In this sales influence(r) podcast I'm joined by author, speaker and sales consultant Anthony Iannarino who talks about sales leadership.

Anthony Iannarino is a highly respected international speaker, bestselling author, entrepreneur, and sales leader specializing in the complex business-to-business (B2B) sales. He has written three best selling sales books - Eat Their Lunch, The Lost Art of Closing and The Only Sales Guide You'll Ever Need. 

This episode of The SalesChange Podcast covers –

• Selling and prospecting during COVID times
• The answer to ‘Should we continue selling?’
• What did Anthony do immediately at the start of the pandemic?
• The creative process behind writing for Anthony.
• How Anthony would sell plastic valves! (Thats Matt’s day job..)
• Answers to the ‘SalesChange 5’ questions.

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Looking for a sales coaching service or an experienced sales sales coach to join your organization and change the direction of your sales team and generate proven success?

https://www.saleschange.co.uk

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The SalesChange podcast is one of the content arms of the SalesChange brand and is hosted by Matt King who is the founder and director of Saleschange.

The SalesChange podcast looks to showcase the positives, the negatives, the successes and the failures of growing a business whilst trying to maintain a positive and inclusive corporate culture. We also chat to top class sales coaches to learn how to grow your revenue and overcome those serious sales issues.

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Connect with Matt - https://www.instagram.com/saleschange/

Learn about the latest episodes - https://www.saleschange.co.uk/podcast

Check out SalesChange coaching packages - https://www.saleschange.co.uk/coaching

Anthony Iannarino is the author or multiple best-selling sales books and one of the best sales thinkers I know. Check him out at TheSalesBlog.com. In today's episode, Anthony and I talk about what the Next Normal for sellers will look like and how to prepare for it. 

Join us to dive into what it means to sell with a purpose. And why that is so relevant today.

As a BONUS, we talk about radical steps we can take to dramatically improve sales manager performance

Learn more about your ad choices. Visit megaphone.fm/adchoices

Today, Kaipo talks with Dr. Anthony Iannarino. An experienced clinician and avid stoic, Anthony explains how he practices objectivity and wisdom in his daily practices. We hope enjoy!

Most recently on The Marketing Book Podcast to discuss his book, Eat Their Lunch: Winning Customers Away from Your Competition, sales strategist, keynote speaker and bestselling author Anthony Iannarino joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Columbus, Ohio, his former life as as a lead singer for an LA hair metal band and the appropriate approach to selling in a pandemic world. Cheers!

Click here for show notes!

https://www.salesartillery.com/authors-quarantine-cocktails/anthony-iannarino

Selling as about helping other people get a result that they can’t get without you. Such an important lesson can only be learned through some extensive experience, and Logan’s guest today has plenty of that. Anthony Iannarino is a best-selling author who helps the B2B world with sales, starting his sales career in his family’s staffing business. He learned that you get far better results when you focus on your customers rather than focusing on yourself. Learn how to sell the right way and for the right reasons!

In this episode, we talk about…

• Anthony’s profession and his journey to get there
• Who you are focused on in the sale itself will determine your success
• Do blogs and other content help people in B2B?
• The similarities and differences between selling B2B vs. B2C
• A domination strategy to ensure you put yourself in the best position to succeed
• Sell the meeting, then the process, then the solution or the project
• There are different levels of questions that you can ask
• Some common sales mistakes that ruin the sale
• Vanguarding conversations by bringing up concerns upfront
• What it means to be consultative for a client

Links to resources:

Spin Selling

The Lost Art of Closing

Check out Anthony’s free content on The Sales Blog and YouTube

Full Sail Marketing Giveaway

Full Sail Marketing Facebook

Check out our new Facebook group for the podcast where you can interact with other subs and leave reviews: https://business.facebook.com/groups/3353051814723273/?ref=pages_profile_groups_tab&source_id=111717746945247

Sign up for The Blueprint and learn the fundamentals of successful marketing, go to contractorgrowthnetwork.com 

ANTHONY IANNARINO is a highly respected international speaker, bestselling author, entrepreneur, and sales leader specializing in the complex business-to-business (B2B) Sale. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy.

He has put out some fantastic content recently to help people through this difficult time and we wanted to speak with him to share his ideas with people who may not have come across them because we have found them very useful.

We discussed:

1. What to do when the world is on fire, you say
2. Advice on maintaining our poise
3. Taking care of yourself 
4. Keeping perspective 
5. Making order out of chaos 
6. Anthony's silver linings

I started by asking him to explain a comment from his recent blog post: ‘If you were to boil down the last 20,000 years of Homo sapiens, it would be the story of overcoming the obstacles placed in our way.’ 

Enjoy the chat.

Anthony Iannarino and Jeff talk about the power fear has in the sales process.  As a sales professional you can make the difference in your customer’s emotional state.  You can give them confidence in their purchase decision or if you’re unsure, that emotion will also transfer to your customer.  In uncertain times, our brain wants to protect us from anything that might seem to be a threat. Be the salesperson who is a trusted advisor and make a difference in your customer’s life.

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Get your sales question answered on The Buyer’s Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1. 

Want more of Jeff Shore’s advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity

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Our guest today gets criticized for being too productive and that's fine for him because it's meant an increase in the number of books he's written, an increase in his wealth and an increase in the amount of people he's helped. 

Anthony Iannarino is back on the podcast to talk about his tested strategies to increase the amount of QUALITY work you're able to achieve in a day. What would 90 more minutes of prospecting do for your life? Anthony believes it would change it dramatically and he's here today to help you find that time in your schedule. 

Anthony is an international speaker, author, and sales leader. He posts daily sales tips and insights to The Sales Blog. He's the author of the best selling sales books Eat Their Lunch: Winning Customers Away From Your Competition and The Lost Art of Closing.

On today’s podcast…

1:19 - Is Anthony Iannarino...TOO...productive? 6:22 - How to figure out what you want out of life 10:25 - David Allen's Horizons of Focus 15:06- Why Mike Weinberg won't be at Outbound and what it says about prioritization 18:27 - Making space for yourself and creating productivity blocks 23:29 - How Anthony killed procrastination in his life 29:31 - If you did this for 90 minutes a day it would change your life dramatically 33:42 - What scares Anthony Iannarino 38:42 - Avoiding the daily drift 43:18 - Giving yourself permission to get stuff done 46:20 - Information about the greatest sales conference on Earth

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