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Blog Category // Modern Sales Approach (3)

The Modern Relational Sales Approach

Posted by Anthony Iannarino, Sep 03, 2022
In the book The Challenger Sale, the relationship salesperson scored poorly. What most readers didn't realize was that the ...
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Common Sales Mistakes in 2022

Posted by Anthony Iannarino, Sep 01, 2022
There are three generations of sales approaches being used today. The first is the legacy approach, which is over 50 years ...

Who Are The Best Salespeople?

Posted by Anthony Iannarino, Aug 30, 2022
This question is often posed: Who are the best salespeople? The answer is salespeople who are One-Up. If you want to improve ...

B2B Sales and Command of the Message

Posted by Anthony Iannarino, Aug 18, 2022
In B2B sales, our messaging has changed, even if most sales organizations haven't made any significant adjustments. Those ...

Why Success in Sales Requires Becoming an Expert

Posted by Anthony Iannarino, Aug 14, 2022
Your prospective clients don't want to make a bad buying decision. The more important it is to get the decision right, the ...
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How to Improve Your Sales Approach by Changing the Order

Posted by Anthony Iannarino, Aug 12, 2022
There are certain B2B sales conversations that are important to both the salesperson and their prospective clients. One of ...

Value-Based Conversations

Posted by Anthony Iannarino, Aug 11, 2022
If you want to create and win more opportunities, value-based conversations will do more than anything to differentiate you ...

How Your Love for Your Solution Keeps You One-Down in B2B Sales

Posted by Anthony Iannarino, Aug 01, 2022
What you are about to read may sound like heresy at first. But if you open your mind, you may see something that will allow ...

Why Your Client Buys from a One-Up Salesperson

Posted by Anthony Iannarino, Jul 31, 2022
In October 1992, I had a grand mal seizure while walking up the steps of my Brentwood, California, apartment. It took some ...
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One-Up and the Limits of Your Solution in B2B Sales

Posted by Anthony Iannarino, Jul 30, 2022
According to the legacy sales approaches, you are supposed to identify your client's problem and their pain. Once you have ...

What Does It Mean to Create Value in B2B Sales?

Posted by Anthony Iannarino, Jul 29, 2022
I am tempted to tell a long story about a comment on LinkedIn asking this question, but I am afraid I won't create enough ...

Underestimating the Power of Positioning in B2B Sales

Posted by Anthony Iannarino, Jul 28, 2022
Many salespeople underestimate the importance of how they present themselves when they walk into their prospective client's ...

How to Judge the Value of the Sales Conversation

Posted by Anthony Iannarino, Jul 23, 2022
One of the hangovers from the legacy sales approaches is that the salesperson undervalues the sales conversation for what it ...
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The Perils of Being a One-Down Salesperson

Posted by Anthony Iannarino, Jul 21, 2022
In any conversation between a salesperson and their client, the salesperson is either One-Up or One-Down. The term One-Up ...

On the Importance of Context Locking

Posted by Anthony Iannarino, Jul 19, 2022
Having certain client conversations in a particular sequence can improve your ability to help clients change. It can be ...

The New Sales Storytelling

Posted by Anthony Iannarino, Jul 18, 2022
Salespeople need stories to sell. Much of the time, salespeople use stories about their client's problems and how their ...

How Time Selling In One Industry Makes You One-Up

Posted by Anthony Iannarino, Jul 17, 2022
The ability to be One-Up requires you to have more knowledge and experience than your clients. It doesn't suggest that you ...

Going All In on Your Sales Approach

Posted by Anthony Iannarino, Jul 12, 2022
One of the more difficult initiatives a sales leader can attempt is changing their sales approach. Every so often, the ...

How Sales Strategies Evolve Over Time

Posted by Anthony Iannarino, Jul 06, 2022
The feedback on Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative has been ...

The Difference Between My Approach and Challenger

Posted by Anthony Iannarino, Jul 04, 2022
My version of the modern sales approach isn't very much like that described in The Challenger Sale, with the exception of ...

Your Obligation to Become One-Up

Posted by Anthony Iannarino, Jul 03, 2022
When you ask a prospective client for a meeting, you are asking them to provide you with their single, non-renewable ...
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