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Blog Category // Sales (188)

The Elevator Speech Revisited: Why One Good Question Is Worth Five Great Statements

Posted by Anthony Iannarino, Apr 10, 2010
When you meet new people, you are invariably asked what it is you do for a living. For occasions when you meet people with ...
Information Disparity 2-part video series

You Are Already Using Scripts. Now Write Them!

Posted by Anthony Iannarino, Apr 09, 2010
Every salesperson uses a script. Period.

Coaching to Close the Gaps in Performance

Posted by Anthony Iannarino, Apr 08, 2010
No sales process is perfect. In fact, they aren’t supposed to be. The sales process is a road map that can be followed, ...

What Do You Sell? A Lesson in Personal Branding

Posted by Anthony Iannarino, Apr 07, 2010
Yesterday, a story about Tiger Woods’ lost endorsement deals appeared on Yahoo! Sports. The title, “Woods Financial Losses ...

Off the Tracks

Posted by Anthony Iannarino, Apr 06, 2010
A quick follow up to this morning’s post about dealing with client problems in execution and delivery. I received this ...
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What To Do When the Train Comes off the Tracks (or How To Make Clients for Life)

Posted by Anthony Iannarino, Apr 06, 2010
Salespeople are responsible for managing the outcomes that they sell their clients. If you sold anything even remotely ...

People Are Talking About You Behind Your Back (Five Ways To Make Sure They Say Something Nice)

Posted by Anthony Iannarino, Apr 05, 2010
In business-to-business sales, most decisions are made by consensus. There often isn’t a single decision-maker. Instead, ...

Stop Checking In with Your Prospects (and Five Better Ideas)

Posted by Anthony Iannarino, Apr 04, 2010
About every 90 days I receive a call from a company that sells a service that I use. I am more than qualified. Each time ...

Would You Buy a Brick from Ogilvy?

Posted by Anthony Iannarino, Apr 03, 2010
Yesterday David Brock wrote two posts on his blog, the first post on Ogilvy’s The World’s Greatest Salesperson Contest which ...
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No Single Encounter Beats Nurturing (And Why You Should Be More Like Richard Nixon)

Posted by Anthony Iannarino, Apr 02, 2010
If you have read this blog for anytime, you know that it stands for the practice and execution of the fundamentals that lead ...

Sales Effectiveness is Execution of the Fundamentals

Posted by Anthony Iannarino, Mar 31, 2010
Some people try to find things in this game that don’t exist but football is only two things – blocking and tackling. –Vince ...

Call Your Dream Client. Now!

Posted by Anthony Iannarino, Mar 26, 2010
Most salespeople spend too little time calling on the very best prospects, their dream clients. Most of the time this is ...

Without “Without Selling”

Posted by Anthony Iannarino, Mar 25, 2010
A cottage industry has sprung up to serve salespeople. Well, they don’t really serve salespeople. They really serve people ...
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Knowledge Is Not Power—Wisdom Is Power

Posted by Anthony Iannarino, Mar 24, 2010
There was a time when knowledge was power. Knowledge was power because so few had it and because so little was known by ...

On Advancing the Sale: Go All The Way

Posted by Anthony Iannarino, Mar 23, 2010
In the game of football, if everything goes perfectly, almost every offensive play is designed to score a touchdown. This is ...

Your Sales Process Needs an Expiration Date

Posted by Anthony Iannarino, Mar 20, 2010
For some time, I have struggled with sales processes. I love the big timeless principles, but too often they ignore the fact ...

Does Being a Trusted Advisor Mean That You Don’t Sell?

Posted by Anthony Iannarino, Mar 17, 2010
I used to really like the term “trusted advisor.” It used to seem like a nice term to capture some of the behaviors and ...

11 Ways to Guarantee Your Spot in the Bottom 80% of Salespeople

Posted by Anthony Iannarino, Mar 15, 2010
Everyone knows that the top 20% of salespeople generate 80% of the results. This is a surefire plan to not be bothered with ...

The Softness Epidemic: Sales is Too Soft

Posted by Anthony Iannarino, Mar 14, 2010
Sales is absolutely getting too soft. That’s because salespeople are getting too soft. It is our fault, and it has reached ...

4 Ways Salespeople Can Better Manage Outcomes and Achieve Results for Their Clients

Posted by Anthony Iannarino, Mar 12, 2010
1. Move From Products and Solutions to Outcomes The first way to improve your ability to achieve outcomes and real results ...

5 Ways Salespeople Can Improve Their Change Management Skills

Posted by Anthony Iannarino, Mar 10, 2010
1. Identify and Build the Team In many cases, salespeople lose more deals to the prospect deciding to take no action than ...
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