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Blog Category // Sales (2)

If I Were Your Prospective Client

Posted by Anthony Iannarino, Aug 23, 2023
If I were your prospective client, I would tell you your emails are invisible. I would tell you I am a busy person with a ...
sales-hustler

The Problem of Needing Deals More than Your Client Needs Your Help

Posted by Anthony Iannarino, Aug 21, 2023
There are two types of salespeople: those who need a deal and those who don’t. Sales organizations also fit into one of ...

Selling the Relationship

Posted by Anthony Iannarino, Aug 20, 2023
There are two ways you might sell. The first uses a transactional sales approach in which the sales rep takes an order. ...

The Implications for Transactional Sales Approaches

Posted by Anthony Iannarino, Aug 19, 2023
Every sales leader wants greater revenue, which is the primary strategic outcome for which they are responsible. However, ...

Free Range Salespeople vs. Technology Pod Dwellers

Posted by Anthony Iannarino, Aug 18, 2023
The last few posts I published on LinkedIn have revealed generational differences. The content suggested salespeople should ...
Sales Manager Challenge

The Lies Salespeople Tell Themselves About Clients Not Wanting to Meet in Person

Posted by Anthony Iannarino, Aug 17, 2023
A salesperson commented that he had not had a face-to-face meeting since 2020, even though he has asked for a face-to-face ...

How to Prepare for a Sales Call

Posted by Anthony Iannarino, Aug 16, 2023
After you have made hundreds or thousands of sales calls, you can become so comfortable that you stop preparing for a sales ...

Sales Reps vs. Research Platforms and Impact

Posted by Anthony Iannarino, Aug 13, 2023
Yesterday, an entrepreneur engaged with a post about what buyers need from you. His platform allows sales organizations to ...

The Story Your Client Needs to Hear

Posted by Anthony Iannarino, Aug 11, 2023
You have been taught, trained, and told stories in sales. These stories may include your company’s history, starting from ...
sales-accelerator-team

Sell To People Who Buy What You Sell

Posted by Anthony Iannarino, Aug 10, 2023
B2B sales continues to regress as many leaders value efficiency above all else. For these leaders, they believe that they ...

B2B Sales and the Dance

Posted by Anthony Iannarino, Aug 09, 2023
For as long as anyone can remember, sales leaders have sought a way to ensure their team wins deals. They spent a lot of ...

Following Up with Existing Clients in B2B Sales

Posted by Anthony Iannarino, Aug 07, 2023
After a long pursuit, you have won your dream client. You have a signed contract, your operations team is executing, and you ...

Our Communication Breakdown in B2B Sales

Posted by Anthony Iannarino, Aug 06, 2023
Many salespeople want to act strategically but choose transactional communication mediums. You may believe no one wants to ...

Enduring Principles and Changing Sales Methodologies

Posted by Anthony Iannarino, Aug 05, 2023
Occasionally, I am challenged on my belief that sales has evolved—and it continues to. I often hear something like, “The old ...

The Importance of Self-Reporting in B2B Sales

Posted by Anthony Iannarino, Aug 04, 2023
Your CRM can capture dozens of metrics. It can record each salesperson’s activities, document opportunities as they ...

Why Ask Your Clients for Their Strategic Outcomes

Posted by Anthony Iannarino, Aug 02, 2023
Theodore Levitt, a marketing professor at Harvard Business School taught his students that people don’t buy drills; they buy ...

How to Not Sell - An Observation

Posted by Anthony Iannarino, Aug 01, 2023
Most of what you read here are articles designed to help you sell more by selling better. But lately, I have noticed that a ...

What Did Your Client Learn?

Posted by Anthony Iannarino, Jul 31, 2023
In a workshop with an excellent sales force, we played a game from Elite Sales Strategies: A Guide to Being One-Up, Creating ...

How to Win a Client for Life

Posted by Anthony Iannarino, Jul 29, 2023
You can compete to allow you to win an order or a project, and you can compete to win a client for life. Once you succeed in ...

The High Cost of Inaction in Sales

Posted by Anthony Iannarino, Jul 25, 2023
Between emails, text messages, the internet, Slack, and other interruptions, it is easy to be distracted by the overwhelming ...

The Regression of B2B Sales to a Transaction

Posted by Anthony Iannarino, Jul 23, 2023
Instead of progressing, B2B sales is regressing back to transactional approaches. Sales organizations and sales reps should ...
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