blog do-it-yourself 
Veloxy
JANUARY 19, 2022
Why do you need a first impression for cold calling ? Rather, let the results, numbers, and value do what most mere names cannot—close the deal! All you need to do is memorize the steps in your powerful mind, and pair it with your solution’s winning numbers and your prospect’s relevant data. Start with basic results.
Iannarino
JULY 24, 2021
The Gist: We want to win deals, but we can’t do that without first creating them. There are (still) only two things we do in sales: we create opportunities and we pursue them. For a host of reasons, many professional salespeople mistakenly violate this order, as do their sales managers and leaders. In Order of Unimportance.
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Iannarino
JULY 23, 2021
When something works for a long time, it’s difficult to consider doing something different. Human beings learn much by doing, but only when they can distinguish between options and understand how, when, and why something works. To transfer your knowledge to another person, you have to know it yourself.
Iannarino
JUNE 24, 2021
The Gist: Advice to “do whatever it takes to win the deal” is presented without the necessary guardrails. When what you’re doing isn’t working, you need to change your approach. Do all the things that are necessary for you to succeed, without violating your values. Invest More in Personal Development.
Iannarino
AUGUST 6, 2021
In fact, now that we have reached “peak email,” every additional unsolicited email is more likely to do harm than good. The Gist: We have reached peak email prospecting, the point when its effectiveness begins an inevitable decline. Two emails aren’t better than one, and any more than two undermines your goals. Then listen up.
Iannarino
JULY 3, 2021
” My attempts always fail, but I do enjoy causing them the pain of recognizing their own thievery. Weinberg’s point, as I take it, is that is difficult to spam people on the telephone, which is not to say that a salesperson with a poor strategy isn’t capable of doing so. She must be so disappointed.” Step Three.
Iannarino
JULY 21, 2021
You best approach to differentiating yourself from your competition is enriching the sales conversation. the prospective client) what my existing partner was doing for me, and whether or not I was happy with their program and their support. The more mature your contact, the more you’ll alienate them by focusing on your competitor.
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