Comments for S. Anthony Iannarino http://thesalesblog.com The Sales Blog Wed, 23 May 2012 12:36:00 +0000 hourly 1 http://wordpress.org/?v=3.3.2 Comment on No Apologies (If You Are a Value Creator) by Mike Rudd http://thesalesblog.com/blog/2012/05/22/no-apologies-if-you-are-a-value-creator/comment-page-1/#comment-10088 Mike Rudd Wed, 23 May 2012 12:36:00 +0000 http://thesalesblog.com/?p=37434#comment-10088 Great post Anthony!  One that always works for me because I think I am trying to create value and a lot of folks in my industry don't have the reputation for it is I say "Look I am not going to waste any of your time, why I want to do that." That works more times than not...the reason it does it so many times people do waste their time! Great post Anthony!  One that always works for me because I think I am trying to create value and a lot of folks in my industry don’t have the reputation for it is I say “Look I am not going to waste any of your time, why I want to do that.”
That works more times than not…the reason it does it so many times people do waste their time!

]]> Comment on No Apologies (If You Are a Value Creator) by Brian Ahearn http://thesalesblog.com/blog/2012/05/22/no-apologies-if-you-are-a-value-creator/comment-page-1/#comment-10087 Brian Ahearn Wed, 23 May 2012 11:46:00 +0000 http://thesalesblog.com/?p=37434#comment-10087 Excellent observations Anthony. It reminds me of the typical answer to, "How are you?" Most people say, "Not too bad." as if bad is the standard and if they can get just a little bit away from it that's good enough for them. What we say reveals what we think and it matters. Keep up the great work. Brian Excellent observations Anthony. It reminds me of the typical answer to, “How are you?” Most people say, “Not too bad.” as if bad is the standard and if they can get just a little bit away from it that’s good enough for them. What we say reveals what we think and it matters. Keep up the great work.

Brian

]]> Comment on The Risks In Selling Your Client Something Less Than They Need by Tim Richards http://thesalesblog.com/blog/2012/05/21/the-risks-in-selling-your-client-something-less-than-they-need/comment-page-1/#comment-10086 Tim Richards Wed, 23 May 2012 09:53:00 +0000 http://thesalesblog.com/?p=37422#comment-10086 Excellent article Anthony, really enjoy reading your very wise and very well written observations.  Excellent article Anthony, really enjoy reading your very wise and very well written observations. 

]]> Comment on No Apologies (If You Are a Value Creator) by Nicholas @ FastBlink http://thesalesblog.com/blog/2012/05/22/no-apologies-if-you-are-a-value-creator/comment-page-1/#comment-10083 Nicholas @ FastBlink Wed, 23 May 2012 01:40:00 +0000 http://thesalesblog.com/?p=37434#comment-10083 Great advice! I never really thought about the negative effects of those lines, having said them myself many times. It definitely shows that we need to carefully consider every word. Great advice! I never really thought about the negative effects of those lines, having said them myself many times. It definitely shows that we need to carefully consider every word.

]]> Comment on What I Have Against the New Buying Process by Todd Hockenberry http://thesalesblog.com/blog/2012/05/08/what-i-have-against-the-new-buying-process/comment-page-1/#comment-10076 Todd Hockenberry Mon, 21 May 2012 21:47:00 +0000 http://thesalesblog.com/?p=37259#comment-10076 You are correct about salespeople having a greater opportunity today to create value than ever - the problem is most don't, won't or can't so buyers, time stressed as they are, look for other ways to shorten the buying cycle including using websites to qualify potential partners.  Good salespeople recognize the changing ways people gather information and insert themselves into that information flow in a way that attracts prospects to them.  If they don't then the websites and white papers will be all the prospect will ever know about them.  Great salespeople love these changes as it gives them even more access to great prospects as well as tools to build their reputation and connections. You are correct about salespeople having a greater opportunity today to create value than ever – the problem is most don’t, won’t or can’t so buyers, time stressed as they are, look for other ways to shorten the buying cycle including using websites to qualify potential partners.  Good salespeople recognize the changing ways people gather information and insert themselves into that information flow in a way that attracts prospects to them.  If they don’t then the websites and white papers will be all the prospect will ever know about them.  Great salespeople love these changes as it gives them even more access to great prospects as well as tools to build their reputation and connections.

]]> Comment on Driving the Wedge Between Your Dream Client and Your Competitor by Drive a Wedge Between Your Client and the Sales Competition | OpenView http://thesalesblog.com/blog/2012/05/17/driving-the-wedge-between-your-dream-client-and-your-competitor/comment-page-1/#comment-10075 Drive a Wedge Between Your Client and the Sales Competition | OpenView Mon, 21 May 2012 15:18:27 +0000 http://thesalesblog.com/?p=37375#comment-10075 [...] need to drive a wedge between your dream client and your competitor,” writes S. Anthony Iannarino. “You do that [...] [...] need to drive a wedge between your dream client and your competitor,” writes S. Anthony Iannarino. “You do that [...]

]]> Comment on Powered by People by Chaydo007 http://thesalesblog.com/blog/2012/05/20/powered-by-people/comment-page-1/#comment-10074 Chaydo007 Mon, 21 May 2012 14:06:00 +0000 http://thesalesblog.com/?p=37403#comment-10074 I agree most fall on the salespeople. Although if you have a poor sales process or poor strategy in terms of go to market you are making it harder for your people than helping. I agree most fall on the salespeople. Although if you have a poor sales process or poor strategy in terms of go to market you are making it harder for your people than helping.

]]> Comment on Proximity to Power Is Power by Dave Young http://thesalesblog.com/blog/2012/05/19/proximity-to-power-is-power/comment-page-1/#comment-10068 Dave Young Sun, 20 May 2012 16:48:00 +0000 http://thesalesblog.com/?p=37396#comment-10068 This is a great observation. In our company, it is just as often that our service will be brought to a CEO by someone in the proximal inner circle.  This is a great observation. In our company, it is just as often that our service will be brought to a CEO by someone in the proximal inner circle. 

]]> Comment on How Has This Blog Helped You? by Roz Bennetts http://thesalesblog.com/blog/2012/05/14/how-has-this-blog-helped-you/comment-page-1/#comment-10064 Roz Bennetts Sat, 19 May 2012 23:28:00 +0000 http://thesalesblog.com/?p=37332#comment-10064 Hi Anthony, I've been reading your posts for about a year now and you're my favourite sales blogger. You've helped me understand where I'm good and where I need to improve, what to focus on, what's important and why. You're current and relevant and understand the game has changed to value creation and the necessity for business acumen. This was not the way I was taught to sell, it was kind of nice to have but now it's essential and I need to change and the change required (if you'll excuse me) is a quantum leap over and above basic sales skills which I believe I have pretty well honed. You write about where I need to be and I listen. And where I can I promote your blog, as I appreciate what you do for me, I do. So congratulations on your 1000th post, I hope you're doing really well in your business as you deserve it and I hope to meet you in person one day when you're next in Blighty! Roz Hi Anthony, I’ve been reading your posts for about a year now and you’re my favourite sales blogger. You’ve helped me understand where I’m good and where I need to improve, what to focus on, what’s important and why.

You’re current and relevant and understand the game has changed to value creation and the necessity for business acumen.

This was not the way I was taught to sell, it was kind of nice to have but now it’s essential and I need to change and the change required (if you’ll excuse me) is a quantum leap over and above basic sales skills which I believe I have pretty well honed. You write about where I need to be and I listen. And where I can I promote your blog, as I appreciate what you do for me, I do. So congratulations on your 1000th post, I hope you’re doing really well in your business as you deserve it and I hope to meet you in person one day when you’re next in Blighty! Roz

]]> Comment on Knowing What Not To Do (A Note to the Sales Manager) by S. Anthony Iannarino http://thesalesblog.com/blog/2012/05/16/knowing-what-not-to-do-a-note-to-the-sales-manager/comment-page-1/#comment-10057 S. Anthony Iannarino Fri, 18 May 2012 12:41:00 +0000 http://thesalesblog.com/?p=37363#comment-10057 It's true of leadership across the board! It’s true of leadership across the board!

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