Iannarino

APRIL 16, 2024

Discover how to transform your sales approach and outshine competitors with effective executive briefing strategies.

B2B 215

B2B Sales 215

Iannarino

APRIL 15, 2024

Master these five crucial sales strategies to significantly boost your win rates and improve your sales results.

B2B 213

B2B Sales 213

Iannarino

APRIL 14, 2024

Discover how timeless wisdom and trusted advisors shape successful leadership and sales strategies, transcending centuries.

Trust 266

Trust Sales 266

Iannarino

MARCH 13, 2024

It is common for large, mature sales organizations to have several salespeople who once acquired new logos, but haven’t signed a new major client in ages. These salespeople won some gargantuan clients because they developed relationships with them and effectively pursued them. Since the contract was signed, these clients have been generating enough commissions that the senior salespeople are comfortable with their income and become complacent.

Commission 277

Commission Contract Represent Clients 277

Iannarino

MARCH 8, 2024

Once, a friend invited me to a fundraising event for a politician. There were hundreds of people all vying for the politician’s attention. At some point, I had a few minutes with the politician, and I asked him a question. When he spoke to me, he blocked out all the people and noise around us. For those few minutes, I was his only focus. What was impressive was his ability to ignore the throng surrounding us and speak to one person.

264

264

Iannarino

MARCH 5, 2024

Maximizing Sales Success: Understanding and Reducing the Error Rate in 2024 It is crucial for a salesperson to know their win rate. If you are a sales leader or manager, you should be aware of your team's average win rate, as well as each individual’s win rate. This is arguably the most important metric, surpassing even pipeline coverage, because the win rate provides more insight than any other KPI, be it deal size or sales cycle.

B2B 177

B2B Pipeline Sales 177

Iannarino

MARCH 6, 2024

Evolution from Spray-and-Pray to Ideal Customer Profile Targeting In the last decade, sales organizations moved away from a spray-and-pray approach, adopting a strategy engineered to target their Ideal Customer Profile (ICP). As part of this change, sales organizations began personalizing their cold outreach emails, incorporating strategies such as acknowledging the contact’s role, identifying a trigger event or concern, offering a compliment, and addressing the client’s interests.

Sales 229

Sales Engineering Customers 229

Iannarino

MARCH 7, 2024

If you want to know what the future looks like, you look for futurists that study demographics and geography. The first book in the One-Up Book Club was this kind of book.

Sales 264

Sales 264

Iannarino

FEBRUARY 28, 2024

9 Questions B2B Sales Leaders Must Answer Why isn’t improving B2B sales effectiveness your most important initiative? Over the last two decades, many sales leaders have chased every shiny object that was put in front of them. Many of these distractions are technological, and others are fads that have no ability to improve your sales team’s effectiveness.

B2B 219

B2B Objectives and Key Results Pipeline Sales 219

Iannarino

FEBRUARY 29, 2024

Sales Leaders' Focus: Enhancing Sales Force Performance and Achieving Sales Goals Sales leaders need to focus on their sales force, their results, and their sales goals. But like other leadership roles, you are going to face distractions that will find you spending more time and energy on things that contribute nothing to your results. Many of these distractions result from too little focus on your team, their activity, and their results.

Sales 232

Sales 232

Iannarino

MARCH 1, 2024

It can be challenging to convey the point I've been making since the publication of Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative. One way to express this idea is that your client should make the decision you would make if your contacts asked you to make the decision for them. To achieve this, you would need to equip them with what they need to make that decision through the sales conversation, including your experience.

Consult 271

Consult Sell Contact Sales 271

Iannarino

FEBRUARY 25, 2024

You can’t improve your ability to sell by reading a book. Learning to sell requires you to sell. This is very much like learning to swim. You may have learned to swim by being thrown in the deep end of the pool. Similarly, you may have learned to sell by being thrust into the deep end where, instead of feeling as though you were drowning, you felt ill-equipped for the sales conversation and lacked the business acumen that would have enhanced your performance.

Growth 198

Growth Sales Sell Conversion 198

Iannarino

FEBRUARY 26, 2024

Imagine you are responsible for surveying the entire population of buyers to assess where they are in their buyer’s journey. With just over 33,000,000 companies in the United States, how would you go about this project? How would you figure out what companies are buying and what they need now? This would be an impossible task because, each day, the situation for millions of companies changes faster than you could collect the information.

B2B 225

B2B Sales 225

Iannarino

FEBRUARY 27, 2024

There are several potential failure points in B2B sales conversations , and sales leaders pursuing net new revenue will need to address them to reach their sales goals and targets. Every salesperson may have different failure points that require development through B2B sales training or coaching. Left unaddressed, the failure points will cause the salesperson to lose deals that they might have won.

B2B 231

B2B Conversion Sales 231

Iannarino

FEBRUARY 23, 2024

The Future of B2B Sales: Prioritizing Effectiveness over Trends B2B sales is a fashion show, and today’s fashion is artificial intelligence. The other dominant, yet slightly older fashion is pipeline coverage. Before that, it was SDRs and BDRs. Before that, it was technology. Before technology, it was the linear sales process. Before the linear sales process, it was something else.

B2B 233

B2B Pipeline Sales Technology 233

Iannarino

FEBRUARY 24, 2024

Booking a first meeting can often be challenging. You either pass the audition or fail to create enough value to be considered as a potential supplier. If you pass your audition, after the second meeting is where things can get messy for many salespeople. This is the middle game, the meetings and conversations that occur after the first and second meetings, and before the end game.

Gaming 171

Gaming B2B Meeting Sales 171

Iannarino

FEBRUARY 12, 2024

The Importance of Long-Form Content in a Post–Post-Literate Society: Why Short-Form Isn't Enough You and I are supposed to be consuming short-form content on social platforms. We are pushed to hit the dopamine pipe that is reels, stories, and TikToks. I know this because every day, unemployed people try to hustle me into creating short-form content, promising that my YouTube channel will grow faster.

Sales 223

Sales 223

Iannarino

FEBRUARY 13, 2024

Discover the pivotal shift from product obsession to strategic selling that can set you apart in the competitive landscape of 2024. Join us in unraveling the art of winning without the blinders of solution love.

Strategize 282

Strategize Sales Sell Product 282

Iannarino

FEBRUARY 3, 2024

Are you ready to revolutionize your approach? Step into the future of B2B sales discovery and redefine how you connect with clients in a dynamic market.

B2B 303

B2B Sales Clients 303

Iannarino

FEBRUARY 4, 2024

A salesperson's most valuable role isn't selling—it's protecting clients from unseen dangers.

B2B 263

B2B Clients Sell Sales 263

Iannarino

FEBRUARY 2, 2024

What if you could walk into every sales meeting armed with a mental database of insights into why clients succeed, why they fail, and how you've helped other similar clients achieve success? Building and organizing such a library gives you a major competitive advantage.

Clients 297

Clients Conversion Sales Meeting 297

Iannarino

JANUARY 31, 2024

Key Strategies for Meeting Client Expectations in Sales Your clients have a set of needs they expect you to be able to fulfill. Excelling in these areas enhances your results. Neglecting them, however, opens the door for competitors to step in and provide the assistance your client seeks. Here, you will find a set of common things your ideal client needs you to provide.

Clients 266

Clients Meeting Sales 266

Iannarino

FEBRUARY 1, 2024

Exploring the Unfilled Sales Roles Crisis of 2021 In March of 2021, a Wall Street Journal article reported that there were 700,000 open sales roles that were unfilled. It continued by stating that these jobs paid better than other jobs and offered greater autonomy. There are two questions worth exploring. First, why so many open jobs in sales? Second, why were so few people interested in pursuing a sales role ?

Sales 235

Sales 235

Iannarino

JANUARY 23, 2024

Discover how focusing on winning deals, rather than merely accumulating opportunities, is the game-changer in achieving B2B sales success.

B2B 279

B2B Pipeline Gaming Sales 279

Iannarino

JANUARY 6, 2024

Discover how to transcend gimmicks in sales and establish real authority with our in-depth guide, Elite Sales Strategies, which is specifically tailored for high-stakes B2B enterprise selling. Learn how to become a “knows something” sales expert, providing unmatched value and insights to your clients.

B2B 204

B2B Consult Sell Sales 204

Iannarino

JANUARY 7, 2024

Learn how shifting your sales focus to client opportunities can revolutionize your strategy and results.

Clients 280

Clients Sales 280

Iannarino

JANUARY 5, 2024

Unveiling the depth and value of long-form content in a world captivated by TikTok and Instagram.

Sales 286

Sales 286

Iannarino

DECEMBER 27, 2023

Exploring the resurgence of outbound sales methods in the changing landscape of B2B sales, amidst the rise and fall of social selling and tech over-reliance.

B2B 282

B2B Technology Technology Sell 282

Iannarino

DECEMBER 20, 2023

Most salespeople read books that promise personal or professional development. It's crucial to work on increasing your potential and continually leveling up. There's no better investment than the one you make in yourself, as you are the source of your results. You may have shelves of books that have helped you develop in some important way.

Clients 314

Clients Sales 314

Iannarino

DECEMBER 18, 2023

Success in B2B sales requires an increasing amount of business acumen. One reason a salesperson beats their competitors is because they look, sound, and feel like a business advisor.

B2B 304

B2B Sales 304

Iannarino

DECEMBER 16, 2023

Maximizing Earnings in B2B Sales: Beyond Friends' Success Stories Many people who want to make more money try their hand at B2B sales. Often, the person has a friend or a neighbor who is doing well and making more money, and they believe that if that person is succeeding, they will too. For sure, some of these people succeed, but many more fail to make the money they expected by taking on a new role.

B2B 271

B2B Sales 271

Iannarino

DECEMBER 17, 2023

You need to capture the client's interest and position yourself as someone with the knowledge and experience to lead them to the better results they need.

Strategize 207

Strategize Meeting Clients Sales 207

Iannarino

DECEMBER 11, 2023

Discover the alarming trend that is jeopardizing the effectiveness of leaders and decision-makers , as the consultative approach becomes a casualty of modern practices.

Consult 264

Consult Sales 264

Iannarino

DECEMBER 10, 2023

Those who set goals and write them down increase their ability to reach them, but many goal setters still fail to create the outcomes they are seeking.

Strategize 254

Strategize Product 254

Iannarino

DECEMBER 1, 2023

The poseur looks the part: Mont Blanc pen, attaché case, tailored suit, and an excellent business card. They’re the image of competence and success. Initially, it's challenging to discern that the salesperson isn't truly a salesperson. However, as this person begins to speak, their true nature as something other than a salesperson becomes evident. The longer the poseur speaks, the more apparent it becomes that they fall short of what the buyer requires.

Sales 290

Sales 290

Iannarino

NOVEMBER 29, 2023

In a recent LinkedIn Post, a young man brags he used AI to steal the titles of his competitor’s posts. Once he had the titles, he used AI to write a post for every title, stealing their traffic. I am certain he is telling the truth about this, and that it’s working. I hope there is a place in hell for barbarians like this, but it's more likely his life is already a kind of hell.

Sales 182

Sales 182

Iannarino

NOVEMBER 30, 2023

Choose whatever cold calling strategy you believe is right for you, and then start doing the work to master the art of sales outside of cold calling.

Cold Call 308

Cold Call Sales 308