Iannarino submitted the following stories to BizSugar

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Write Your Competitor's Case

Avatar Posted by iannarino under Sales
From http://wp.me 4931 days ago
If you want to improve your ability to compete and win, you'll study how your competitor views you. You'll write their case against you. Read More
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Sometimes your dream client has needs and places orders before you finish the sales process. You can and you should take the order. But finish the sales process. Read More
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Too many people leave their life’s direction and meaning to others. You are the CEO of your life. It’s a lot of responsibility (one with a short tenure, too). Read More
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Many sales managers serve the business before the sales force. By serving the company first, they neglect the one asset they have to produce results: the sales force. Read More
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We waste too much time trying to fast forward to solutions. The real action in the sales process--and the buying process, for that matter--is in the diagnosis. Read More
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The persistence that your dream client will later value when applied to the outcomes you promised can sometimes damage relationships. How to know where the line is. Read More
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Even though you want to focus on obtaining the future commitment you need, that outcome comes through your focus on the sales interaction you are now engaged in. Read More
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Cynicism Is a Recipe for Mediocrity

Avatar Posted by iannarino under Sales
From http://wp.me 4939 days ago
Made Hot by: saraib820 on May 12, 2011 6:04 pm
Some salespeople resist buying the company line. They resist buying the hype. They question motives. Their cynicism is a recipe for mediocrity. And it's contagious.
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The Path to Referrals

Avatar Posted by iannarino under Sales
From http://thesalesblog.com 4940 days ago
Made Hot by: jkennedy on May 10, 2011 2:47 pm
The way to build referrals and referenceable clients is to win dream clients and then to perform for them. You must do work worth sharing with others. Read More
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If you have trouble coming up with a couple of posts a week, I believe that one of two things is true (or perhaps both are true). Read More
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