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Blog Category // Sales (19)

The Value of Face-to-Face Sales Calls in a Digital World

Posted by Anthony Iannarino, Apr 16, 2023
One of the negative outcomes of the pandemic was the shift from meeting with your clients in real life to virtual. It can be ...
Information Disparity 2-part video series

How Your Sales Meeting Agenda Is Killing Your Deals

Posted by Anthony Iannarino, Apr 14, 2023
My client in Cincinnati stopped me from turning on my laptop. I was preparing to share my company’s slide deck, but before I ...

Eight Rapport Building Mistakes That Cost You Deals

Posted by Anthony Iannarino, Apr 10, 2023
Some sales gurus will try to convince you that you need not be known, liked, and trusted to win deals in B2B sales. Some of ...

The Ultimate Guide to Building a Successful B2B Sales Funnel

Posted by Anthony Iannarino, Apr 07, 2023
A sales funnel is a concept that illustrates the various stages of a customer's purchase decision process. While sales ...

The Ultimate Guide to Sales Growth Initiatives-Boost Your Revenue in 2023

Posted by Anthony Iannarino, Apr 06, 2023
Supply chain issues and wage growth have been pushing the Fed to raise rates faster than ever, but despite these strong ...
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Expert B2B Sales Plays & Best Practices

Posted by Anthony Iannarino, Apr 04, 2023
How you sell is a major factor in sales success. Even though the sales process is no longer linear, we still divide it into ...

Are You Creating Value, Building Value or Adding Value?

Posted by Anthony Iannarino, Apr 03, 2023
As a writer, I care deeply about words. Words and phrases have meanings. When used incorrectly, words can confuse others or ...

Top Sales Operations KPIs to Track & Optimize

Posted by Anthony Iannarino, Apr 02, 2023
Sales operations is the business function responsible for supporting the sales force by improving efficiency and ...

Revolutionize B2B Sales: 5 Strategies for Team Success!

Posted by Anthony Iannarino, Apr 01, 2023
As B2B sales organizations continue to reorganize their go-to-market (GTM) sales teams, there is a convergence into revenue ...
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6 B2B Sales Strategies that High-Growth Teams Use to Crush Targets

Posted by Anthony Iannarino, Mar 30, 2023
You wouldn’t expect an NFL team to head into a game without having their plays ironed out. Similarly, your sales team can’t ...

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 ...

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 ...
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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 ...

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 ...

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 ...
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