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Blog Category // Sales (42)

How to Test the Value of Your Insights

Posted by Anthony Iannarino, Jul 07, 2020
By now, you know that you need to have real and valuable insights to share with your client as a way to create value for ...
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The Problem with Leading with Your Value Proposition

Posted by Anthony Iannarino, Jul 06, 2020
The question in my inbox was in response to a post titled, “Relationship Selling and the Value of Intimacy.” I wrote that ...

Relationship Selling and the Value of Intimacy

Posted by Anthony Iannarino, Jul 05, 2020
The number of people who wish to remove the relationship from sales doesn’t ever seem to decline. I attribute most of it to ...

The Best Way to Close Deals Faster

Posted by Anthony Iannarino, Jul 02, 2020
Many decades ago, the theory about how to close deals faster was to use a trial close, followed by increasing pressure, ...

The Changing Nature of Qualification in Sales

Posted by Anthony Iannarino, Jul 01, 2020
A lot has changed in sales over the last couple of decades. One of them is how we think about qualifying prospective ...
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What You Can Accomplish in 26 Weeks

Posted by Anthony Iannarino, Jun 30, 2020
Twenty-six weeks is a lot of time. That number multiplied by five working days minus six holidays gives you one hundred and ...

What If You Played Offense and Not Defense?

Posted by Anthony Iannarino, Jun 29, 2020
There are a few times in my career in B2B sales, an endeavor in which I am still engaged, when I have made a very serious ...

My Proprietary Strategy for Gaining a Meeting

Posted by Anthony Iannarino, Jun 28, 2020
There aren’t too many things more important in sales than gaining first meetings with your dream clients. Nothing happens ...

How You Sell Is the Key to Winning Big Deals

Posted by Anthony Iannarino, Jun 25, 2020
One of the critically important, yet neglected, concepts in sales is the idea of “creating a preference” to buy from you and ...
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How to Get Better at Active Listening

Posted by Anthony Iannarino, Jun 24, 2020
Of the many sales skills you need to succeed in consultative sales, the first ones on the top of any list will be listening ...

Value-Positive, Value-Neutral, and Value-Negative

Posted by Anthony Iannarino, Jun 22, 2020
The reason we think in terms of value creation is that it is how you create a strong preference for your prospective client ...

Why Are Your Sales Not Growing?

Posted by Anthony Iannarino, Jun 21, 2020
Some factors lead to stalled or declining sales. They are known, as are the remedies that would result in growing sales. ...

What is the Value of Your Discovery?

Posted by Anthony Iannarino, Jun 20, 2020
In Eat Their Lunch: Winning Customers Away from Your Competition, I wrote about the four levels of value. The main idea was ...
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When Business is Bad For You and Your Company

Posted by Anthony Iannarino, Jun 16, 2020
All clients are not created equal. Just like you and your company are more valuable to some clients, some clients are more ...

Should I Leave a Voicemail When I Prospect?

Posted by Anthony Iannarino, Jun 15, 2020
The answer to the question as to whether you should leave a voicemail when you make a prospecting call to your dream client ...

How to Provide Your Client a Higher Resolution Lens

Posted by Anthony Iannarino, Jun 11, 2020
One of your primary responsibilities as a consultative salesperson is the use of a modern sales approach, one that provides ...

11 Points of Failure in the Sales Conversation

Posted by Anthony Iannarino, Jun 10, 2020
Selling is a conversation, albeit a complex, sometimes difficult one. There are a lot of different ways you can fail ...

Avoid Talking About Your Competitor in a Meeting

Posted by Anthony Iannarino, Jun 09, 2020
You have to be careful when and how you engage in talking about competition in B2B sales. It never pays to speak poorly of ...

How to Deal with a Client That Steals Your Ideas

Posted by Anthony Iannarino, Jun 08, 2020
You work with your contact to create a new opportunity, providing them with your very best ideas about how they can produce ...

Why You Need “No” as Feedback to Improve Your Results

Posted by Anthony Iannarino, Jun 06, 2020
No one enjoys being told “no.” But it comes with the territory in B2B sales. While you don’t have to enjoy it, you can use ...

Spend More Time Selling and Less on Everything Else

Posted by Anthony Iannarino, Jun 04, 2020
Most of the activities around sales are necessary (some more than others) but don’t improve your sales results. Sales ...
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