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Anthony Iannarino

Anthony Iannarino
Anthony Iannarino is a writer, an author of four books on the modern sales approach, an international speaker, and an entrepreneur. Anthony posts here daily.
Articles By Anthony Iannarino

Enhance Customer Loyalty in B2B Sales with Value Creation

Customer loyalty is critical for growth companies. B2B sales organizations that lose clients (churn) must recover lost ...
3 Big Shifts

How to Increase Revenue in B2B Sales with Value Creation

B2B sales organizations sell to other companies. Sales leaders and their sales teams are responsible for an increase in B2B ...

What is Value Creation in B2B Sales?

Every sales organization and sales professional must choose between two sales approaches: traditional and modern. The ...

Use this Pre-Call Planning Template to Reliably Increase Win Rate

Only thirteen percent of customers believe a salesperson can understand their needs.

Important B2B Sales Enablement Metrics to Measure Performance and ROI

The investment you make in sales enablement ensures your sales force's effectiveness and will allow sales teams to create ...

Lead Generation to Account-Based Selling - How Sales Strategies Have Evolved

Over time, as the external environment changes, sales organizations adapt their sales approach to match the needs of their ...

B2B Sales Fundamentals for Beginners - A Comprehensive Guide

Over time, buyers have changed, and sellers have had to follow. B2B salespeople have had to find new ways to create value ...

The Art of Certainty - How Consultative Selling Helps B2B Buyers Make Confident Decisions

You might have found sales success using a positioning statement about your company and your offerings. You may have found ...

Make It Rain - How to Become a B2B Sales Rainmaker

There are rainmakers and rain barrels. The rainmaker makes rain by creating opportunities and generating sales and income. ...
Sales Manager Challenge

Guide to Sales Manager Training: 8 Tips For Better Managers

Are you doing everything you can to hit your goals? If you’re not budgeting adequately for sales manager training, you might ...

Building Strong Relationships - Key Principles of Account Management

If you are in sales long enough, you will notice sales organizations (not yours) and some salespeople (not you), underinvest ...

6 Challenges of B2B Social Selling (And How To Overcome Them)

According to Linkedin, seventy-eight percent of the salespeople engaged in social selling are outselling their peers who are ...

Pity the Prospect: A Manifesto on Value Creation in B2B Sales

The writer Kurt Vonnegut used to tell his students to "pity the reader." Vonnegut wanted his students to slow down and think ...

The Ultimate Guide to B2B Sales Training: Strategies, Techniques, Best Practices

The different types of sales include B2C (business to consumer), B2G (business to government), and B2B (business to ...

The Role of Competitive Analysis in Gaining a Competitive Edge

When it comes to competition in sales, there are two conflicting ideas. On the one hand, there is nothing you can do about ...

The Value Proposition of Your First Meeting in B2B Sales

In The Lost Art of Closing: Winning the 10 Commitments That Drive Sales, you will find one of the most powerful sales ...

How to Become a Super Successful Sales Rep in B2B Sales

There are several types of sales. Some salespeople sell to consumers (B2C), while others sell to government entities (B2G). ...

How To Build a Sales Pitch Deck [+ EXAMPLES]

Forty percent of people respond better to visual information than plain text.

What Is the Modern Sales Approach?

The reason professional B2B selling evolves over time is because decision-makers need something new from salespeople. When ...

7 Vital Sales Negotiation Skills Every Rep Needs

In 2010, I said that “Negotiation is the art of the deal.” And it’s still true today.

The Latest Industry Trends in B2B Sales Coaching

There are several ways to improve the effectiveness of a sales force, and B2B sales training is the first way most sales ...
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