Iannarino

AUGUST 3, 2021

The reason clients disengage is because the conversation isn’t one they find valuable. You never get a second chance to make a first impression, which means you have a lot riding on your meeting with a new client. How to Avoid a Second Meeting. The Gist: The way to a second meeting is a valuable first meeting.

Meeting 328

Meeting Clients Prospecting Construction 328

Iannarino

JULY 8, 2021

The Gist: Most discovery is too shallow to create much value for your prospective clients. Identifying a prospective client’s problem is a tried and true approach, the core of legacy solution selling. But articulating a problem is only the first step: your client isn’t going to change if they are not compelled to do so.

Clients 229

Clients Gaming Presentation Contact 229

Iannarino

JULY 11, 2021

The Gist: Many thought leaders recommend that you should not pitch your clients, a model that suggests not starting with “why us.”. There are, however, things that you should pitch if you want to make your conversations valuable to your clients, all of which improve your position.

Pitch 297

Pitch Clients Conversion Consult 297

Iannarino

JUNE 15, 2021

At one time, information about your products and services would have been valuable enough to earn a meeting. Later, information about your solution seemed to hold the value, as it solved the client’s problem. Your dream client expects you to know how to help them and what that process should look like.

Cold Call 233

Cold Call Clients Sales B2B 233

Lead Fuze

JUNE 29, 2023

This blog post will delve into the essence of relationship marketing, highlighting its importance in shaping brand perception and securing a loyal customer base. This blog post will delve into the essence of relationship marketing, highlighting its importance in shaping brand perception and securing a loyal customer base.

Repeat business 52

Repeat business Campaign Real Estate Clients 52

Gong.io

FEBRUARY 9, 2019

When your buyer answers your call, you have 5 seconds to earn 5 minutes. When your buyer answers your call, you have 5 seconds to earn 5 minutes. The longer the call, the greater your odds of getting the meeting: Your job isn’t JUST to get your prospect’s attention – it’s to hold it.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133