Anthony Iannarino

1 week 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 week 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.

2 weeks ago | thesalesblog.com | Anthony Iannarino

Winning in B2B sales isn’t just about a strong start—it’s about mastering the final moves that seal high-stakes deals. Closing deals doesn’t happen because of flashy starts or clever mid-game maneuvers. It’s about how you finish. It’s about mastering the endgame—the last moves that get contracts signed and deals closed. I’ve already written the opening and middle chapters of B2B sales. So, let’s wrap up this trilogy by borrowing a few moves from the chessboard.

2 weeks ago | thesalesblog.com | Anthony Iannarino

If your B2B deals keep stalling after a great start, you're likely stuck in the sales middle game—here’s how to navigate it like a pro. This is the second article on approaching sales with a chess mindset. We already discussed the importance of laying the groundwork of your strategy with your opening. Now, we’ll look at the middle game. Navigating the B2B Sales Middle Game: How to Stay in Control When the Process Gets MessyIn professional sales, the middle game is often difficult.

2 weeks ago | thesalesblog.com | Anthony Iannarino

Learn how sales persistence, long-term strategy, and insider insights helped break through gatekeepers to win a $2 million staffing contract. Breaking through Gatekeepers in the Staffing Sales ProcessThe main decision maker at PetSmart’s warehouse was never going to take a meeting with me. He had a gatekeeper who refused to take my calls. Every call ended the same way—with Vicki hanging up on me.