ANTHONY IANNARINO 🇺🇸
Top 9 Problems In B2B Sales and How to Solve Them
4 min · · The Gist: Selling is a series of problems that you have to solve. Some of these problems prevent you from creating new opportunities while others are obstacles to winning them. Success comes from… · Shared by 36, including Mike Weinberg, Tibor Shanto, Mike Kunkle, Elinor Stutz, Tony Hughes, Bertrand Maltaverne
ANTHONY IANNARINO 🇺🇸
Relationship Selling and the Value of Intimacy
4 min · · The number of people who wish to remove the relationship from sales doesn't ever seem to decline. I attribute most of it to the Silicon Valley ethos. It resembles your Uncle Enrico's get rich quick… · Shared by 36, including Leanne HoaglandSmith, Nancy Nardin, Kendra Lee, Matt Heinz, Mike Kunkle, Bertrand Maltaverne, Tony Hughes
ANTHONY IANNARINO 🇺🇸
Your Client Is In Discovery Too
2 min · · Discovery is about learning what your client needs, their strategic initiatives, their goals, and their outcomes. Discovery work is what allows you to neatly tie anything you propose to what your… · Shared by 5, including Bertrand Maltaverne
leveragepoint.com
Selling Complex Products and Solutions
10 min · · B2B innovation has created an important and permanent role for presales professionals. “Presales” roles have many job titles but, regardless of title, · Shared by 7, including Bertrand Maltaverne