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Blog Category // Sales (23)

7 Value Creation Strategies

Posted by Anthony Iannarino, Oct 06, 2022
Many salespeople score poorly because the client doesn’t find their conversation valuable. Your prospective client will ...
Information Disparity 2-part video series

8 Sales Mistakes to Avoid

Posted by Anthony Iannarino, Oct 05, 2022
I am not a researcher. What I know about sales comes from my experience selling. At age 13, I delivered newspapers and got ...

How to Measure Sales Productivity

Posted by Anthony Iannarino, Oct 01, 2022
The Oxford English Dictionary offers two definitions for productivity. The first is "the state or quality of being ...

A Sales Pitch Template for B2B Sales

Posted by Anthony Iannarino, Sep 25, 2022
You've finished your discovery process and collaborated with your contacts on what they need. You've also done your best to ...

Can You Teach Me How to Sell?

Posted by Anthony Iannarino, Sep 23, 2022
The answer to the question, "Can you teach me how to sell?" is “Yes, I can teach you how to sell.” But the answer is also, ...
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How to Improve Your Sales Skills

Posted by Anthony Iannarino, Sep 22, 2022
In personal or professional development, you can’t cheat. To improve yourself or your teams, you must do the work. The ...

How to Make Your CRM a Strategic Asset

Posted by Anthony Iannarino, Sep 21, 2022
Sales leaders need to know their team has enough of the right opportunities to reach their goals. They also need visibility ...

5 Characteristics of a Great Sales Team

Posted by Anthony Iannarino, Sep 19, 2022
A salesperson walks into a prospective client's office alone. They engage in a conversation with a contact or several ...

The New Needs-Based Selling

Posted by Anthony Iannarino, Sep 17, 2022
The idea behind needs-based selling is knowing what your client needs. Once you understand the client's needs, you position ...
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Sales Pipeline Management Best Practices

Posted by Anthony Iannarino, Sep 14, 2022
This post is an adaptation from Leading Growth: The Proven Formula for Consistently Increasing Revenue. You can preorder ...

What to Say in a Sales Interview

Posted by Anthony Iannarino, Sep 13, 2022
For five years, I interviewed people. Some days, I interviewed as many as 40 people. These were short interviews for people ...

In Search of Sales Science

Posted by Anthony Iannarino, Sep 12, 2022
Many are enamored by sales science. They believe that applying science to selling can improve their results. They look to ...

Trust-Based Relationship Selling Examples

Posted by Anthony Iannarino, Sep 09, 2022
One reason clients may distrust salespeople is that they believe salespeople are hiding some inconvenient truth. Prospective ...
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Five Problematic Selling Styles

Posted by Anthony Iannarino, Sep 07, 2022
"I have my own sales style." Whenever you hear these words, you can translate it to mean, “I’m winging it." Fortunately for ...

B2B Sales 101 - Getting Started

Posted by Anthony Iannarino, Sep 06, 2022
The best performers in any endeavor are dedicated to the fundamentals of their work. As B2B sales grows more complicated and ...

Filling the Pipeline

Posted by Anthony Iannarino, Aug 31, 2022
Your path to revenue growth begins with your ability to fill the sales pipeline. Without a full pipeline, growth isn't ...

Eight Sales Soft Skills that Create a Competitive Advantage

Posted by Anthony Iannarino, Aug 28, 2022
Only the rarest of sales organizations use a model with soft skills, let alone work to develop them. As a professional, you ...

10 Sales Rebuttals That Resolve Client Concerns

Posted by Anthony Iannarino, Aug 27, 2022
My take on objections is that most of the time, they mask a client’s real concerns. Because the client is uncertain, they ...

My Debt to The Challenger Sale

Posted by Anthony Iannarino, Aug 23, 2022
It would be more difficult for me to share my version of a modern sales approach if the Challenger approach didn’t exist. ...

The False Dichotomy of Relationship Selling vs. Consultative Selling

Posted by Anthony Iannarino, Aug 22, 2022
One of the ways we make trouble for ourselves and others is to categorize and rank things. Our strong tendency to rank, ...

How to Approach Transactional Selling

Posted by Anthony Iannarino, Aug 21, 2022
Occasionally, someone asks me about transactional selling strategies. Most of the time, they are suggesting that I have not ...
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