Iannarino

AUGUST 27, 2024

Unlock the secrets to handling complex sales meetings with multiple stakeholders and ensure your next deal is a success.

Meeting 266

Meeting Sales 266

Iannarino

MARCH 13, 2023

In The Lost Art of Closing: Winning the 10 Commitments That Drive Sales , you will find one of the most powerful sales strategies for acquiring a first meeting with a prospective client.

Meeting 260

Meeting B2B Cold Call Sales 260

Iannarino

JULY 21, 2023

A recent LinkedIn post included a screenshot of a Google calendar invitation for a “Very Important Meeting ” at Shopify. Under the attendee list was the estimated cost of the meeting, $2,115. The person who posted the image doesn’t like meetings, suggesting that people should use their time to do other things.

Meeting 214

Meeting Price Product 214

Iannarino

JULY 10, 2023

To succeed in sales, you need to be able to acquire a first meeting. That is your audition, and your contact will decide whether you are worth a second meeting. If you cannot book a first meeting, it means your approach sends the message that meeting with you isn’t worth your contact’s time.

Meeting 237

Meeting Contact Sales Prospecting 237

Iannarino

OCTOBER 17, 2024

As many articles here have described, using an executive briefing is how we open a first meeting. We prefer this insight-based method because it creates much value for the salesperson to offer their client. Here, we will explore eight ways this approach benefits a prospective client.

Clients 274

Clients Meeting Prospecting Sales 274

Iannarino

SEPTEMBER 4, 2024

Are you struggling to secure that first meeting or get a follow-up? The secret might be simpler than you think—it's all about trading value.

Meeting 276

Meeting Closing Follow-up Sales 276

Iannarino

APRIL 12, 2023

The email that found its way to my inbox states that the company will pay me $100 for meeting with one of their salespeople. Less expensive companies offered me a $50 gift card to Amazon or Starbucks. This offer is attractive for someone who buys many books. Still, I reject the offer by clicking delete.

Meeting 258

Meeting Prospecting B2B Sales 258

Partners in Excellence

OCTOBER 2, 2024

O Meetings are critical to achieving our performance goals! It is through these meeting, whether F2F, virtual, phone, that we engage our customers, helping them navigate their buying/problem solving process. So it stands to reason, that more meetings would drive higher levels of performance.

Meeting 139

Meeting High impact Quota Start-ups 139

Iannarino

FEBRUARY 11, 2023

Sales reps normally start their sales discovery process by building rapport , working to make some connection with a decision maker. When the time is right, the salesperson talks about their company in detail. Salespeople are taught to do this to prove they are a safe and trustworthy choice.

Meeting 285

Meeting Clients Sales Process 285

Iannarino

FEBRUARY 27, 2023

It's important to be organized in sales. You always have open loops you need to close, like sending a new contact the case study they requested. Or perhaps you owe another client an edited contract for a new offering they are interested in buying.

Meeting 284

Meeting Prospecting Contract Contact 284

Iannarino

SEPTEMBER 3, 2024

Are your traditional sales methods no longer delivering the results they once did? It's time to rethink your cold-outreach strategy with these innovative approaches.

Meeting 279

Meeting Clients Sales Prospecting 279

Iannarino

APRIL 14, 2023

My client in Cincinnati stopped me from turning on my laptop. I was preparing to share my company’s slide deck, but before I could start, he told me to put it away. He had a list of questions for me. He also mentioned that getting the questions right would end up with him signing my contract.

Meeting 262

Meeting Contract Sales Clients 262

Iannarino

MARCH 29, 2024

You should consider returning to face-to-face meetings as a way to create a competitive advantage over competitors who don't care enough to travel to see the client.

Meeting 189

Meeting Clients Sales 189

Iannarino

AUGUST 17, 2023

A salesperson commented that he had not had a face-to-face meeting since 2020, even though he has asked for a face-to-face meeting. He suggests that buyers don’t “want the buddy act,” something that might suggest busy people no longer want a lot of rapport building before starting a meeting.

Meeting 204

Meeting Clients Sales 204

Martech

AUGUST 12, 2024

I was completely sucked into the vision of typing in a simple request and Gemini or MS Copilot creating a meeting summary, action plan, and a visually compelling presentation all with the click of a button. The post Meet my research team: Gemini, ChatGPT, and Perplexity appeared first on MarTech. Processing.

Meeting 137

Meeting Objectives and Key Results Sports Follow-up 137

Iannarino

MARCH 10, 2024

One client answered the call on speakerphone. He wanted to give me the experience he had every day. I wasn’t prepared to hear a competitor trashing my company and explaining how they would do a better job than we were doing. Nothing the caller said made any sense. I was amused. There was nothing professional about his approach.

Clients 228

Clients Meeting B2B Sales 228

Iannarino

DECEMBER 17, 2023

You need to capture the client's interest and position yourself as someone with the knowledge and experience to lead them to the better results they need.

Strategize 192

Strategize Meeting Clients Sales 192

Iannarino

AUGUST 5, 2021

Outdated approaches to sales, especially during first meetings, all but ensure a bad first impression. You’ve been pursuing your dream client for months and have finally convinced them to meet with you. Success in a first meeting all but ensures a second one. The Gist: You never get a second chance to make a first impression.

Clients 338

Clients Meeting Conversion Strategize 338

Iannarino

JULY 31, 2021

Key Result One: Second meetings with target (prospective) clients. Key Result Two: Second meetings with existing clients to explore new initiatives. Sales starts by scheduling meetings with your target clients (prospects) to engage with them about some better result you believe you can help them achieve.

Objectives and Key Results 344

Objectives and Key Results Contract Sales Clients 344

Iannarino

JULY 28, 2021

Yet all these approaches deprive you of the many benefits of cold calling, by allowing you to hide behind a screen and avoid having to speak to the human being you are asking for a meeting. You’ll also encounter people who are delightful and happy to meet with you to discuss their challenges. Master Cold Calling with this FREE eBook.

Cold Call 347

Cold Call Clients Contract Meeting 347

Iannarino

JULY 3, 2021

You are always better off identifying yourself, sharing the reason for your call , explaining the value you are offering in trade for your prospect’s time, and then asking them for a meeting. Do Good Work: Ask yourself if you would appreciate the approach you use to ask for a meeting.

Cold Call 331

Cold Call Pitch Retail Meeting 331

Veloxy

JANUARY 19, 2022

Get ready to impress more buyers and get more meetings. But, if they’re still stubborn or hesitant to commit to a meeting, here are a few other tips to get the evasive, “Yes!”: Meeting booked! Confidently get their attention by positioning yourself. Demonstrate that you know their business. Start with basic results.

Cold Call 358

Cold Call Territory Quota Up-sell 358

Veloxy

JUNE 23, 2021

Wrap touchpoints around meetings. The main one is to treat video sales meetings like in-person calls. Would you show up to a serious meeting in a t-shirt and baseball cap? Hubspot explains how to set up video for sales meetings. Wrap TouchPoints Around Meetings. 10 Steps to Building a Virtual Selling Team.

Sell 317

Sell Education CRM Up-sell 317

Iannarino

JULY 16, 2021

The automation that claims to solve the problem of getting meetings causes the exact opposite outcome. There was a rather long menu, and at the very end he asked me if we could schedule a meeting so he could better understand my requirements. No one owes you a meeting. Sadly, many have given up hope.

Prospecting 311

Prospecting Cold Call Pitch Negotiate 311

Iannarino

AUGUST 6, 2021

and their solutions, then asking them to click a link to book a meeting. Asking for a meeting after what amounts to an inverted value proposition is evidence that you are clueless about earning meetings by trading enough value to deserve them. How does your email justify a meeting? Then listen up. Making Email Valuable.

Campaign 319

Campaign Pitch Clients Prospecting 319

Iannarino

JULY 7, 2021

Here is the scenario: You are meeting with your prospective client. However, to gain this meeting, you had to agree to follow a list of rules your prospective client provided. How do you know what your contact will recognize as valuable enough to command the next meeting? Master Cold Calling with this FREE eBook. The Opening.

Sell 334

Sell Cold Call Contact Clients 334

Neuromarketing

DECEMBER 14, 2023

Yale scientists used brain imaging to compare face-to-face meetings with virtual sessions. The post Your Brain on Zoom Calls: New Research appeared first on Neuromarketing.

Meeting 246

Meeting 246

Iannarino

JULY 30, 2021

I understand the sentiment behind “that meeting should have been an email,” but you will find me firmly ensconced on the pro-meeting side. A face-to-face meeting is better than a Zoom meeting. A Zoom meeting (with video on) is better than a phone call. A phone call is infinitely better than email.

Technology 302

Technology Technology Clients Meeting 302

Iannarino

JANUARY 1, 2023

A first meeting is not automatically an opportunity. You need more evidence before you can consider a first meeting to offer more potential. A confirmed second meeting is a positive factor worth considering, but what is often greater proof you have a real opportunity is the presence of a sales champion.

Contact 282

Contact Sales Meeting 282

Iannarino

AUGUST 2, 2021

Likewise, while checklists can help you plan and move through meetings, few of the target outcomes could prove that the deal was real, that it was progressing, and that the salesperson had a high probability of winning the client’s business. No more pushy sales tactics.

Process 329

Process Sales Clients Conversion 329