The Sales Blog

The Five Must-Have Attributes to Win B2B C-Suite Level Sales

Posted by Anthony Iannarino, Feb 02, 2023

To win C-suite–level sales, you need a set of attributes most salespeople lack. Without them, your chances of winning over ...

How to Be a Better B2B Salesperson by Creating Greater Value

Posted by Anthony Iannarino, Feb 01, 2023

There are a lot of ideas about how to be a better B2B salesperson. For example, you could prospect more, something most ...

Uncovering 9 Closed Lost Reasons + Winning Sales Strategies

Posted by Anthony Iannarino, Jan 27, 2023

There is nothing worse than having to mark an opportunity record in your CRM as "closed lost." The second-worst prompt is ...

Blue Ocean vs. Red Ocean & the Impact on Your Ability to Win Deals

Posted by Anthony Iannarino, Jan 26, 2023

In sales, differentiation is critically important to success. One of the most popular business differentiation strategies is ...

Efficiency Vs. Effectiveness and the Continuing Battle in B2B Sales

Posted by Anthony Iannarino, Jan 25, 2023

There is a battle being fought in B2B sales, fueled by disagreement on how sales organizations should improve their results. ...

How to Build an Actionable Weekly B2B Sales Report

Posted by Anthony Iannarino, Jan 23, 2023

As a sales manager, you need to report on the success of your sales team, and a weekly B2B sales report allows you to share ...

How to Improve Your Interpersonal Skills in Sales

Posted by Anthony Iannarino, Jan 21, 2023

Your success in sales requires you to engage with all types of people. Selling happens in conversations about change. ...

How to Become a Sales Hunter

Posted by Anthony Iannarino, Jan 17, 2023

There are all a lot of titles for sales professionals, including account executive, account manager, sales representative, ...

How to Bust Out of a Sales Slump

Posted by Anthony Iannarino, Jan 16, 2023

Occasionally, even successful salespeople find themselves in a sales slump, where their pipeline isn't working as well as it ...

How to Ask for Referrals in Sales

Posted by Anthony Iannarino, Jan 13, 2023

B2B sales reps spend a lot of their time creating new opportunities. Some are fortunate enough to have a steady stream of ...

Elements of Sales Territory Mapping

Posted by Anthony Iannarino, Jan 12, 2023

Territory mapping is an important component of sales performance management. The optimal sales territory mapping for your ...

15 Critical Sales Techniques You Must Master

Posted by Anthony Iannarino, Jan 06, 2023

The word technique means you have a way of doing something to produce an outcome. Because success is individual, it is ...

How to Elicit Buyer Intent in the Sales Conversation

Posted by Anthony Iannarino, Jan 03, 2023

Some buyers make their intent known, sharing what they want and why. They are transparent about their intentions. Other ...

The Five Things You Need from Your Sales Champion

Posted by Anthony Iannarino, Jan 01, 2023

A first meeting is not automatically an opportunity. You need more evidence before you can consider a first meeting to offer ...

Selling and Complex Buying Behaviors

Posted by Anthony Iannarino, Dec 29, 2022

Selling used to be easier. As a salesperson, you might have called on a decision-maker once or twice. Often, you and your ...

What is a Positioning Statement

Posted by Anthony Iannarino, Dec 27, 2022

In a time when there are too many sales organizations chasing too few prospective clients, differentiation is difficult. ...

5 KPIs for Sales that Measure Sales Effectiveness

Posted by Anthony Iannarino, Dec 26, 2022

You might have a huge dashboard spread across two or three screens. You might also have a cluster of gauges that measure ...

How to Calculate Your Closing Ratio

Posted by Anthony Iannarino, Dec 23, 2022

On LinkedIn and other social media platforms, you will find advice like "Don't close deals, open relationships." This ...

3 Best Sales Objection Scripts for Building Consensus and Trust

Posted by Anthony Iannarino, Dec 22, 2022

When budget comes up as an objection in sales calls, seventy-nine percent of deals are lost. If you want to lower that ...

Cross Sell Vs. Upsell

Posted by Anthony Iannarino, Dec 21, 2022

There are differences between cross selling and upselling, and there are also similarities. Both strategies are a way to ...

Real Sales Engagement

Posted by Anthony Iannarino, Dec 19, 2022

Technology companies often hijack terms from other industries and use them to name their offerings. This can confuse people ...

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Blog Category // Sales