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Blog Category // Sales (26)

Why You Don't Want Procurement to Love You

Posted by Anthony Iannarino, May 16, 2022
You don't want to have a bad relationship with procurement or purchasing, but you don't want them to love you either. The ...
Information Disparity 2-part video series

How Sales Really Works

Posted by Anthony Iannarino, May 15, 2022
There are two methods of starting a sales conversation. The first way to start the conversation occurs when a salesperson ...

Strategic Narcissism and Strategic Empathy

Posted by Anthony Iannarino, May 13, 2022
Most of our approaches to sales can be compared to what LTG McMaster (U.S. Army Retired) describes as strategic narcissism: ...

How to Sell Through a Recession

Posted by Anthony Iannarino, May 08, 2022
CNBC Headline: The Federal Reserve on Wednesday raised its benchmark interest rate by half a percentage point, the most ...

The Greatest Drag on Revenue Growth

Posted by Anthony Iannarino, Apr 28, 2022
There may be nothing worse than churn when it comes to net new revenue growth. The more clients you churn, the more you find ...
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4 Sales Call Scripts to Level-Up Your Sales Program

Posted by Anthony Iannarino, Apr 22, 2022
What’s the difference between saying “we provide” and saying “you can get”? On a cold call, the difference is about a 22% ...

The Benefits of Being One Down

Posted by Anthony Iannarino, Apr 19, 2022
On Tuesday, April 19, 2022, my fourth book, Elite Sales Strategies: A guide to being One Up, Creating Value, and Becoming ...

9 Sales Rules for Surviving the Red Ocean

Posted by Anthony Iannarino, Apr 18, 2022
No one wants to live in the Red Ocean, but if you believe the Blue Ocean is somehow better, look at the short time Netflix ...

The Obligation to Solve the Client's Problem Before They Have It

Posted by Anthony Iannarino, Apr 15, 2022
Ask any salesperson if they would like to be their client's trusted advisor and you will find few rejecting the opportunity ...
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Paying the Price for Lowering Your Price

Posted by Anthony Iannarino, Apr 12, 2022
There is nothing wrong with selling whatever it is you sell at a lower price than your competitors if that is the value you ...

Your Deal is Your Client's Change Initiative

Posted by Anthony Iannarino, Apr 10, 2022
We sometimes think too little about the challenges our clients experience when they engage with us. While we are trying to ...

Sales Strategy Examples - Polish Sales Pipeline Management

Posted by Anthony Iannarino, Apr 07, 2022
A football team would never hike the ball without calling a play: Your sales team should operate in the same way. For your ...

The Value of the Sales Conversation vs. Your Solution

Posted by Anthony Iannarino, Apr 06, 2022
There is a difference between the value created in the sales conversation and the value of your product or service, one or ...
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Different Exactly Like Everyone Else

Posted by Anthony Iannarino, Apr 05, 2022
To create a preference to buy what you sell, you must create some kind of meaningful differentiation. But most salespeople ...

On the Nature of Consultative Sales

Posted by Anthony Iannarino, Apr 04, 2022
After posting an article on LinkedIn, a reader commented to ask me about a line in the article that reads: “If the only ...

10 Better Reasons to Ask Questions Instead of Identifying Problems

Posted by Anthony Iannarino, Apr 02, 2022
How on Earth is it possible that you don't already know what problems your clients have? How could you not already know what ...

Talking About Money in Sales

Posted by Anthony Iannarino, Apr 01, 2022
There are some questions that salespeople just don’t like to ask their clients—usually out of fear that they’ll come across ...

Why the Best Sales Conversation Wins

Posted by Anthony Iannarino, Mar 31, 2022
Imagine a company is exploring some significant change. They've looked at a number of potential partners online, all of whom ...

8 Wrong-Headed Beliefs About Sales

Posted by Anthony Iannarino, Mar 30, 2022
There are a lot of bad ideas out there about sales and selling. Inevitably, some of them get treated as if they were ...

Your Contacts Are a Reflection of Your Value

Posted by Anthony Iannarino, Mar 29, 2022
After I started providing an executive briefing during quarterly business reviews with my contacts, executive leaders ...

What Is Your Advice Worth?

Posted by Anthony Iannarino, Mar 27, 2022
A recent article asked the question: "How much would you pay for a discovery meeting with your dream client?" What makes ...
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