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Anthony Iannarino

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May 29, 2011

Gary Hart answered this question

What does Gary Hart mean by change is a false problem?

Lauren’s question is about my statement, “change is a false problem” made during the Focus Sales Roundtable: “Has Selling Become Very Complex?”
Throughout my career, since 1971, I have listened to salespeople and sales leadership gripe about “things changing” and use change as an excuse ... more

Anthony Iannarino

May 4, 2011

Pat O'Brien and 6 other people answered this question

Is ROI selling dead? Why would you argue yes/no?

I believe real “ROI selling” is not dead because it’s never had a chance to really live! It’s important to note that I’m using a more generic definition of ROI selling that is probably better described as value based selling. Done properly that means two ... more

Anthony Iannarino

April 18, 2011

Dave Brock answered this question

What does Anthony Iannarino mean when he says "weapons of mass distraction"?

I'm not sure this is a trustworthy source. I'd check with people who are really knowledgeable about this. more

Anthony Iannarino

March 29, 2011

Sharon Drew Morgen and 1 other person answered this question

How do we teach sales people how to learn buying facilitation(tm)?

Thanks, Kelley. I'd like to think I'm also the developer of the material as well as the expert :)
The answer isn't straightforward. First you must decide if you want a new skill set to add to your sales model, or if you just want a ... more

Anthony Iannarino

Buyer Facilitation

March 25, 2011

Michael Nick and 2 other people answered this question

What's one book that you would recommend to sales people to learn more about business acumen?

Okay, not a fair answer on my part, but my up coming book, The Key to the C-Suite, includes several references to communicating with executives using their language. Published by AMACOM books, available in June 2011.
My other favorites are, Selling against the goal by ... more

Anthony Iannarino

March 25, 2011

John Cousineau and 4 other people answered this question

What are some examples of "noise" that is hurting the ability of sales people to work better?

I would add to the above, what I'll call 'button noise'.
Walk by a sales person's desk sometime. Ask yourself what the ratio is between their button clicks with their mouse + the number of times they're 'clicking with a customer' (ie hitting a hot ... more

Anthony Iannarino

March 22, 2011

Lauren Harper asked a question

What does Jim Keenan mean when he says buyers are paralyzed?

Anthony Iannarino

March 22, 2011

Lauren Harper asked a question

Is single decision-maker selling dead? Why/why not?

Anthony Iannarino

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Lead Nurturing 202: The Next Generation May 31 @ 11 am PT
The Tricks to Paid Media June 6 @ 11 am PT
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