Posts by: S. Anthony Iannarino
Let's say you and your competitors both sell the same thing to your customers. You both buy the same raw materials to develop your product. You both pay $100 for those raw materials. You sell your product for $150, and your competitor sells…Continue Reading
There are a number of reasons so many sales organizations have weak pipelines. Here are 6 of them.
- You have been told not to cold call. There is no greater obstacle to creating a healthy pipeline of opportunities than an inability or…
My company had failed to keep the promise we had made. We promised our client that we would do something, it didn’t get done, and it put their business at risk. As soon as I discovered that our internal audit showed we didn’t do something we…Continue Reading
If you are a salesperson, your prospective clients are going to ask you what makes you different. You absolutely must have a thoughtful, compelling answer.
If you are a sales leader, you need to prepare your team to answer this question. It…Continue Reading