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Blog Category // Sales (38)

Weak and Strong Discovery Signals

Posted by Anthony Iannarino, Nov 07, 2020
Effectiveness in sales requires being an excellent listener, something that starts by giving your contacts your full and ...
Information Disparity 2-part video series

The Most Valuable Sales Conversation Wins

Posted by Anthony Iannarino, Nov 04, 2020
The reason you talk about your company and your solution during a sales conversation is that you don’t have anything better ...

How to Use the Notes You Take on Sales Calls

Posted by Anthony Iannarino, Oct 29, 2020
There are a number of good reasons to take careful notes while you are in sales calls. First, it’s helpful to your cause for ...

How to Think About the Value Hierarchy

Posted by Anthony Iannarino, Oct 28, 2020
The value your clients need from you is part of a hierarchy—a ranking of things. Your role in consulting your clients ...

When You Do the Work, The Results Take Care of Themselves

Posted by Anthony Iannarino, Oct 27, 2020
The commitment to inputs is more powerful than your commitment to outputs. You never realize the outcomes you want by ...
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When Lying is What Your Clients Really Want You to Do

Posted by Anthony Iannarino, Oct 26, 2020
Back when I worked for a very small company, I was invited to a meeting with one of my prospective clients. They invited my ...

Let’s Focus on the Right Conversions

Posted by Anthony Iannarino, Oct 24, 2020
Converting a contact from a lead to a prospective client is a critical sales practice, as is converting a prospective client ...

Your Bad Decisions About What You Do With Your Time

Posted by Anthony Iannarino, Oct 23, 2020
There is a decision that a good many salespeople make that harms their results, causes them to fail to reach their goals, ...

What Does a Lost Deal Really Cost You?

Posted by Anthony Iannarino, Oct 22, 2020
Every salesperson loses some deals. No one wins one hundred percent of the opportunities they pursue, even though they ...
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How You and Your Buyer Experience the Sales Conversation

Posted by Anthony Iannarino, Oct 21, 2020
You and your buyer will experience the sales conversation differently. The more you know about their experience, the more ...

The Hard Problem of Soft Costs

Posted by Anthony Iannarino, Oct 20, 2020
Some of your clients should be compelled to change because their costs are much higher than they would be with your ...

What Rock-N-Roll Taught Me About Being Successful

Posted by Anthony Iannarino, Oct 19, 2020
The Best Take Lessons: A somewhat introverted kid would disappear for a couple years. You wouldn’t see him for a while, and ...

How to Get a No and End Up with a Yes

Posted by Anthony Iannarino, Oct 18, 2020
As surely as the sun sets in the west, my LinkedIn inbox can’t go 24 hours without accumulating half a dozen messages from ...
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8 Reasons You Should Not Work in Sales

Posted by Anthony Iannarino, Oct 17, 2020
Many people seek a job in sales because they believe it fits well with their natural temperament and attributes. Often, it’s ...

How to Compel Change and Create New Opportunities

Posted by Anthony Iannarino, Oct 16, 2020
The second most frequently asked question around here is “How do I compel my prospective clients to change?” Salespeople ...

How to Shape Your Client’s Lens with Narrative Warfare

Posted by Anthony Iannarino, Oct 15, 2020
Commitment #3, which you’ll find in The Lost Art of Closing: Winning the 10 Commitments That Drive Sales, is “the commitment ...

The Four Components of Effective Sales Stacks

Posted by Anthony Iannarino, Oct 14, 2020
A sales stack is made up of all of the technologies provided to a salesperson to help them be more efficient. Most sales ...

Creating (and Solving) the Right Problem for Your Client

Posted by Anthony Iannarino, Oct 12, 2020
Much of the time, you will find your dream clients working with a competitor. If you’re lucky, they may already be ...

Three Areas You Need to Improve to Increase Your Sales Effectiveness

Posted by Anthony Iannarino, Oct 11, 2020
Over the last twenty years or so, we have spent a lot of time and money using technology to help salespeople improve their ...

The Last Salesperson and the Limits of Artificial Intelligence

Posted by Anthony Iannarino, Oct 10, 2020
In a digital computer, one thing happens at a time. In an analog computer, everything happens all at once. Brains process ...

Winning Is More Important Than is Velocity

Posted by Anthony Iannarino, Oct 09, 2020
The idea of velocity in sales is about being efficient during the sales conversation to win deals faster. There is no doubt ...
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