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Blog Category // Modern Sales Approach (5)

The Detrimental Reliance on Product in Sales

Posted by Anthony Iannarino, May 02, 2022
Recently someone responded to a LinkedIn post suggesting the most important thing for the salesperson to know is their ...
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The OneUp Approach to Differentiation

Posted by Anthony Iannarino, Apr 29, 2022
There is a lot of talk about differentiation in sales, and almost every sales organization pursues sales in the same way, ...

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 ...

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 ...

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 ...
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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 ...

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 ...

Your Contacts Are a Reflection of Your Value

Posted by Anthony Iannarino, Mar 29, 2022
After I started providing an executive briefing during quarterly business reviews with my contacts, executive leaders ...

How to Be Truly Consultative

Posted by Anthony Iannarino, Mar 24, 2022
The evolution of the complex B2B sale has all but eliminated "transactional" approaches and is now moving past ...
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The New Qualifications in B2B Sales

Posted by Anthony Iannarino, Mar 21, 2022
There are not too many sales experiences worse than being qualified over the telephone. Having someone waste your time ...

On Your Reluctance to Change

Posted by Anthony Iannarino, Mar 07, 2022
How is it that professional salespeople—people who spend a good amount of their time helping clients change—refuse to change ...

Answering 'Why Change Now' for Your Clients

Posted by Anthony Iannarino, Mar 06, 2022
To understand how sales has changed, you must recognize the limitation of the "legacy solution" approach we've practiced for ...

The Problem with Fear-Based Sales Approaches

Posted by Anthony Iannarino, Mar 04, 2022
Some of the older approaches to sales are based on a fear of the prospective client. Fear is a crippling emotion in sales, ...
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The Continuing Evolution of B2B Sales

Posted by Anthony Iannarino, Mar 03, 2022
The dramatic changes in our 21st-century environment have touched every part of our lives, including our companies and our ...

The Truth At Any Cost

Posted by Anthony Iannarino, Feb 26, 2022
When a client removes you as a partner and replaces you with a competitor, it’s because they believe you are not providing ...

What Most Get Wrong About Insight-Based Selling

Posted by Anthony Iannarino, Feb 24, 2022
We sometimes reduce a strategy to a brief description, without providing a deep enough explanation to communicate how and ...

How to Know Your Sales Approach is Outdated

Posted by Anthony Iannarino, Feb 16, 2022
Three generations of sales approaches are being used today. The oldest of the three is over fifty years old and designed to ...

The Change in B2B Sales and How to Modernize Your Approach

Posted by Anthony Iannarino, Feb 10, 2022
As the world continues to change, we know that we must change with it. But it’s often difficult to recognize when it is time ...

18 Assertions on What You Bring to the Table in Modern Sales

Posted by Anthony Iannarino, Oct 29, 2021
Setting the Table When you and your prospective client sit down at a literal table they bring a lot of figuratively tasty ...

4 Steps in the Certainty Sequence for Modern Sales

Posted by Anthony Iannarino, Aug 20, 2021
Change follows a subtle but consistent pattern: Uncertainty → Certainty of Negative Consequences (Threshold) → Uncertainty → ...

When Your Company Uses a Legacy Approach

Posted by Anthony Iannarino, Aug 17, 2021
The Gist: The legacy approaches are inadequate for today's B2B sales environment. Most sales organizations missed the ...
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