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Blog Category // Sales (16)

When You Try to Cheat Nature, Nature Cheats Back

Posted by Anthony Iannarino, Aug 30, 2023
So many of us try to cheat nature. Instead of doing the right thing, in the right way, at the right time, we look for ...
Information Disparity 2-part video series

How to Break Your Client's Trust

Posted by Anthony Iannarino, Aug 29, 2023
I received a LinkedIn message from a supposed salesperson who suggested he wanted to introduce me to a prospect. I accepted ...

The Increasing Folly of the Linear Sales Process

Posted by Anthony Iannarino, Aug 28, 2023
The promise of the linear sales process was that every salesperson could follow it to win enough deals to hit their targets. ...

A List of Strategic Advantages In B2B Sales

Posted by Anthony Iannarino, Aug 27, 2023
One salesperson wins a client’s business. All the other salespeople competing for the client lose the opportunity. In a ...

9 Ways to Improve Your Sales Results

Posted by Anthony Iannarino, Aug 26, 2023
There are many things you can do to improve your sales results, and nearly all of them conflict with the current fads and ...
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The Oddity of Emailing Your Client

Posted by Anthony Iannarino, Aug 25, 2023
In the past couple of weeks, salespeople have claimed that their clients don’t want to meet with them face-to-face. One ...

If I Were Your Prospective Client

Posted by Anthony Iannarino, Aug 23, 2023
If I were your prospective client, I would tell you your emails are invisible. I would tell you I am a busy person with a ...

The Problem of Needing Deals More than Your Client Needs Your Help

Posted by Anthony Iannarino, Aug 21, 2023
There are two types of salespeople: those who need a deal and those who don’t. Sales organizations also fit into one of ...

Selling the Relationship

Posted by Anthony Iannarino, Aug 20, 2023
There are two ways you might sell. The first uses a transactional sales approach in which the sales rep takes an order. ...
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The Implications for Transactional Sales Approaches

Posted by Anthony Iannarino, Aug 19, 2023
Every sales leader wants greater revenue, which is the primary strategic outcome for which they are responsible. However, ...

Free Range Salespeople vs. Technology Pod Dwellers

Posted by Anthony Iannarino, Aug 18, 2023
The last few posts I published on LinkedIn have revealed generational differences. The content suggested salespeople should ...

The Lies Salespeople Tell Themselves About Clients Not Wanting to Meet in Person

Posted by Anthony Iannarino, Aug 17, 2023
A salesperson commented that he had not had a face-to-face meeting since 2020, even though he has asked for a face-to-face ...

How to Prepare for a Sales Call

Posted by Anthony Iannarino, Aug 16, 2023
After you have made hundreds or thousands of sales calls, you can become so comfortable that you stop preparing for a sales ...
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Sales Reps vs. Research Platforms and Impact

Posted by Anthony Iannarino, Aug 13, 2023
Yesterday, an entrepreneur engaged with a post about what buyers need from you. His platform allows sales organizations to ...

The Story Your Client Needs to Hear

Posted by Anthony Iannarino, Aug 11, 2023
You have been taught, trained, and told stories in sales. These stories may include your company’s history, starting from ...

Sell To People Who Buy What You Sell

Posted by Anthony Iannarino, Aug 10, 2023
B2B sales continues to regress as many leaders value efficiency above all else. For these leaders, they believe that they ...

B2B Sales and the Dance

Posted by Anthony Iannarino, Aug 09, 2023
For as long as anyone can remember, sales leaders have sought a way to ensure their team wins deals. They spent a lot of ...

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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