blog how-to-win-big-deals 
Iannarino
JULY 5, 2021
You want to match your conversations to the client’s needs, even if it means placing them “out of order” from how you were trained. The longer you wait to discuss important factors and decisions, the more trouble you will have successfully navigating the rest of the deal. Mismatched Early Conversations.
Veloxy
JUNE 17, 2021
Unfortunately, there isn’t really a method to calculate how resourceful we are with our time. As the name suggests, sales velocity measures how quickly your company is making money. It analyzes exactly how fast deals are moving through your pipeline and generating revenue. Average Deal Size. 2: Average Deal Size.
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Iannarino
JULY 15, 2021
How you sell—not what you sell or who you work for—is your most important competitive advantage. Conversely, having less time is a tremendous disadvantage, limiting how much you can cover. The Gist: Sales is a competition, a contest with a single winner and multiple losers. You want to play fair while creating an unfair advantage.
Iannarino
AUGUST 1, 2021
In Pee-wee’s Big Adventure , Pee-wee Herman is briefing his friends on his missing bicycle. .” In sales, recency bias often influences how we evaluate leads. You prioritize what is new with scant evidence of that contact’s compulsion to change, let along how compelled an older lead might be.
Iannarino
JULY 2, 2021
The categories in this post come from Gary Klein’s book, Sources of Power: How People Make Decisions. The categories in this post come from Gary Klein’s book, Sources of Power: How People Make Decisions. They were losing every deal, even after the clients said nice things about them. Fires are loud.
Iannarino
JUNE 27, 2021
As a very long-time fan of the “sweet science,” I’ve learned that nine times out of ten, a great big fighter will beat a great small fighter. Coming into the fight, his record stood at 26 wins, 0 losses, including 17 knockouts. Coming into this fight, Davis had 24 wins and 23 knockouts. Enter Floyd Mayweather.
Salesforce
OCTOBER 10, 2023
Let’s take a look at the stages of a sales cycle, and how you can use it to secure regular deal wins. See how it works What is a sales cycle? Sure, every rep wants to win another deal, but I always remind clients: The sales cycle is really about making sure your offer is a mutual fit for the seller and the buyer.
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