A Sales Guy

SEPTEMBER 23, 2019

Sales is suffering from 9 brutal ills: Number 5 in this 9 part series. The Bro Culture , . Lack of Coaching. Too Product-Centric and Not Problem Centric. Not enough salespeople understand the game/rules of sales. Too much reliance on selling tools. Upcoming: Not enough training in the industry/space. Too much activity management. Little respect for prospects and buyers time.

Sales Tools 108

Sales Tools Sales Management Closing 108

Anthony Cole Training

SEPTEMBER 25, 2019

There is an age-old debate about which came first, the chicken or the egg?

Sales 121

Sales Management 121

Anthony Iannarino

SEPTEMBER 27, 2019

You cannot win if you have already lost in your mind. If you have given up and accepted defeat before you have even tried, you have eliminated the possibility of winning. The certainty that you cannot win becomes a self-fulling prophecy, and it becomes your reality. You Wouldn’t Want to Meet, Would You? When you expect your dream client to reject your request for a meeting, the contact will meet your expectations.

Closing 100

Closing Sales Process Sales Operations 100

eTourism

SEPTEMBER 24, 2019

After establishing your online marketing strategy, the next big step for your hotel is partnership marketing.

Market 52

Market Marketing Online Marketing Marketing Strategy 52

Advertiser: ZoomInfo

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

B2B

Anthony Iannarino

SEPTEMBER 21, 2019

Recently, a salesperson asked me how I know the frameworks in my three books work, but particularly the ones in Eat Their Lunch and The Lost Art of Closing. I had a slide deck professionally designed. The outcome for this deck was answering the question, “Why should I do business with you and your company instead of my current supplier.” It worked well enough, allowing my team to tell our story (something marketing people find more valuable to clients than it is in practice).

Closing 95

Closing Sales Sales Process Market 95

Anthony Iannarino

SEPTEMBER 26, 2019

There are four levels of value you can create for your clients. The first level is the value found in your product, a level that, while being important, lends itself to being commoditized. The second level is the experience of working with you and your company, a level that is mostly table stakes, and better for B2C than B2B. The third level is tangible business results, or the ability to execute what the client believes they need, even though it isn’t really what they need.

Sales 91

Sales Closing Sales Process B2B 91

Anthony Iannarino

SEPTEMBER 22, 2019

About once a year, I review all of my projects, initiatives, and tasks to determine what is still relevant. That description isn’t accurate enough to explain this process. The right way to say it is that I file a form of bankruptcy , admitting there is no possible way I am going to do everything I accumulated as projects, tasks, and interesting ideas over the last year.

B2B 84

B2B Events Management Sales 84

Anthony Iannarino

SEPTEMBER 23, 2019

Thomas Cook, the U.K. travel company, shuttered their operations this morning, leaving their clients and customers stranded, requiring the U.K. government’s help to get home. Whenever a business like this fails , there is always more than one factor to blame. There were financial deals that didn’t improve their competitive situation, but there is a more fundamental failure here, and one I have been pointing to for some time.

Sales 80

Sales Travel Operations Business 80

Anthony Iannarino

SEPTEMBER 25, 2019

There are many differences between those who succeed and those who struggle. However, there is one difference that dominates the list, and this single factor may be the root cause of the others. The difference in succeeding and struggling is what you believe about the root cause of your challenges. Nothing Is My Fault. Those who struggle believe that nothing is their fault.

Sales 103

Sales Business 103