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Blog Category // Sales (19)

Enhance Customer Loyalty in B2B Sales with Value Creation

Posted by Anthony Iannarino, Mar 28, 2023
Customer loyalty is critical for growth companies. B2B sales organizations that lose clients (churn) must recover lost ...
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How to Increase Revenue in B2B Sales with Value Creation

Posted by Anthony Iannarino, Mar 27, 2023
B2B sales organizations sell to other companies. Sales leaders and their sales teams are responsible for an increase in B2B ...

What is Value Creation in B2B Sales?

Posted by Anthony Iannarino, Mar 26, 2023
Every sales organization and sales professional must choose between two sales approaches: traditional and modern. The ...

Important B2B Sales Enablement Metrics to Measure Performance and ROI

Posted by Anthony Iannarino, Mar 24, 2023
The investment you make in sales enablement ensures your sales force's effectiveness and will allow sales teams to create ...

B2B Sales Fundamentals for Beginners - A Comprehensive Guide

Posted by Anthony Iannarino, Mar 22, 2023
Over time, buyers have changed, and sellers have had to follow. B2B salespeople have had to find new ways to create value ...
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The Art of Certainty - How Consultative Selling Helps B2B Buyers Make Confident Decisions

Posted by Anthony Iannarino, Mar 21, 2023
You might have found sales success using a positioning statement about your company and your offerings. You may have found ...

Make It Rain - How to Become a B2B Sales Rainmaker

Posted by Anthony Iannarino, Mar 20, 2023
There are rainmakers and rain barrels. The rainmaker makes rain by creating opportunities and generating sales and income. ...

Building Strong Relationships - Key Principles of Account Management

Posted by Anthony Iannarino, Mar 18, 2023
If you are in sales long enough, you will notice sales organizations (not yours) and some salespeople (not you), underinvest ...

6 Challenges of B2B Social Selling (And How To Overcome Them)

Posted by Anthony Iannarino, Mar 17, 2023
According to Linkedin, seventy-eight percent of the salespeople engaged in social selling are outselling their peers who are ...
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Pity the Prospect: A Manifesto on Value Creation in B2B Sales

Posted by Anthony Iannarino, Mar 16, 2023
The writer Kurt Vonnegut used to tell his students to "pity the reader." Vonnegut wanted his students to slow down and think ...

The Value Proposition of Your First Meeting in B2B Sales

Posted by Anthony Iannarino, Mar 13, 2023
In The Lost Art of Closing: Winning the 10 Commitments That Drive Sales, you will find one of the most powerful sales ...

7 Vital Sales Negotiation Skills Every Rep Needs

Posted by Anthony Iannarino, Mar 09, 2023
In 2010, I said that “Negotiation is the art of the deal.” And it’s still true today.

The Strategy of Selling: 5 Top Sales Strategies

Posted by Anthony Iannarino, Mar 07, 2023
Having the best product or solution on the market isn’t enough to close more deals. You can have all the best features and ...
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Weak Strategies and the New B2B Sales Rapport

Posted by Anthony Iannarino, Mar 05, 2023
In sales, it helps to be known, liked, and trusted. Anyone who argues against the idea that salespeople no longer need to be ...

B2B Sales Funnel vs B2C Sales Funnel: 4 Fundamental Differences

Posted by Anthony Iannarino, Feb 19, 2023
We’ve all heard the saying, “trying to fit a square peg in a round hole.”

Improve Sales Forecasts with Individually Weighted Pipelines

Posted by Anthony Iannarino, Feb 18, 2023
Most of the time, sales organizations accept their reps’ low win percentages and the linear stages of the sales process. ...

The Rise of Techno-Brutes and the Regression of B2B Sales

Posted by Anthony Iannarino, Feb 13, 2023
There are many problems plaguing B2B sales organizations, but the one that garners the most attention relates to how buyers ...

The Five Must-Have Attributes to Win B2B C-Suite Level Sales

Posted by Anthony Iannarino, Feb 02, 2023
To win C-suite–level sales, you need a set of attributes most salespeople lack. Without them, your chances of winning over ...

How to Be a Better B2B Salesperson by Creating Greater Value

Posted by Anthony Iannarino, Feb 01, 2023
There are a lot of ideas about how to be a better B2B salesperson. For example, you could prospect more, something most ...

Uncovering 9 Closed Lost Reasons + Winning Sales Strategies

Posted by Anthony Iannarino, Jan 27, 2023
There is nothing worse than having to mark an opportunity record in your CRM as "closed lost." The second-worst prompt is ...

Blue Ocean vs. Red Ocean & the Impact on Your Ability to Win Deals

Posted by Anthony Iannarino, Jan 26, 2023
In sales, differentiation is critically important to success. One of the most popular business differentiation strategies is ...
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