Anthony Iannarino
JULY 3, 2020
My first book, The Only Sales Guide You’ll Ever Need , is really a competency model for success in B2B sales. The book contains two parts, the first part I titled “Mindset,” the second, “Skills.” There are nine individual chapters in the first half of the book and eight in the latter half. Let’s leave the skills for another post and focus instead on “Mindset,” which is a set of character traits.
Travel Media Group
JULY 1, 2020
In this episode of the Suite Spot, we turn our attention to COVID-19 hotel industry recovery and what hoteliers can do to build traveler confidence. Host Ryan Embree is joined remotely by Travel Media Group’s Director of Marketing, Anne Sandoval, to share best practices for increasing guests' comfort level. Ryan and Anne start by discussing the evolution of hotel’s messaging throughout the pandemic across their digital marketing channels like social media and vanity websites.
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Anthony Iannarino
JUNE 27, 2020
The following list of ideas about training salespeople is for those in B2B sales training or who aspire to train others. Many ideas come from my experience as a person being trained to sell, with a few coming from watching others, and more from my own experiences. Respect the Sales Force’s Experience: I once watched a sales trainer explain to the people in his training that the way they were selling was wrong, that it needed to change, or they would continue to struggle.
Anthony Iannarino
JULY 2, 2020
Many decades ago, the theory about how to close deals faster was to use a trial close, followed by increasing pressure, regardless of your prospective client’s objections (which were unresolved concerns). The most popular theory now is to improve your sales velocity, the speed at which you complete “the sales conversation.” The “sales conversation” is your sale process, and if you believe your prospective client has one, the steps that they think they need to decide
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Anthony Iannarino
JUNE 27, 2020
The neophiliac is one who loves what is new and novel, finding what’s new and now to be more valuable than what came before it. One can, however, take this preference to an extreme, believing that something new and novel is better than old things, a common mistake when one is young and resists the idea that because something is old it isn’t valuable.
Anthony Iannarino
JUNE 30, 2020
Twenty-six weeks is a lot of time. That number multiplied by five working days minus six holidays gives you one hundred and twenty-four working days. That’s enough time to rack up a tremendous amount of accomplishments. The variable is what you decide to do with the time you have available to you. Some are going to decide their year is shot by this point because of the crisis.
Hotel Sales Focus brings together the best content for hotel sales and marketing professionals from the widest variety of industry thought leaders.
Anthony Iannarino
JUNE 29, 2020
There are a few times in my career in B2B sales, an endeavor in which I am still engaged, when I have made a very serious error. It forced me to operate on my back foot, defending, instead of selling on my front foot , playing offense and causing my competition to defend what was already theirs. Military history lessons strongly suggest that defending is easier than attacking, which seems to be true in attempted competitive displacements; it can be incredibly difficult to eject your competitor f
Anthony Iannarino
JULY 1, 2020
A lot has changed in sales over the last couple of decades. One of them is how we think about qualifying prospective clients. Recently, I have seen comments suggesting that one should not use cold calls to schedule a meeting but to qualify a potential client instead. Others have stated that one should “always be qualifying,” the conclusion of which is that when things don’t exactly go as you wish, you disqualify the prospective client and end your pursuit.
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