Hey Salespeople Wisdom from Anthony Iannarino
Key takeaways from my podcast with Anthony Iannarino
- Favorite sales book: Major Account Sales Strategy. Other book mentioned: Spin Selling.
- The 4 levels of additive sales differentiation, in increasing order: product; service; tactical outcomes, trusted advisor who guides prospects to strategic outcomes.
- To become a trusted advisor, you must accept that your strategic guidance - not your company or your product - is the value proposition.
- Consultative selling does not mean being aggressive; it means having the confidence to tell prospects what they need to do to get a better result.
- To be a trusted advisor, start by looking at 5-6 TRENDS. Connect those trends to IMPLICATIONS for the prospect. Finally, guide your prospect to take ACTION before something bad happens.
- Have your prospect teach you how to think about their business by asking, "What do I need to do that you would find the most helpful and valuable?"
- To become a trusted advisor, find the smartest clients in your business and listen to how they talk about their business.
- The best salespeople I know are mimics. They mimic their smartest clients and they mimic their best sales peers.
- Resources: thesalesblog.com; youtube.com/iannarino; Anthony's books
I love to help people find workspace solutions with genuine enthusiasm and practical experience
2moInteresting Jeremey, thanks for sharing!
Driving Repeatable, Scalable & Profitable Growth in B2B SaaS Companies | Value Creation | Private Equity | Board Director | Founders Corner for Sales Advice
4yHey Jeremey, Great podcast & insights. Anthony Iannarino really enjoyed the content!
Growth Leader for my co-owned fashion startup | Passionate about providing great buying experiences in D2C and B2B | Ex- Tech & SaaS Account Executive
4yMy favorite sales author ❤