Iannarino

MAY 2, 2024

Understand Client Needs : Beyond the surface, clients seek solutions, not just products. Engage with Enterprise Clients : There was a time when my presence within a company prompted questions about my tenure as one of its employees. Consistent client visits foster loyalty and growth.

Clients 204

Clients B2B Contact Follow-up 204

Iannarino

JULY 17, 2024

Discover effective strategies to counter dishonest competitors and secure your dream clients with integrity.

Clients 187

Clients 187

Iannarino

NOVEMBER 27, 2023

You want your sales team to qualify prospective clients. You don’t want them to pursue prospects not likely to buy from your sales team. Yet, the ridiculous amount of pipeline you require makes it easy to add an opportunity with nothing more than a first meeting.

Clients 266

Clients Prospecting Pipeline Sales 266

Iannarino

AUGUST 25, 2023

In the past couple of weeks, salespeople have claimed that their clients don’t want to meet with them face-to-face. One proudly declared that her clients love their virtual meetings. Another suggested their clients prefer emails. My own experience doesn’t reflect these beliefs.

Clients 210

Clients Meeting Sales 210

Iannarino

APRIL 22, 2024

It took a little time to help them recognize how much more they knew about what they sold compared to what their clients knew about it. Eventually, they recognized that their clients knew almost nothing about what they were buying except that they needed it.

Clients 233

Clients Sales 233

Iannarino

AUGUST 23, 2023

If I were your prospective client, I would tell you your emails are invisible. I would tell you I am a busy person with a lot of responsibility. Nothing important in my world is handled with an email. I would tell you to call me if you have something worth my time.

Clients 235

Clients Prospecting Sales 235

Iannarino

MARCH 15, 2024

There is a logic to identifying and pursuing 60 dream clients. These 60 clients already buy what you sell; in fact, some of your competitors are supplying them now. Because your dream client is already spending a lot of money in your category, you don’t need to qualify them, nor do you need to wonder if they value what you sell.

Clients 217

Clients Strategize Sell Sales 217

Iannarino

AUGUST 7, 2023

After a long pursuit, you have won your dream client. You have a signed contract, your operations team is executing, and you are pursuing your next prospective client. You have heard nothing from your team or your client, so you assume everything is going as planned—until your client calls to tell you they are having problems.

Follow-up 224

Follow-up Clients B2B Contract 224

Iannarino

MAY 21, 2022

Some salespeople argue that there is no way to know what problems, challenges, or obstacles a client might have before speaking to them. While some find it difficult to accept, the truth is that you should know where your client has problems and needs better results—without even asking.

Clients 287

Clients 287

Iannarino

JUNE 19, 2022

There must be something in the water that is causing salespeople to suggest in writing their new desire to avoid persuading or convincing their clients to do something. What is worse is that it is impossible to avoid persuading or convincing clients when they contacted a salesperson because they want help to improve their results.

Clients 245

Clients Contact Sales 245

Iannarino

JULY 20, 2022

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.

Clients 249

Clients Sales 249

Iannarino

JULY 29, 2023

You can compete to allow you to win an order or a project, and you can compete to win a client for life. Once you succeed in the second approach, you no longer need to compete for orders or projects.

Clients 227

Clients Sales 227

Iannarino

JUNE 27, 2024

In the fast-paced world of sales, waiting for your dream client to reach out first can be a costly mistake.

Clients 216

Clients Contact Sales 216

Iannarino

APRIL 8, 2024

Discover the key attributes that separate dream clients from nightmares in the sales world, and transform your client portfolio today.

Clients 183

Clients Sales 183

Iannarino

MAY 16, 2024

Ensuring you understand client contracts is crucial for sales success—don't let legal jargon trip you up.

Contract 242

Contract Clients Legal Sales 242

Iannarino

DECEMBER 19, 2023

Discover key strategies to not only win your dream clients but also to retain and grow their business effectively.

Clients 256

Clients Growth Sales 256

Iannarino

JULY 20, 2021

The Gist: Your clients have expectations for how you use the time they give you. Low win rates, missed goals, and a host of other trends likewise suggest that salespeople are not serving their clients well enough. With that in mind, here are a few things your clients should expect from a B2B salesperson.

Clients 310

Clients B2B Up-sell Gaming 310

Iannarino

JANUARY 11, 2024

Discover innovative strategies for competitive displacement in sales and learn how to secure the largest clients in your territory.

Clients 282

Clients Territory Sales 282

Iannarino

JULY 6, 2021

This post may be a bitter pill for those who believe their clients buy from them because they like their company, their products, or both. Even though these things are important, their value can only be recognized (not to mention realized) after the client signs a contract. You Make Sense of Their World.

Clients 311

Clients Contract Contact Conversion 311

Iannarino

AUGUST 11, 2023

But the most used story is about a client that bought from the salesperson’s company and achieved amazing results. These stories may include your company’s history, starting from its inception up to the present day, or the story of your solution and how your company discovered a better way to deliver value.

Clients 199

Clients Presentation Start-ups Sales 199

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. Sometimes, I concluded, the Gods of Sales punish those who punish their clients. Low-Value Conversations.

Meeting 314

Meeting Clients Prospecting Construction 314

Iannarino

DECEMBER 29, 2023

Axiom 1: Do Your Homework Beforehand Always research and understand a client's business before you contact them. This prep work makes sure your conversation is relevant and informed.

Clients 224

Clients Contact Conversion Sales 224

Iannarino

JULY 24, 2023

Longtime readers will know that you want to dominate your client’s time because the amount of time a client spends with one salesperson is a better indication of a deal’s momentum. Any suggestion that a salesperson should try to speed up the sales conversation is more likely to cause problems at best, and a loss at worse.

Clients 237

Clients B2B Sales Conversion 237

Iannarino

MAY 4, 2024

Discover the secrets to winning back lost clients and boosting your business's success.

Clients 227

Clients Sales 227

Iannarino

FEBRUARY 25, 2022

The legacy approach most salespeople still use focuses on asking prospective clients about their problems. Some believe each client has a unique problem, something completely different from other clients, so they use a lot of time trying to elicit every sordid detail.

Clients 261

Clients Prospecting Sales 261

Iannarino

AUGUST 27, 2022

My take on objections is that most of the time, they mask a client’s real concerns. Because the client is uncertain, they use objections to avoid a decision or a commitment. Some objections can be taken at face value, while others need to a little interpretation to get at the client’s underlying concern.

Clients 238

Clients Sales Prospecting 238

Iannarino

JULY 14, 2022

When a client has done something in a certain way over a long time, the fact that it has always worked can cause them to believe it will—or should—still work. While years pass, things change and nature takes her toll. What once was the best practice slowly starts to decay.

Clients 246

Clients B2B Sales 246

Iannarino

MARCH 6, 2022

This approach believes that asking a client about their problem is the key to success, as it allows the salesperson to share exactly how their solution will solve their problem. But what do you do when your client doesn't believe they have a problem and is comfortable sticking with the status quo?

Clients 265

Clients Closing Sales 265

Iannarino

APRIL 10, 2024

Discover the delicate balance of professional relationships and strategic client management through real-life business scenarios.

Clients 182

Clients Strategize Sales 182

Iannarino

JULY 15, 2023

It doesn’t seem to matter how or why the client is struggling to produce the results they were sold and promised. Much of the time, the client’s problem is not the result of the salesperson’s actions or the lack of action. Most of the time, it’s a problem of the teams that deliver the solution.

Clients 214

Clients Sales 214

Iannarino

JANUARY 18, 2024

Discover how leading rather than following in client conversations can revolutionize your B2B sales approach.

Clients 200

Clients B2B Sales Conversion 200

Iannarino

JANUARY 2, 2024

Master the art of turning client rejections into successful engagement opportunities in the B2B sales landscape. The following list describes common negative situations and how you can turn them around.

Clients 210

Clients B2B Sales 210

Iannarino

JULY 10, 2021

The Gist: Preparation can improve your ability to deal with client conversations, especially difficult ones. It is critical that you know your desired outcomes, as well as what your client needs from you. I almost called this post “How to Have a Difficult Conversation with Your Client.” Determine What Your Client Needs from You.

Clients 276

Clients Conversion Up-sell Start-ups 276

Iannarino

JANUARY 14, 2024

Push vs. Pull: Key Strategies in B2B Sales There are two strategies that sales organizations use to win a client's business. The first, and the most dominant of the two strategies, is a push strategy.

Pitch 221

Pitch Clients B2B Sales 221

Iannarino

JANUARY 7, 2024

Learn how shifting your sales focus to client opportunities can revolutionize your strategy and results.

Clients 253

Clients Sales 253

Iannarino

FEBRUARY 5, 2024

One way to better understand the modern sales approach is by focusing on the decision your prospective client is considering, or the decision they have already made, without having chosen a sales organization, the salesperson they want to work with, or the potential solution they will eventually buy.

Clients 220

Clients Prospecting Sales 220

Iannarino

MARCH 25, 2022

The tell is a lack of client effort. Most salespeople are not aware of this tell, in part because they want to win the deal, and partly because they don't see the tell for what is: evidence that their deal is in trouble.

Clients 268

Clients Closing Sales 268