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Blog Category // Sales (28)

Why Your Next Lead Is No Better Than the Last

Posted by Anthony Iannarino, Aug 01, 2021
The Gist: New leads are not better than old leads. Recency bias will cause you to believe that a new lead will be easier to ...
Information Disparity 2-part video series

The Only Two OKRs for Sales

Posted by Anthony Iannarino, Jul 31, 2021
The Gist: Sales is made up of two parts: Opportunity Creation and Opportunity Capture. The more you focus on these major ...

The Medium Is Your Message

Posted by Anthony Iannarino, Jul 30, 2021
The Gist: Over time, our technologies have taught us to prefer asynchronous communication mediums. They have also convinced ...

A Serious Misunderstanding of the Word Consultative

Posted by Anthony Iannarino, Jul 25, 2021
The Gist: Too many salespeople still believe that consultative selling means asking the client about their pain. Approaches ...

Prioritizing Sales Tasks In Order of Importance

Posted by Anthony Iannarino, Jul 24, 2021
The Gist: We want to win deals, but we can’t do that without first creating them. There are (still) only two things we do in ...
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7 Variables to Transforming Yourself for a Competitive Advantage

Posted by Anthony Iannarino, Jul 23, 2021
The Gist: In a world of constant, accelerating, disruptive change, agility is a competitive advantage. Unlearning is as ...

Unwilling to Unlearn

Posted by Anthony Iannarino, Jul 22, 2021
The Gist: One of the primary obstacles to better results is a refusal to unlearn poor techniques. Many still believe that ...

What It Means When You Trash Your Competition

Posted by Anthony Iannarino, Jul 21, 2021
The Gist: There is never a reason to trash your competition. The more mature your contact, the more you’ll alienate them by ...

What Your Client Should Expect from You

Posted by Anthony Iannarino, Jul 20, 2021
The Gist: Your clients have expectations for how you use the time they give you. It is important to give them what they need ...
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Why Human Beings Provide More Value Than Automation In Complex Sales

Posted by Anthony Iannarino, Jul 18, 2021
The Gist: More and more, sales organizations are refusing to provide their prospective clients with the help of a ...

Conversation Beats Automation

Posted by Anthony Iannarino, Jul 17, 2021
The Gist: Conversations are better than automation. Use automation only when your outcome doesn’t require creating value. It ...

What to Track About Your Competitors

Posted by Anthony Iannarino, Jul 16, 2021
The Gist: We sometimes overestimate our competition, making them a sort of bugaboo. There is nothing you can do about how ...

Seeking Unfair Advantages

Posted by Anthony Iannarino, Jul 15, 2021
The Gist: Sales is a competition, a contest with a single winner and multiple losers. In a zero-sum game, you need to create ...
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The New Sales Conversation

Posted by Anthony Iannarino, Jul 14, 2021
The Gist: A new sales conversation is replacing the traditional sales call. Clients increasingly find traditional sales ...

The Commoditization of the Discovery Call

Posted by Anthony Iannarino, Jul 12, 2021
The Gist: Clients don’t change when they are not compelled to change. One way to uncover what might cause them to change is ...

How You Should Switch Your Pitch

Posted by Anthony Iannarino, Jul 11, 2021
The Gist: Many thought leaders recommend that you should not pitch your clients, a model that suggests not starting with ...

How to Prepare for a Client Conversation

Posted by Anthony Iannarino, Jul 10, 2021
The Gist: Preparation can improve your ability to deal with customer conversations, especially difficult ones. It is ...

Few Want to Go Into Sales

Posted by Anthony Iannarino, Jul 09, 2021
The Gist: The decades-old stereotype of a high-pressure salesperson is no longer accurate. While some sales organizations ...

The Source of the Problem is the Problem

Posted by Anthony Iannarino, Jul 08, 2021
The Gist: Most discovery is too shallow to create much value for your prospective clients. Finding the presenting problem is ...

How Would You Sell Without a Solution

Posted by Anthony Iannarino, Jul 07, 2021
The Gist: The legacy approaches to sales are inadequate for today’s environment. Your prospective clients measure you by how ...

How Your Client Justifies Buying from You

Posted by Anthony Iannarino, Jul 06, 2021
The Gist: A modern approach to sales calls for a new sales conversation. The outcomes of early conversations have changed, ...
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