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Blog Category // Sales (138)

Ice and Eskimos

Posted by Anthony Iannarino, Jul 02, 2013
In the old days, to describe someone with sales skills people would say things like “He could sell ice to an eskimo.” That ...
Information Disparity 2-part video series

Price and Mutually Assured Destruction

Posted by Anthony Iannarino, Jul 01, 2013
During the Cold War, the United States and the Soviet Union both built massive nuclear arsenals. Both built nuclear ...

A Poor Customer Experience and an Even Poorer Apology

Posted by Anthony Iannarino, Jun 30, 2013
I asked the gentleman walking by, “Are you the manager?” He replied in the affirmative.

Four Reasons Your Sales Force Is Unprepared to Create Value

Posted by Anthony Iannarino, Jun 29, 2013
Value is the killer app in sales. Without it, you are relegated to competing on price. Here’s why your sales force is ...

Video: Don’t Compete on Price

Posted by Anthony Iannarino, Jun 29, 2013
If price isn’t your business model, if it’s not your value proposition, then you’re not competing on price. If you have ...
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Five Lies About Selling

Posted by Anthony Iannarino, Jun 28, 2013
Here are five lies about sales and selling. Don’t believe them.

Stop Being Defensive

Posted by Anthony Iannarino, Jun 27, 2013
Sometimes you need to give your dream client proof that you’re the right partner. They challenges you with a concern, and ...

Why the Rain Dance Brings Rain

Posted by Anthony Iannarino, Jun 26, 2013
Parts of the Southwestern United States are very dry, very arid regions. In the past, the Native American tribes that lived ...

The Urgent Case for Business Acumen

Posted by Anthony Iannarino, Jun 25, 2013
The vignette that follows is true. Only the names of been changed to protect the guilty.
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The Death of Win-Win

Posted by Anthony Iannarino, Jun 23, 2013
A win-win agreement presupposes that it is possible for you and your client to come to agreement in which both of you are ...

Stop Helping Clients Chase the Bottom

Posted by Anthony Iannarino, Jun 22, 2013
A business owner sells a product. A new salesperson shows up and teaches the business owner that by changing some of the ...

Customer Loyalty Is Continuous Value Creation

Posted by Anthony Iannarino, Jun 20, 2013
You win a new client when you create new value for them. You help them solve some existing problem, creating more value ...

No One Wants a PowerPoint Presentation

Posted by Anthony Iannarino, Jun 19, 2013
No one wants a PowerPoint presentation. No one wants to watch or listen to you speak to 100 slides in your slide deck. No ...
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How Leaders Can Ensure Their Software Investments Produce Returns

Posted by Anthony Iannarino, Jun 18, 2013
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...

Rumble Strips and Feedback

Posted by Anthony Iannarino, Jun 17, 2013
You know how you are sometimes driving down the road and you run a little bit off course? Rumble strips are those lines ...

What Entrepreneurs Need to Know Now

Posted by Anthony Iannarino, Jun 16, 2013
A few weeks ago I gave the opening keynote at the Ohio Growth Summit. Michael Bowers, the program director of the Small ...

Change Occurs When You Reach Threshold

Posted by Anthony Iannarino, Jun 15, 2013
The status quo is a warm bath; it’s soothing and comfortable. Change is a cold shower; it’s surprising, shocking, and ...

Everything Looks Like a Meal to a Starving Man

Posted by Anthony Iannarino, Jun 14, 2013
The hungrier you get, the more willing you are to eat something that isn’t really good for you. If you’re starving, all of ...

The Cavalry Isn’t Coming (Part Two)

Posted by Anthony Iannarino, Jun 13, 2013
The cavalry isn’t coming to save you. You are going to have to take care of yourself. Go back and read this post.

The Three Rules (A Sales Perspective)

Posted by Anthony Iannarino, Jun 12, 2013
Whenever we find ourselves in a competitive sales situation, it never fails that we find ourselves competing on price. Our ...

The Cavalry Isn’t Coming

Posted by Anthony Iannarino, Jun 11, 2013
You’re on your own. The cavalry isn’t coming. No one is going to save you. Instead, you are going to have to save yourself.
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