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Blog Category // 2022 (13)

6 Results-Driven Sales Scripts Used by Top Salespeople

Posted by Anthony Iannarino, Apr 20, 2022
Is your close rate where you want it to be? If not, the problem may be in your phone game. In fact, 86% of prospects aren’t ...
Information Disparity 2-part video series

Elite Sales Strategies

Posted by Anthony Iannarino, Apr 19, 2022
Today we release my fourth book, Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly ...

The Benefits of Being One Down

Posted by Anthony Iannarino, Apr 19, 2022
On Tuesday, April 19, 2022, my fourth book, Elite Sales Strategies: A guide to being One Up, Creating Value, and Becoming ...

9 Sales Rules for Surviving the Red Ocean

Posted by Anthony Iannarino, Apr 18, 2022
No one wants to live in the Red Ocean, but if you believe the Blue Ocean is somehow better, look at the short time Netflix ...

The New Fundamentals in B2B Sales

Posted by Anthony Iannarino, Apr 17, 2022
Disclosure: Not everything in sales or buying has changed. There are plenty of fundamentals still effective and useful. The ...
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Sales Strategy Presentation - Sales Growth Strategy Tips

Posted by Anthony Iannarino, Apr 16, 2022
As a sales professional, you’re used to selling to customers, but selling to stakeholders in your own organization is a ...

The Obligation to Solve the Client's Problem Before They Have It

Posted by Anthony Iannarino, Apr 15, 2022
Ask any salesperson if they would like to be their client's trusted advisor and you will find few rejecting the opportunity ...

Documenting the Methodologies of the Modern Sales Approach

Posted by Anthony Iannarino, Apr 14, 2022
The four books I have written and published are really one big book, based on one big idea. That idea is that the craft of ...

Ultimate Sales Strategy Template - Sales Growth Strategy

Posted by Anthony Iannarino, Apr 13, 2022
Draw a perfect circle, $3,000 is on the line. Now would you rather attempt that freehand, or with a template? Easy answer, ...
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Paying the Price for Lowering Your Price

Posted by Anthony Iannarino, Apr 12, 2022
There is nothing wrong with selling whatever it is you sell at a lower price than your competitors if that is the value you ...

Salespeople Are Not Problem Solvers, They're Business Improvement Specialists

Posted by Anthony Iannarino, Apr 11, 2022
The idea that salespeople solve problems is true. But this is mostly only true when solving the problem means selling their ...

Your Deal is Your Client's Change Initiative

Posted by Anthony Iannarino, Apr 10, 2022
We sometimes think too little about the challenges our clients experience when they engage with us. While we are trying to ...

8 Types of Sales Training Courses That Actually Work

Posted by Anthony Iannarino, Apr 09, 2022
Sales training is useless. At least that’s a common myth we’ve heard from salespeople who have experienced outdated and ...
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On a Sense of Control and Perspective

Posted by Anthony Iannarino, Apr 08, 2022
Recently, I switched my project and task manager from Todoist (a great tool, and one I have enjoyed using over a number of ...

Sales Strategy Examples - Polish Sales Pipeline Management

Posted by Anthony Iannarino, Apr 07, 2022
A football team would never hike the ball without calling a play: Your sales team should operate in the same way. For your ...

The Value of the Sales Conversation vs. Your Solution

Posted by Anthony Iannarino, Apr 06, 2022
There is a difference between the value created in the sales conversation and the value of your product or service, one or ...

Different Exactly Like Everyone Else

Posted by Anthony Iannarino, Apr 05, 2022
To create a preference to buy what you sell, you must create some kind of meaningful differentiation. But most salespeople ...

On the Nature of Consultative Sales

Posted by Anthony Iannarino, Apr 04, 2022
After posting an article on LinkedIn, a reader commented to ask me about a line in the article that reads: “If the only ...

10 Better Reasons to Ask Questions Instead of Identifying Problems

Posted by Anthony Iannarino, Apr 02, 2022
How on Earth is it possible that you don't already know what problems your clients have? How could you not already know what ...

Talking About Money in Sales

Posted by Anthony Iannarino, Apr 01, 2022
There are some questions that salespeople just don’t like to ask their clients—usually out of fear that they’ll come across ...

Why the Best Sales Conversation Wins

Posted by Anthony Iannarino, Mar 31, 2022
Imagine a company is exploring some significant change. They've looked at a number of potential partners online, all of whom ...
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