A Sales Guy
MARCH 31, 2020
Gap Selling has been out for over a year now and one of the most common questions I’m asked is, how is Gap Selling different than Solution Selling. Understanding how often I get this request, I thought I’d share my thoughts here and help folks understand they differ. To illustrate, I feel it best to point to an article in the Harvard Biz Review , written by the authors of the Challenger Sale.
Anthony Iannarino
APRIL 3, 2020
One of the critical tasks of a leader is communication. Were one to err in their communication , they would be better served by trying to communicate more frequently, with many leaders under-communicating because they believe everyone knows what is expected of them. While that belief is simply incorrect in good times, it is catastrophic in a crisis.
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Anthony Iannarino
APRIL 1, 2020
Imagine you are driving over a mountainous landscape. You are on the backside of the mountain and declining, allowing the momentum to take over, turning off your engine because it isn’t necessary. As you start to level off, your energy is no longer enough to keep you moving forward, and you are staring up at a mountain that is going to require that you exert the maximum effort to climb.
Anthony Iannarino
MARCH 28, 2020
There is good reason to take a break from writing the heavier stuff I have been unable to avoid during this crisis. Instead, on a Saturday, I am writing down what I would want were I stranded on a desert island for an indefinite period. Albums. These albums are in no particular order. Very hard to pare down to ten. Songs in the Key of Life by Stevie Wonder.
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Anthony Iannarino
APRIL 2, 2020
Some people write, record, and publish ideas designed to empower you to act. There are others, however, who use the same mediums to disempower you to tell you that you cannot do something, suggesting that you shouldn’t even try. You should ignore anyone whose advice would disempower you from acting in your interest or that would prevent you from creating value for others.
Anthony Iannarino
MARCH 30, 2020
You have no control over the external events that impact your business or your client’s businesses. Most of the time, things are good, with occasional interruptions, like national emergencies or economic recessions. These interruptions tend to cause people to get religious about what’s essential to their business, and they respond by deciding to do things differently.
Anthony Iannarino
MARCH 31, 2020
No one wants to have more meetings than is necessary. Everyone wants to avoid meetings where there is no plan and no real outcome outside of checking the box that the meeting was held. In business, and especially in sales, meetings are necessary, some of them critical to success. As a sales leader or sales manager, here are ten sales meetings vital to your success, the success of your team, and the success of your company.
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