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Blog Category // Sales (23)

Top 10 Sales Challenges

Posted by Anthony Iannarino, Nov 09, 2022
Selling has never been easy, and it seems like the sales challenges continue to grow. Here are the top 10 challenges you ...
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The Seven Best Ways to Measure Sales Growth

Posted by Anthony Iannarino, Nov 07, 2022
When we talk about sales growth, we are looking at the increase in revenue in a period. For example, in 2021 you generated ...

The Art of Sales

Posted by Anthony Iannarino, Nov 03, 2022
Some people believe that selling is a job or a profession, while others believe it is a set of skills one can acquire. ...

Increasing Average Close Rate for Sales

Posted by Anthony Iannarino, Nov 01, 2022
The close rate, also called the win rate, is a common statistic for measuring sales effectiveness. The average close rate ...

5 Sales Rep Best Practices To Drive Sales in 2023

Posted by Anthony Iannarino, Oct 30, 2022
Are you hitting your targets? If not, you aren’t alone: Only an estimated sixty percent of reps hit their quotas.
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Two Approaches to Top Down Selling [+ EXAMPLES]

Posted by Anthony Iannarino, Oct 27, 2022
You’re looking to learn some new sales techniques to help you crush your targets, and you’re wondering if top down selling ...

How to Improve Your Virtual Selling

Posted by Anthony Iannarino, Oct 26, 2022
Selling is challenging enough without having to do it at a distance. While the combination of video and audio is better than ...

The Value of Sales Opportunity Stages in a Nonlinear Process

Posted by Anthony Iannarino, Oct 25, 2022
Once, questioning the sales process would have been the equivalent of suggesting the Earth was flat. Sales leaders believed ...

5 Reasons to Love Working In Sales

Posted by Anthony Iannarino, Oct 24, 2022
Why work in sales, My first sales job was delivering newspapers. I knocked on people's front doors and asked them to ...
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A List of Sales Objectives Worth Pursuing

Posted by Anthony Iannarino, Oct 22, 2022
Every sales leader and their team has the primary sales objective of increasing their revenue. To achieve that, different ...

Business Development versus Sales

Posted by Anthony Iannarino, Oct 19, 2022
The profession of sales continues to evolve. Over time, the role of the salesperson has been sliced into two different ...

The New Conversation Starter in Sales

Posted by Anthony Iannarino, Oct 16, 2022
There is a new conversation starter in B2B selling. It is more effective than other, older conversations because it respects ...

How to Increase Customer Lifetime Value

Posted by Anthony Iannarino, Oct 14, 2022
Lifetime value is what you expect a client to spend with you over the course of your relationship. Let's assume a large ...
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What Is a Trigger Event?

Posted by Anthony Iannarino, Oct 13, 2022
A trigger event is something that forces a company to change. For example, at the time of this writing, the Federal Reserve ...

The New Sales Collateral

Posted by Anthony Iannarino, Oct 09, 2022
The salesperson working for a small company may worry they have too little sales collateral, while those who work for very ...

7 Value Creation Strategies

Posted by Anthony Iannarino, Oct 06, 2022
Many salespeople score poorly because the client doesn’t find their conversation valuable. Your prospective client will ...

8 Sales Mistakes to Avoid

Posted by Anthony Iannarino, Oct 05, 2022
I am not a researcher. What I know about sales comes from my experience selling. At age 13, I delivered newspapers and got ...

How to Measure Sales Productivity

Posted by Anthony Iannarino, Oct 01, 2022
The Oxford English Dictionary offers two definitions for productivity. The first is "the state or quality of being ...

A Sales Pitch Template for B2B Sales

Posted by Anthony Iannarino, Sep 25, 2022
You've finished your discovery process and collaborated with your contacts on what they need. You've also done your best to ...

Can You Teach Me How to Sell?

Posted by Anthony Iannarino, Sep 23, 2022
The answer to the question, "Can you teach me how to sell?" is “Yes, I can teach you how to sell.” But the answer is also, ...

How to Improve Your Sales Skills

Posted by Anthony Iannarino, Sep 22, 2022
In personal or professional development, you can’t cheat. To improve yourself or your teams, you must do the work. The ...
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