Driving the Wedge Between Your Dream Client and Your Competitor is a post from: The Sales Blog | S. Anthony Iannarino Your dream client is going to make a choice. They are going to choose to buy from you, they are going to choose to buy from your competitor, or they are going to stick with the status quo. Your job in sales is to make sure that your client chooses you, your company, and your offering. You need to … Continue reading →

Knowing What Not To Do (A Note to the Sales Manager) is a post from: The Sales Blog | S. Anthony Iannarino Recently I had lunch with a young salesperson. This salesperson’s manager doesn’t really care about him—or any of his other sales people. When we first talked about this young salesperson taking this job, his first job in sales, I wanted him to go somewhere where he would have a sales manager that cared enough about him to help … Continue reading →

Learn the Five Rules for Social Selling is a post from: The Sales Blog | S. Anthony Iannarino A few months ago, I was in Las Vegas for a conference. Chris Brogan was the keynote speaker. We had met each other on a few occasions at other conferences, so I invited him for coffee. During our long coffee, I said to Chris: “I really think salespeople could benefit from your approach to social media. They could learn a lot about … Continue reading →

I’m Negative Because My Team Is Failing! Now What? is a post from: The Sales Blog | S. Anthony Iannarino Two days ago I wrote that negativity about your company is really an excuse, a diversion from the negative person’s own poor sales results. That’s my experience. It’s also my friend Mike Weinberg’s experience. Yesterday I wrote about how you can help make improvements within your own company without being negative and without being a complainer. And some time before … Continue reading →

How to Fix Your Company Without Being a Negative Complainer is a post from: The Sales Blog | S. Anthony Iannarino Negativity is dangerous. It can ruin your sales results, and it can infect the people around you. Misery may love company, but you shouldn’t be the President of the Misery club or provide that forum for others. But your company–like all others–has its fair share of problems and challenges. These problems and challenges can prevent you from producing the … Continue reading →

The Real Reason You Are Negative is a post from: The Sales Blog | S. Anthony Iannarino At a certain point in life you begin to uncover some truths about human behavior. You start to understand why people behave the way they do, and you see clearly the beliefs that underlie those behaviors. Most people don’t make a conscious choice to be negative. They don’t wake up one day and decide that they are going to be a force for … Continue reading →

Winning Small is a post from: The Sales Blog | S. Anthony Iannarino If you are going to expend that first big block of effort and energy to participate, you might as well go ahead and give whatever it takes to win. –Johan Bruyneel (Coach to Lance Armstrong) You won your dream client’s business. Well, sort of. You won some orders. You filled those orders. You’ve been successful, and you continue to get some orders. So now you’ve moved on … Continue reading →

Why Should Your Dream Client Choose You in Particular? is a post from: The Sales Blog | S. Anthony Iannarino I was sitting in a client’s office once when one of my fiercest competitors called him. He took the call, and I got to listen to him describe our relationship. He shut the call down quickly, and not just because I was sitting there. We had worked together for some time, and we were producing great results together. After a … Continue reading →