blog no-one-needs-a-bad-salesperson 
Iannarino
JULY 9, 2021
The Gist: The decades-old stereotype of a high-pressure salesperson is no longer accurate. While some sales organizations still use legacy approaches, none of them are based on high-pressure sales. Some years ago, I taught a class on Professional Selling at Capital University. High-Pressure Techniques.
Iannarino
JULY 3, 2021
The Gist: No one likes getting a straight pitch on LinkedIn. Much of the time, I try to create enough shame to get them to walk out on their job: “Your poor mother! ” “Is now a bad time?” “How are you this morning?” That approach is treated as “spam.”. She must be so disappointed.”
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Iannarino
JULY 31, 2021
You really only need two OKRs to drive your success in sales —opportunity creation and opportunity capture—though I could be persuaded to add a third. Learn Anthony's core strategies & tactics for sales success at any level with The Only Sales Guide You'll Ever Need. You might need to start with a different number.
Iannarino
JULY 21, 2021
The more mature your contact, the more you’ll alienate them by focusing on your competitor. The other day, a salesperson asked for my feedback on a prospecting email he’d written. You need to make sales. You need to make sales. You need help now. The Gist: There is never a reason to trash your competition.
Iannarino
AUGUST 7, 2021
As a way to test this statement, count the number of sales emails you received today that created an overwhelming urge to click the salesperson’s calendar link and schedule a meeting. Email prospecting identifies a salesperson as someone with little chance of ever creating value for their clients. Avoiding the Phone.
Iannarino
JUNE 30, 2021
The salesperson who called me was talking very fast, and I had a difficult time making out what she was trying to say. This salesperson was using the script her company provided. First, it is a form of field research on the state of prospecting, where much is known about how to succeed, but it’s rarely used.
Iannarino
AUGUST 8, 2021
The manuscript is due to the publisher in three days: my contract calls for 65,000 words, a good length for the publisher based on what people will spend on a book. But before I share it, we need to look at some numbers: 57% and 67%. You answered “yes” to both questions because I framed the questions with you as the salesperson.
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