Iannarino

B2B Sales and Command of the Message

Iannarino

In B2B sales, our messaging has changed, even if most sales organizations haven't made any significant adjustments. Those who are using an outdated approach may feel confident they have command of the message, only to discover that their clients no longer respond positively to it.

B2B 188

A List of Sales Best Practices

Iannarino

There is a time to work on improving your sales approach, and then there is a time to get back to basics. At heart, I am concerned with effectiveness. Sometimes that means explaining the new fundamentals, and other times it means doing a few practices that are necessary to pursue success in sales.

Sales 200
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Three Strategies to Improve Your Sales Process

Iannarino

In the past, many people believed the sales process would provide each salesperson with the ability to win the deals they pursued, making it possible for every salesperson to hit their sales targets. Like many promises that seem too good to be true, this one never came to fruition. Sales LL-Vault

A List of Sales Fundamentals

Iannarino

Success in sales results from a relatively small number of skills. These skills make up the fundamentals of B2B sales. By mastering these sales fundamentals , you create and win new opportunities.

B2B 173

The Essential Guide to the Buying Experience of the Future

The ultimate value proposition is an impactful buying experience that guides people to the best possible decision. But how do you prepare your sales teams to do that? Read "The Essential Guide to the Buying Experience of the Future" to find out how to empower your customer-facing teams and thrive in modern selling environments.

Value-Based Conversations

Iannarino

If you want to create and win more opportunities, value-based conversations will do more than anything to differentiate you from your competitors and fill your pipeline.

A List of Sales Funnel Challenges

Iannarino

Whether you call it a funnel, a pipeline, or deals in stages, it's crucial for sales leaders and sales managers to know that their sales team is creating and pursuing the opportunities that ensure they can reach their targets.

How to Judge the Value of the Sales Conversation

Iannarino

One of the hangovers from the legacy sales approaches is that the salesperson undervalues the sales conversation for what it is: the only vehicle for creating value, creating an opportunity, and winning the client's business.

How to Improve Your Sales Approach by Changing the Order

Iannarino

There are certain B2B sales conversations that are important to both the salesperson and their prospective clients. One of the reasons salespeople struggle to create value for their contacts is because the sequence of the conversations doesn't match their client's needs.

Why Success in Sales Requires Becoming an Expert

Iannarino

Your prospective clients don't want to make a bad buying decision. The more important it is to get the decision right, the more your contacts are going to look for someone who is One-Up, a person with greater knowledge and experience that qualifies them as an authority and expert in their industry.

New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

6 Top Tips for Coaching Sales Leaders To Become Resilient

Iannarino

What does resilience mean to you? A few concepts probably come to mind when you hear the word—concepts like toughness, the ability to bounce back from struggles, flexibility, and an indomitable mindset.

Sales 221

Sales Process 101

Iannarino

The sales process is the stages you go through to create and win new opportunities. What follows here is Sales Process 101, a simple, straightforward sales process you can use and customize. Sales LL-Vault

10 Characteristics of Great Sales Managers

Iannarino

There are a lot of tough jobs in business, frontline sales manager is one of them. Those who succeed tend to have the right characteristics. While different sales managers may require different competencies, the following 10 are relatively universal in B2B sales. Leadership

B2B 231

A list of Top 10 Sales Training Tips for Success

Iannarino

Ask any sales leader who has paid for sales training whether it works, and you will find a large percentage will suggest that it doesn’t. The leaders who suggest sales training doesn't work are telling the truth.

Sales 202

Roadblocks to Delivering a Competitive Buying Experience

Why are buyer-facing teams struggling and what can be done about it? Bigtincan teamed up with Heinz Marketing in a recent research study to discover the roadblocks revenue-generating teams encounter in preparing buyer-facing teams for today’s market. Click here to learn what you can do today to prepare!

A B2B Sales Job Description

Iannarino

The role of the B2B salesperson has never been particularly easy, but as the world, and business, become more complex, so too has B2B sales. When the client's needs change, so must salespeople. Sales LL-Vault

B2B 197

A Radical View of How to Onboard a New Sales Rep

Iannarino

In another time, onboarding a new salesperson would not have been difficult. In fact, many new salespeople did not go through onboarding at all. There was very little preparation to ensure the salesperson would be successful in their new role with a new company.

How to Practice a Value-Based Selling Approach

Iannarino

If you want to create and win new opportunities, you must ensure you practice some form of a value-based selling approach. Those who don't understand what clients perceive as value in the sales conversation will have a difficult time succeeding in B2B sales.

Sell 189

How to Close the Deal

Iannarino

There was a time when the most important training a salesperson would receive was concerned with closing. During that period, selling was much more transactional than it is now, and the language was quite different, in a bad way.

Connecting the Consultative Experience

Many B2B businesses have come to believe that there is an asymmetric relationship between the company and its buyers. But what research has discovered is that many of today’s B2B buyers are NOT empowered and they have little interest in being so. Download the eBook to find out why.

What Is B2B Sales?

Iannarino

The best way to answer the question "What is B2B sales?" is to compare it to other types of sales. The term "B2B sales" means a business is selling to another business. This term differentiates this type of sales from B2C sales (business-to-consumer) and B2G (business-to-government).

B2B 189

The Qualities of a Sales Leader

Iannarino

Leading isn't easy, and leading sales is one of the more difficult roles in business. Unlike some other leadership roles, there seem to be more variables in sales.

Sales 223

"L" is for Lesson Not Loss

Iannarino

Professional B2B sales is more like mixed martial arts than boxing. In boxing, there are competitors who don't have any losses, like Floyd Mayweather (50–0) and a number of young fighters like Gervonta Davis, Ryan Garcia, and my favorite, Jaron "Boots" Ennis.

B2B 191

The Best Sales Leadership Books You NEED To Read

Iannarino

We’ve all heard the saying that the best way to learn is by doing. I respectfully disagree. Books 2022 LL-TSB

Sales 208

The Definitive Guide to the Top 4 Sales Enablement Metrics

See what metrics matter to increase productivity and revenue and your organization. This guide will help you stay data-driven while avoiding data overload.

The Soft Skills of a Great Sales Leader

Iannarino

There are a lot of lists of attributes required of a great leader; most include things like vision, communication, and a strategic mind. There are far fewer lists of the soft skills that make for a great leader. The following soft skills would cause a team to recognize their leader as great.

Why Your Client Buys from a One-Up Salesperson

Iannarino

In October 1992, I had a grand mal seizure while walking up the steps of my Brentwood, California, apartment. It took some time for the paramedics to convince me that I needed to go to the hospital.

What Does It Mean to Create Value in B2B Sales?

Iannarino

I am tempted to tell a long story about a comment on LinkedIn asking this question, but I am afraid I won't create enough value for you, Dear Reader. Instead, I am diving right into the answer without delay. Sales Modern Sales Approach

B2B 194

How to Use LinkedIn for Prospecting

Iannarino

The most important thing you need to know about using LinkedIn for prospecting is what not to do. The social platforms require a different strategy, one that is based on a pull approach instead of a push approach.

The Business Case and Playbook for Data-Driven Sales Coaching

Sales coaching & learning is a wise investment, but also requires you to do it right. This eBook will serve as a springboard for your business case, playbook, and implementation plan as you consider an investment to improve data-driven sales coaching.

One-Up and the Limits of Your Solution in B2B Sales

Iannarino

According to the legacy sales approaches , you are supposed to identify your client's problem and their pain. Once you have done that, you are supposed to explain how your solution can easily solve the problem. Sales Modern Sales Approach

B2B 189

Going All In on Your Sales Approach

Iannarino

One of the more difficult initiatives a sales leader can attempt is changing their sales approach. Every so often, the external environment changes enough so that what once worked no longer generates reliable results. When this happens, the sales force's approach causes them to struggle.

Sales 208

Replacing Achievable Goals with Aspirational Goals

Iannarino

At some point in your life, someone will tell you that you need SMART goals. SMART stands for specific, measurable, achievable, relevant, and time-based.

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Failing to Keep Up with the Rate of Change

Iannarino

One way to describe our current environment is AC/DC, an acronym for the A ccelerating, C onstant, D isruptive C hange we have been experiencing in the 21st century. In the late 1990s, there were people who suggested the world would end with the millennium.

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Essential Guide to Sales Engagement – Overcome the Challenges of Remote Selling

Sales Engagement leverages process, tools, and training to align your efforts to your buyer’s journey and exceed their expectations. See how to equip sellers to effectively prospect, create meaningful connections and manage a sales cycle from beginning to closed-won! Download the guide today!

The Five Root Causes of Poor Sales Results

Iannarino

It isn't easy to be a sales leader or a sales manager. There is an unrelenting need to create new opportunities, win new deals and the net new revenue that fuels a company's growth. There are a lot of variables to sales success, including the individuals in sales roles and the nature of their work.

Growth 257

The Perils of Being a One-Down Salesperson

Iannarino

In any conversation between a salesperson and their client, the salesperson is either One-Up or One-Down. The term One-Up means the salesperson has the knowledge and experience their client lacks. The definition of One-Down is "not One-Up." It's binary.

Underestimating the Power of Positioning in B2B Sales

Iannarino

Many salespeople underestimate the importance of how they present themselves when they walk into their prospective client's office for a first meeting. The One-Down salesperson will, without meaning to, project that the client will not be able to count on them to help improve their results.

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Four Reasons Clients Refuse to Change

Iannarino

When it comes to change, some clients are more difficult to help than others. This post is not about clients that are difficult to help. This post is about the reasons that prevent a client from changing, even when doing so is necessary and would improve their results.

The Definitive Guide to Remote Sales Coaching

Have you struggled to onboard, train, and provide continuous learning opportunities to your salespeople due to the abrupt shift to remote work? If so, you’re not alone. Sellers are relying on virtual selling more than ever. With in-person sessions no longer feasible, many organizations are looking for alternative methods to support their salespeople.