Sat.Apr 06, 2019 - Fri.Apr 12, 2019

article thumbnail

7 Rules of the (Prospecting) Road

Anthony Cole Training

There are a certain number of rules that must be followed when it comes to prospecting in sales.

Sales 234
article thumbnail

Can I Have a Copy of Your Slide Deck?

Anthony Iannarino

At one point in my career as a sales leader, I commissioned a designer to create a slide deck about my company. Naturally, the slide deck started with my company’s history , the many awards we’d won, the logos of the well-recognized companies we served, and a very complete rundown of our processes and methodologies, including what we did differently from our competitors.

Sales 94
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Only Complain Up

Anthony Iannarino

You are unhappy with something at work, some policy, some recent adjustment to your strategy, a change in the compensation plan, or something that you might interpret as making your job more difficult. Maybe it’s worse, you have long-existing challenge that has not garnered the proper attention, and it is becoming increasingly difficult to contend with.

B2B 90
article thumbnail

Don’t Make Excuses for Not Calling on Your Dream Clients

Anthony Iannarino

Most of us work in businesses that require us to win clients who are already working with our competitors, something we euphemistically refer to as a “competitive displacement.” It can be difficult to win your dream clients, and you can easily be discouraged by the time and effort it requires of you, especially if you don’t have a strategy for doing so (See my third book, Eat Their Lunch: Winning Customers Away from Your Competition for proven strategies and tactics).

Sales 82
article thumbnail

Smart Tools & Strong Teams: A People-First Approach to AI in Sales

Speaker: Matt Sunshine, CEO at The Center for Sales Strategy

AI isn’t replacing salespeople—it’s empowering them. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it. From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more.

article thumbnail

On Not Fighting Fires

Anthony Iannarino

There is a particular disposition some people possess that causes them to shift their focus, regardless of their role, from proactive to reactive. There are all sorts of benefits for holding this disposition, much of the rewards being psychological, including solving problems, creating value for others, doing exciting work, receiving praise and recognition, and constant variety.

B2B 78
article thumbnail

The New One-Call Close

Anthony Iannarino

I am unaware of any sales organization or salesperson who believes they can execute a “ one-call close ” in a complex sale, though I do believe there must be a few. I don’t believe that I have ever witnessed a salesperson try to close a complex sale in a single call, although I would be keenly interested in observing someone give it a go. What has replaced the “one-call close” is the “one-call and emailed pricing close,” something so close to the “one-call close” to be a distinction without a di

Closing 76

More Trending

article thumbnail

Leadership Qualities: What Does It Take to Become a Great Leader?

Anthony Iannarino

No one ever said that being a good leader was easy. A leader’s actions are constantly scrutinized and their leadership qualities help get them through good times and bad. Employees look up to, respect and work very hard for these qualities – which is why it’s so important for every great leader to work hard to hone their leadership qualities. Leaders Overcommunicate.

article thumbnail

Leadership Qualities: What Does It Take to Become a Great Leader?

Anthony Iannarino

No one ever said that being a good leader was easy. A leader’s actions are constantly scrutinized and their leadership qualities help get them through good times and bad. Employees look up to, respect and work very hard for these qualities – which is why it’s so important for every great leader to work hard to hone their leadership qualities. Leaders Overcommunicate.

Sales 71