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The Importance of Reading and Research in B2B Sales

The Importance of Reading and Research in B2B Sales

Posted by Anthony Iannarino, Aug 08, 2023
Mark Twain once said that someone who doesn’t read is no better off than someone who can’t read. Yet, here we are in the third decade of the 21st century and we are post-literate. Most people you learned about in school—due to their accomplishments—were readers. They ...
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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 ...
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What Your Buyer Needs From You

Posted by Anthony Iannarino, Aug 03, 2023
If you believe that selling is difficult, know that buying is often more difficult. Part of what makes buying challenging is ...

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 ...
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Priorities, Focus, and the Discipline to Get Things Done

Posted by Anthony Iannarino, Jul 30, 2023
People who want to get things done must determine their priorities so they can act on their self-discipline to ensure they ...

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 ...

Until You Kill Your Darlings

Posted by Anthony Iannarino, Jul 28, 2023
The pull of habit and an unwillingness to change will prevent you from improving your results in sales. Even worse, as the ...

The Only Technology That Wins B2B Sales

Posted by Anthony Iannarino, Jul 27, 2023
As sales tech stacks grow, consuming more time and becoming more expensive, sales results continue to plummet. Far be it ...
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No One Wants to Talk to Me

Posted by Anthony Iannarino, Jul 26, 2023
To succeed in sales, you need a growth mindset that will allow you to persist after being told no. You also need to be ...

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 ...

How to Acquire More Client Time in B2B Sales

Posted by Anthony Iannarino, Jul 24, 2023
Leaders who push for sales velocity have things backward. Any suggestion that a salesperson should try to speed up the sales ...

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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The Unwillingness to Change

Posted by Anthony Iannarino, Jul 22, 2023
In politics, if a candidate changes their position on an issue, they will be accused of flip-flopping. The accusation is ...

The Price of a Meeting

Posted by Anthony Iannarino, Jul 21, 2023
A recent LinkedIn post included a screenshot of a Google calendar invitation for a “Very Important Meeting” at Shopify. ...

Chasing Mastery in Sales

Posted by Anthony Iannarino, Jul 20, 2023
Selling may be your job. You might have fallen into a sales role because you needed work, or perhaps the allure of making ...

How to Manage Your Sales Day

Posted by Anthony Iannarino, Jul 19, 2023
Without a plan for your day, you are likely to waste time. Look at your calendar and notice how much white space is ...
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