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Blog Category // Sales (17)

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 ...
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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 ...

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 ...
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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 ...

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 ...

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 ...
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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 ...

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 and When to Engage with Client Problems

Posted by Anthony Iannarino, Jul 15, 2023
At the first sign of trouble, the salesperson who disappears has damaged their relationship and put future business at risk. ...

Sounding the Alarm on Sales Effectiveness

Posted by Anthony Iannarino, Jul 14, 2023
Humans tend to get better at things over time. For example, if you were to need surgery, you’d be better off needing it now ...
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What We Owe Each Other in Sales

Posted by Anthony Iannarino, Jul 07, 2023
Occasionally, it is helpful to remember what we owe each other. The sales force has an obligation to their company, and the ...

The Buyer's Burden

Posted by Anthony Iannarino, Jul 06, 2023
If you believe that selling is difficult, try buying. To get a better sense of the buyer’s burden, draw on empathy, a ...

Your Buyer Wants to Discover Something in the Sales Conversation

Posted by Anthony Iannarino, Jul 02, 2023
It wasn’t the salesperson’s fault. He was young and unprepared, wearing a ball cap with his tech company’s logo and a ...

How Many Deals Do You Have to Lose Before You Focus on Effectiveness

Posted by Anthony Iannarino, Jul 01, 2023
Every day, salespeople lose deals. Sometimes, it’s because of an unforced error, and other times it’s because the competitor ...

10 Obligations You Are Responsible for in the Sales Conversation

Posted by Anthony Iannarino, Jun 29, 2023
You have asked your prospective client for a first meeting and they have agreed to give you their time. This means you have ...

Your Effect and Sales Effectiveness

Posted by Anthony Iannarino, Jun 28, 2023
There is nothing more important for a salesperson than sales effectiveness. If you want to measure your sales effectiveness, ...

The Cult of Sales Efficiency and the Cult of Effectiveness

Posted by Anthony Iannarino, Jun 26, 2023
The cult of sales efficiency worships at the altar of more, faster, and automation—the Gods they worship. They believe that ...

Your Value Proposition Isn't Valuable in an Early Sales Conversation

Posted by Anthony Iannarino, Jun 25, 2023
In two interactions in the past week, I listened to two salespeople who believed they were using their value proposition to ...
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