblog.com/blog/selling-the-relationship)with our contacts are critical to our efforts to help them to make a decision that is certain to deliver the client’s 8. We reject and the reliance on outdated scripts and the tactics that treat buyers as predictable. Instead we turn to dynamic conversations for each client’s unique needs. 9. We believe that sales success is not about persuasion, turning to facilitating insight, helping our clients seeing what they couldn’t on their own. 10. We reject the idea that discounts and pricing concessions are the sales success, focusing instead of [differentiation through expertise and authority ](https://www.thesalesblog.com/blog/the-oneup-approach-to-differentiation)and problem-solving. 11. We believe that the modern salesperson is a strategic partner, guiding their clients to the best decision-not pitching a product or service. [![sales-accelerator-individual](https://no-cache.hubspot.com/cta/default/2922376/dd5a3b06-f705-4732-885d-7e700d447815.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/dd5a3b06-f705-4732-885d-7e700d447815) ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [Success](https://www.thesalesblog.com/blog/tag/success) [2025](https://www.thesalesblog.com/blog/tag/2025) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on March 6, 2025 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. [![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/c9f553be-fbba-4813-9199-95c1603472e7.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/c9f553be-fbba-4813-9199-95c1603472e7) ## Are You Ready To Solve Your Sales Challenges? ![Anthony-Solve-Sales](https://www.thesalesblog.com/hs-fs/hubfs/Anthony-Solve-Sales.png?width=290&height=221&name=Anthony-Solve-Sales.png) Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2025-03-06T4:18:38 PM", "datePublished" : "2025-03-06 16:18:38", "description" : "Ten sales principals to live by for success.", "headline" : "A Manifesto", "image" : { "@type" : "ImageObject", "height" : 16, "url" : "https://f.hubspotusercontent20.net/hubfs/2922376/Image/favicon.ico", "width" : 16 }, "mainEntityOfPage" : { "@id" : "https://www.thesalesblog.com/blog/a-manifesto", "@type" : "WebPage" }, "name" : "A Manifesto", "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject", "height" : 24, "url" : "https://f.hubspotusercontent20.net/hubfs/2922376/TSB/images/TSB%20Logo%20Dark.svg", "width" : 228 }, "name" : "The Sales Blog" } } ```