Anthony Iannarino

6 days ago | thesalesblog.com | Anthony Iannarino

If you treat your prospect’s concern like an objection, you may lose the deal before you've earned the right to win it. Recognize That Most Objections in Sales Are Actually Buyer ConcernsIt is rare that your prospective client objects to something you propose. If you find your contacts objecting to something you propose, you likely believed your contact was ready for the next part of the sales conversation when they were not. In some cases, objections arise because your ask is premature.

1 week ago | thesalesblog.com | Anthony Iannarino

AI can mimic voices, take orders, and even argue it's human—but it still can't build trust the way a real person can. “We are rushing to automate relationships that still require what only a human can do, like empathy, caring with a human heart and mind.”This email was sent to my friend and co-author, Jeb Blount. We had just written a book explaining why it would be a mistake to allow artificial intelligence to write emails and make phone calls.

1 week ago | thesalesblog.com | Anthony Iannarino

Even the most innovative product or service will one day become a commodity—but the salesperson doesn't have to. Understanding the Value of Commodity Sales in a Saturated MarketIn modern B2B sales strategy, it's crucial to understand the difference between selling a commodity and becoming one. This article explores both concepts and explains how you can thrive, even in saturated, high-competition markets.

4 weeks ago | thesalesblog.com | Anthony Iannarino

If your sales language hasn’t changed in the last decade, your strategy and tactics are from long ago. How Language in B2B Sales Needs to Evolve in the 21st CenturyWords are important. The words we use mean things, allowing us to communicate with each other. We are in the third decade of the 21st century, and our language should reflect that. Let’s look at a couple of words we use to describe something that is no longer true.

1 month ago | thesalesblog.com | Anthony Iannarino

Before I mastered sales strategy, being in a rock band taught me the power of discipline, feedback, and performance review—principles every sales pro needs now. How a Rock Band Rehearsal Strategy Translates to B2B Sales SuccessWhen I was 17, I started a rock-n-roll band. Even at that age, I forced my band to rehearse every day for four hours, but my bandmates were more interested in going out to the clubs. Because I wanted us to succeed, I forbade anyone in the band from missing practice.