Rank #1: Jeb Blount on Fanatical Prospecting – Episode 47
If you want to have success in sales, pick up the phone ~ Jeb BlountClick To Tweet
Embracing the most difficult job in sales
According to Jeb, prospecting is the most difficult job in sales. But, if you don’t prospect, you are not going to sell anything. Jeb puts it simply: you are not going to eat, much less have a job, if you dont prospect. As a sales manager, you need the courage required to tell the truth and to confront. You also need to hold your people accountable, observe their work, and have the conversations that spur on improvement. Jeb holds bootcamps to teach sales people how to prospect. He gets people’s pipelines filled up and ready for success. In sales, coaching and pushing are necessary to cut the excuses and get the appointments. In these bootcamps Jeb has power hours where everyone is making lists, making calls, and learning to stop wasting time, wasting people’s time. Prospecting can massively increase the velocity of creating opportunity, no matter your industry. Listen in to Jeb speak about the power you and your sales team are missing.
The art of interruption
There are so many ways to dive in and utilize prospecting. If we compare today to the 90’s, there are more options than just phone books and knocking on doors. But, the magic is still in the interrupting of people. Jeb preaches about the very much alive avenue of cold calling, due to the fear people have developed of picking up the phone and being that interruption. But once you start, Jeb says, it is easy. It might even be easier than it used to, because of the ability to research anyone you want before you call them. As a sales leader, it is your job to get your salespeople to interrupt. If you teach them to believe in the product and believe they are solving people’s problems, they will make the calls. Jeb’s methodology is a balanced approach to using the tools you already have to diversifying your prospecting and see the most conversations turn into booked appointments.If you want to be a sales leader, develop the managerial courage to interrupt.
Cold calling is not the problem, it’s interrupting ~ Jeb BlountClick To Tweet
Move up the prospecting pyramid
Jeb’s contagious belief in prospecting removes arguments against its use. He offers a chance to rethink the order of prospecting and approaching opportunity. Most salespeople think to call the first name on the list. But that is random thinking. Jeb teaches that the top sales reps call the highest probability deals first. They close that deal, set that appointment, and build their lists strategically. The first 10-15 calls are to those most likely to buy, so the pipeline fills with a better probability of producing results. Some experiences in cold calling start off with rejection after rejection, creating a terrible taste in a salesperson’s mouth. Is it time to rewrite your list? Get your wins early on, develop a better attitude, and set yourself up to sound better and feel better in sales. Learn from Jeb how to gather information to move clients up your prospecting pyramid and spend the most time with the ...
Jan 19 2016
Rank #2: The Sales Mindset Of A Top Salesperson, with Lee Bartlett – Episode #84
The Sales Mindset Of A Top Salesperson, with Lee BartlettClick To Tweet
A burning desire to win is vital to sales success
One of the things Anthony noticed about Lee Bartlett immediately as he read Lee’s new book, “The No. 1 Best Seller,” is that Lee has an insatiable desire to win. It’s not that he’s a cutthroat competitor, though he is competitive, it’s that he simply wants to attain the highest heights possible in whatever he does. And in an arena like sales, that means winning. In this conversation, Anthony and Lee chat about what has made Lee one of the most successful sales professionals in the world, the sales mindset that has fueled him so consistently, and why he’s a proponent of meeting people in the fastest and simplest way possible in order to engage in conversations that bring value to buyers. It’s a refreshing departure from the sales debates making the rounds, so be sure you take the time to listen.
Want a tremendous advantage in sales? Learn to outwork everyone else.
When Lee Bartlett started out his sales career one of the first things his manager showed him was the closing percentages for cold calls he was expected to make and a quota for how many calls he had to make each day. Lee immediately thought that the number of calls required was too low. Within seconds he knew that he’d be making at least triple that number of calls every day and he was on his way to being the top performer in the company. In this conversation, Lee explains why he believes in “waking hours” instead of “working hours,” what it means to outwork everyone else, and most of all - why that kind of person is the true sales professional.
Want a tremendous advantage in sales? Learn to outwork everyone elseClick To Tweet
Why your goal needs to be different than your sales quota.
It’s common for salespeople to moan and complain about the quotas handed down to them from management. But the truly funny thing is that if you ask them how much money they want to make during the year, they’ll almost always give you a figure that far outpaces what’s possible by only making their quota. There’s a disconnect. Salespeople don’t understand that the quota is irrelevant if they are going to attain their personal goals. Lee Bartlett shares why quotas mean nothing to him and how he’s built a career as one of the most successful sales professionals in the world, on this episode of In The Arena.
Why cold calling is still the fastest and most effective way to revenue.
The debate about inbound sales and social selling VS outbound sales rages on LinkedIn these days. But both Anthony and his guest on this episode, Lee Bartlett believe that the fastest and most effective way to build relationships that drive sales is to pick up the phone and call someone. Lee simplifies it even further by saying that while others are figuring out a social strategy, he’s simply going to be busy talking to people. And he insists that by doing so, he’ll destroy his competitors every time. Discover the character traits and practical strategies that have made Lee a great salesman, on this episode.
Why cold calling is still the fastest and most effective way to sales successClick To Tweet
Outline of this great episode
[0:44] Anthony’s introduction to his new friend, Lee Bartlett.
Mar 17 2017
Rank #3: Jim Keenan on What Is Not Taught – Episode 46
There’s never been such a good time to be successful ~ Jim KeenanClick To Tweet
The time is now to get paid to think
During the industrial age, a boss would have scoffed at the idea of paying someone to think. That mindset was a joke. No one approached their boss with ideas, instead everyone had their place and expectations. Today, Jim Keenan says companies are desperate for thinking people. It is all about creatively solving problems. There are no longer steps to follow, roles to assume, and one way to operate. The old industrial age mindset is a disadvantage when entering today’s market. Big companies lay employees off when the economy shifts and are no longer a long-term reliable basket to put any of your eggs in. Jim wants to prepare you for the information age, which creates room for thinking and for ideas to matter. Find out today if you are really embracing the change this age is bringing, with Jim Keenan as he shares insights from his book, "Not Taught."
What is your reach?
“Reach” and “brand” are two buzzwords Jim Keenan wants you to be able to define for yourself. Your reach is the ability for people to find you. Do you have a LinkedIn profile? Is it current and complete? Without utilizing tools like this, you are inhibiting your own chances of being noticed, known, and ultimately hired. The importance of reach really comes down to how many people can you influence? How can you move your message through people and get them talking about it. Reach is not a new idea, it has always been important, but why? People pay for reach. If you can connect yourself to people, and people to people, you can move whatever you want through those groups, and they will react. Listen in to start discovering your own reach.
Expect the shifts ~ Jim KeenanClick To Tweet
Not Taught: It’s branding season
The next thing Jim Keenan advises to be thinking about is your brand. Who are you and what do you want to be known for? There is often a lack of trust in oneself to figure out a brand and work on it. Many people find themselves stuck between thinking it is too late to start working on their brand and waiting for approval to develop one. Having a brand creates massive value. One perspective Jim speaks to is the younger millennials mixed up in the industrial age mindset and influence of their parents, with no green light motivation to move forward. Jim calls you forward into asking where it is you want to go and how to start moving that direction. It is time to embrace your brand.
Shifting out of autopilot
The first step you take creates something necessary: movement. If you find yourself stuck on autopilot, you need to make a move. Yes, you will be forced to ask questions for yourself and shift your brand. Jim Keenan does not want you to hold yourself back, or worse, be boring. Is fear holding you back? Fear of how people will react to you? A lot of people think they are okay if they are not getting negative reactions. But what if you embraced the struggle and stopped to think about what you really want to be good a...
Dec 22 2015
Rank #4: David Allen on Getting Things Done (GTD), Proactive VS Reactive, and The Power of Daily Review – Episode #64
David Allen, creator of Getting Things Done on this episode of In The ArenaClick To Tweet
Your favorite sports teams do it, why don’t you?
Think of your favorite sports team right now - any sport. Do you imagine that they spend the majority of their time doing what they want and then preparing for their games only a few hours before gametime? That’s ridiculous, right? But most of us handle our lives in exactly that way. We wake, take care of personal hygiene, etc. - then head to the office and dive right in. We wind up putting out fires all day long and responding to whatever comes up instead of being truly productive. David Allen says that one of the keys to the GTD system is that it requires a daily review time BEFORE you actually get started with the day. It’s a time to assess what’s possible, what’s on your lists, and what you will take action on for the day. It’s the only way he knows that successful people truly get things done. Find out how to implement your own daily review on this episode.
What is your next action? That’s one of the most important questions you can ask.
During their conversation for this episode of the podcast Anthony asked David Allen, author of Getting Things Done, why it’s so difficult for people to choose their next action. The simple answer is that it’s hard work to figure out much of the time. But it’s also the most important thing you can do to align your daily activity with the things that are truly the most important to you. On this episode David tells how you can think through your life and your life goals to ensure that your decisions about next actions are the ones that will move you ahead most effectively. Be sure you carve out the time to listen. Who knows, this may be YOUR best “next action.”
Control without focus is micromanagement and focus without control is crazymaking ~ David AllenClick To Tweet
Make better decisions by raising yourself up to a higher level.
Many times the decisions we make are reactionary, simple responses to the things that happen throughout the course of life. Sometimes that’s necessary and helpful, but much of the time it’s nothing more than a distraction to the truly important things. On this episode of In The Arena, David and Anthony discuss how a brief moment of “higher level” thinking - consideration of the decision in light of your life’s higher goals - can help you decide whether to delay certain tasks, delegate them, or not do them at all. It’s a very helpful, simple, but profound way of looking at the tasks that crop up each day. You’ll get a lot out of this part of the conversation.
Why do you live in your inbox?
It’s a pretty common thing in the business world to see professionals checking their email repeatedly within a short matter of time. It’s one thing to check email just before going into an important meeting so you can go in prepared with last minute information. It’s quite another to live in your inbox, checking it multiple times every hour. David Allen suggests that you’d never do that if it was “real” mail, in a physical mailbox outside your house. You’d get on with the more important things in life and check your mail once a day. Rethinking the tools and making them work for you is one of the most important thi...
Jul 01 2016
Rank #5: Phil M. Jones on Knowing Exactly What to Say in Your Sales Conversations – Episode #91
Phil M. Jones on Knowing Exactly What To Say in Your Sales Conversations - Ep 91Click To Tweet
Many people don’t have what they want because they are not doing the basics.
Phil M. Jones is an experienced sales leader who has worked hard to get where he is. He learned early on in his sales career that, in his words, he needed to “Do what he was told.” What he means is that many of the things he was being told by his sales trainers were tried and true fundamentals that would set him up for success. Phil says that in order to attain success in any field, you need to be brilliant at the basics, then get up and do it again tomorrow. Then do it again the next day. And the next. Phil has done that and in so doing has developed a keen understanding of how the words he says to prospects make a HUGE difference. He unpacks a small taste of how you can shift what you say to get better results, on this episode of In The Arena.
The sales decision takes a microsecond. Knowing what to say to get past it is key.
For many sales professionals, the most intimidating part of the sales presentation is asking for the sale. Will the prospect buy? Will they have objections? Will they have some reason they have to say “no?” Will they need to consult other decision-makers? Phil M. Jones has discovered that many times you don’t even have to ask for the sale. In fact, he says if you know what to say, many times you can assume the sale and move right past it to the follow up steps, and your prospect will happily go along because of how you’ve handled the situation. Sound too good to be true? You’ve got to hear Phil’s explanation on this episode.
The sales decision takes a microsecond. Knowing what to say to get past it is keyClick To Tweet
Are you challenging your sales leads by the words you say? You should be.
When Phil M. Jones says that you should be challenging your sales prospects, he doesn’t mean in an arrogant, heavy-handed way. He means you should be phrasing the things you say in a way that makes it a challenge for your prospect to respond, the kind of challenge they want to rise to and meet. It’s an example of one of the nuanced ways you can adjust HOW you say what you say so that the response you get is more aligned with the direction you’re going in your sales conversations. Find out more from Phil as he chats with Anthony, on this episode of the podcast.
Do you know what to say in order to get referrals? Here’s a script that really works.
We’ve all been taught to ask for referrals. It’s part of what keeps leads coming in and the pipeline full. But Phil M. Jones believes that from a human psychology standpoint, most of what we’ve been taught in terms of what to say is askew. During this conversation, Anthony asks Phil to explain some of the nuanced changes he’s made to traditional sales scripts in order to dig deeper and understand the "why" behind Phil's sales effectiveness. He gives an exact referral script as an example and quickly demonstrates why his changes are so powerful. You won’t want to miss this one. It could make a difference in your day almost immediately.
Do you know what to say in order to get referrals?
Jul 14 2017
Rank #6: James Muir on Closing the Sale – Episode #95
James Muir on Closing The Sale - Ep 95Click To Tweet
The sales process equals conversations and commitments.
Sales is intimidating to most people simply because they think of it in the wrong terms. It’s not about pushing or coercing people to do something they don’t want to do or can’t afford to do. It’s about helping people investigate their needs and discover the best solutions for them. That takes a conversation, or many of them, with the sales person being the one skilled at asking the right questions to make the needed discoveries. Sales is conversations followed by commitments, that’s it. In this conversation, James and Anthony chat about why asking for a commitment goes awry so often and what sales people can do to ensure their prospects are actually ready to make a commitment when the time comes.
Before closing, you’ve got to lead the customer to see WHY they need to change.
Most customers or prospects know they have problems that need solving. The sales professional wouldn’t be able to get a meeting with them in the first place if they didn’t know that. But the solutions that will solve those problems are going to require change on the part of many people within the company and that’s where people begin to resist in the sales process. The sales person needs to take the time, perhaps through many conversations, to help the prospect understand WHY they need to change, what’s at stake if they don’t. Anthony and his guest, James Muir chat about how a salesperson can effectively lead their customers to that realization and close the sale - on this episode.
Before closing, you’ve got to lead the customer to see WHY they need to changeClick To Tweet
No customer should ever feel they need to be defensive about the sales conversation.
Defensiveness flows from a feeling or belief that another person is critical of you or the decisions you’ve made. It’s what you feel when you’re being pushed to do something you don’t want to do. Effective sales people come alongside their prospects instead of pushing them forward from behind. They consult, they help, they answer questions, and they ask plenty of insightful questions of their own. No customer should EVER feel the need to be defensive when a sales professional is doing their job the right way. Join Anthony as he and James Muir recount what they’ve learned about closing the sale, on this episode of In The Arena.
Consultative selling is a collaborative, participatory process.
No sales professional wants to be perceived as pushy or coercive. They know being perceived that way will kill their career. What’s the alternative? Being consultative, learning how to become the trusted expert customers can learn from as they seek to address the needs within their business. But consultative selling is about more than being an expert, it’s about being a partner with the customer, getting on the same side of the table to explore solutions together. When you can become a participant in the prospect’s exploration of a solution to their problems, you become the trusted advisor you really want and need to be.
Consultative selling is a collaborative, participatory processClick To Tweet
Outline of this great episode
[1:45] Anthony’s introduction to his friend, James Muir.
[3:06] The things that changed that prompted James to write his book.
[6:43] Things sales people need to understand ab...
Sep 01 2017
Rank #7: ▶︎ The Phone and Cold Outreach Still Dominate – Episode #118
Jun 30 2018
Rank #8: Chris Beall: Outbound Sales and Prospecting Metrics and What They Tell Us About Success – Episode #103
Chris Beall ( @chris8649 ) of @ConnectAndSell : #Outbound #sales and #prospecting metrics and what they tell us about #SalesSuccess. Listen to this episode of #InTheArenaClick To Tweet
In outbound sales, we should be paying attention to the metric of “the day”
There are thousands of metrics you could track when it comes to outbound sales. But Chris says that the most important metric is the metric of each day. In his mind, the strongest thing you can do is focus on doing the most you can in each day, even if that means taking some of the things you meant to do tomorrow into today's workload. If you do that consistently, magic happens in your business, partially because you get more done per unit than you are spending. These are the kinds of observations Chris makes that are simple, yet so powerful. Take the time to listen to what he shares in our conversation, it will help you improve your outbound sales game.
The first 8 to 10 seconds of an outbound sales call is the most important
One of the things I was curious to know from Chris's experience was whether or not people who make more outbound sales calls show improvement with the more calls they make. He said that's not necessarily the case, but what does demonstrate improvement is when those making outbound calls are coached about what they say and how they say it, especially within the first eight to ten seconds of a call. Coaching is vital to enhance effectiveness because it's through good coaching from an experienced salesperson that an ineffective caller can learn to express comfortable confidence that leads to effectiveness. Learn what Chris means by that on this episode of in the arena.
The first 8 to 10 seconds of an #outbound #sales call is the most important. @chris8649 of @ConnectAndSell shares a quick win on #SalesCalls on this episode of #InTheArenaClick To Tweet
Outbound salespeople who secure more meetings tend to produce more referrals
Referrals are not something we typically think of as being directly connected to outbound sales. But the statistics show that there is a direct correlation. The outbound salespeople who are able to secure more meetings are also the ones who produce more referrals. What's the connection? It likely that the confidence and demeanor those sales professionals have that enables them to secure the meetings in the first place, is also what enables them to get referrals. Chris Beall has great insights into this phenomenon and explains what salespeople can do to increase their ability in both of those areas. You'll want to hear this episode.
Outbound sales reps should have as many conversations as possible
The goal of outbound sales calls is to schedule appointments with prospects. It's as simple as that. So outbound sales reps who are doing a good job should be scheduling as many conversations as possible. Chris and the team at Connect and Sell are all about making that scheduling process simpler and easier, and their implementation of technology to make it happen is revolutionary. Find out how 80 sales calls can be made, four actual conversations can happen, and appointments can be set - all within 1 hour. I told you it was revolutionary.
Feb 23 2018
Rank #9: Productive Thinking As The Key to Greater Sales Success, with Tim Hurson – Episode #100
Productive Thinking As The Key to Greater Sales Success, with Tim Hurson - Ep 101Click To Tweet
How you as a salesperson can get the absolute right to the next deal with the person you just closed
This conversation starts out with a bit of banter between Anthony and his guest, Tim Hurson, over what Tim was trying to say when he wrote a book called “Never Be Closing.” Tim’s point was that thinking of things as “closed” could lead you to think that the deal is done, when it’s really only the beginning. What you’re actually doing is you're gaining commitments, you're gaining friends, you're establishing relationships that you don't want to end - which will lead not just to the first sale but to the second sale and all the sales beyond that. That's where the conventional idea of closing is “Finish the deal” but where Tim says he never wants to finish the deal. He wants to open more deals. It's what he calls having an absolute right to the next deal you sell in such a way that you don't ever have to sell to that person again. Find out how you can build THOSE kinds of relationships, on this episode.
You’ve got to listen to this episode if you want to understand the way of thinking that enables you to be more creative, productive, and effective
Tim Hurson used to go around the country putting on seminars and giving speeches, and when he did he’d often meet people on planes. It was the typical situation where you start talking to somebody, asking, “What do you do?” and as soon as somebody asked Tim what he did he would say things like, “You know, I teach people how to think creatively.” They’d immediately go back to their magazine. But one day, completely on a whim, Tim answered the question by saying, “I teach people how to think more productively.” The difference in the response he got was nothing short of amazing. Suddenly he had made a connection with the person he was talking to because what was important to them was to be productive. Tim’s come to believe that there's a way of thinking that actually allows you to learn better, to plan better, to solve problems better, to do better, and ultimately to BE better as a human being. Find out what that way of thinking is on this episode of In The Arena.
Listen to this ep if you want to understand the way of #thinking that enables you to be more #productiveClick To Tweet
Productive thinking has many enemies. You’ve got to clearly know what they are and how to overcome them
The second chapter of Tim Hurson’s book, “Think Better” speaks to the things that prevent us from thinking productively. He points out three of them: Monkey Mind, Gator Brain, and The Elephants Tether. In this conversation with Anthony, Tim walks through two of those three enemies to productive thinking, explaining how they work in the brain, why they happen, and what you can do to overcome them.
Jan 04 2018
Rank #10: Deb Calvert on How Truly Meaningful Sales Connections Happen Through Leadership – Episode #105
Deb Calvert on How Truly Meaningful #Sales Connections Happen Through #Leadership - Episode 106 of #InTheArena @PeopleFirstPSClick To Tweet
Buyers don’t believe the message until they first believe the messenger
Sales connections are about more than simply setting appointments and running through a sales presentation. It's about building trust, a phrase we are hearing more and more these days. But do you really know what it means to build trust? More importantly, do you know how to build it? Deb Calvert says that buyers don't believe anything you have to say to them about your product or service until they first believe in you. They have to see, demonstrated in your behavior, that you are person who can be trusted. What kinds of behavior is Deb talking about? Listen to this episode of In The Arena to find out - and learn how to change the way you sell in order to build greater trust with your buyers.
33% of buyers say the salespeople they deal with don’t come across as credible
Much of the research that Deb and her team did in preparation for her book focused on the experiences buyers had with those who sold to them. In many cases, these were relationships that were already established between buyer and seller - yet 33% of buyers said that the sales people they deal with regularly don't come across as credible or trustworthy. What does that say about the way sales professionals are going about their work? More importantly, what does it say about the ways we can improve what we do to cause trust to be built from the outset? Deb's insights into this issue of credibility and trust are incredibly helpful for salespeople who are willing to do the work it takes to apply what she has learned. The good news is this, none of it is hard. It just has to be done.
33% of #buyers say the #salespeople they deal with don’t come across as credible. Learn how to reverse this trend in your #sales career on #InTheArena @PeopleFirstPSClick To Tweet
Sales connections happen through two-way dialogue, not an old-fashioned sales presentation
One of the things that buyers dread the most is the sales presentation. That's because it often goes into data points and information that isn't relevant to their situation. It's kind of like sitting through a timeshare presentation in order to get the free gift, only the buyer doesn't always walk away with the free gift. Deb's research revealed that sales connections that matter happen through two-way dialogue, not a sales presentation. Buyers want to know that they are understood and that those selling to them truly have their best interests in mind. If you will apply the simple things Deb shares in her book, “Stop Selling and Start Leading,” your sales will dramatically improve.
Meaningful connections between buyers and sellers still matter
With all the advancements in A.I. and machine learning, there is a lot of hype about whether or not salespeople will really be needed in the future. Both Deb and Anthony believe that the human component of sales will always be in high demand because meaningful sales connections are what build the kind of trust that buyers need to feel. It still matters that there is a person on the other end of a transaction.
Mar 09 2018
Rank #11: How to Develop Greater Influence in the Sales Process by Being a Go Giver Influencer, with Bob Burg – Episode #107
How to develop greater #influence in the #sales process by being a go-giver #influencer, with @BobBurg, on Episode 108 of #InTheArena with @iannarinoClick To Tweet
Great influencers attract people, to themselves first and their ideas second
Greater influence comes from becoming a better version of yourself. Bob Burg explains that people are first attracted to you, the person they are involved with before they ever become interested in your ideas or solutions. The real power of influence comes when you are thinking about how you can benefit the other person, and that’s a mindset we have to develop as part of our character. You have to care about their needs and be genuinely focused on building everyone who is involved in the process, not just your sales accounts. Bob’s insights into these kinds of things are one of the reasons he’s made 4 appearances on this podcast, so take the time to find out why he’s considered to be a leader in the industry.
Great negotiation requires collaboration that brings about better options for everyone
When you think about a sales negotiation you likely think of the need to come to a place of compromise that everyone involved can live with. But Bob Burg says that compromise means everyone gives up something and nobody winds up happy. Instead, he believes the salesperson needs to become a master at collaboration, coming into the situation with a view toward everyone receiving something even greater than they have in mind. When you can approach a sales negotiation with that kind of optimism and a commitment to making it a win for everyone, you’ll be the one everyone involved remembers when it comes time for another deal.
Great #sales #negotiation requires #collaboration that brings about better options for everyone. Don’t resign yourself to the losing scenario of compromise. @BobBurg explains how to win at sales on this episode of #InTheArena with @IannarinoClick To Tweet
Greater influence comes from stepping into the other person’s shoes
It’s a tired old phrase but nevertheless true, “People don’t care how much you know until they know how much you care.” When you as a salesperson are able to step into another person’s shoes in a way that enables you to understand their true needs, you have the opportunity to influence them in a way nobody else can. Compassion goes a long way in establishing the trust necessary to consummate a sales relationship. In this episode, Bob Burg explains what it means to have compassion as a sales professional and how learning to listen “with the back of your neck” enables you to truly care for your buyers and close more deals.
Your expectations about an interaction change you and influence the interaction as a result
If you walk into a meeting expecting others to be disagreeable, contentious, or rude you will have set your own attitude in a negative direction and will influence the meeting negatively as a result, without ever meaning to do it. But if you set your expectations differently, on purpose, and go into the room with a broad smile and a belief that the people on the other side of the conversation really do want the help you provide and are eager to receive it,
Apr 27 2018
Rank #12: Dan Pink: Productivity Improvement Techniques, Chronotypes, and Napucinnos – Episode #108
.@DanielPink: #Productivity Improvement Techniques, #Chronotypes, and Napucinnos, on episode 109 of #InTheArena with @Iannarino. #SalesClick To Tweet
Are the “morning person” and “night owl” stereotypes based in reality?
For a very long time, we’ve heard people referred to as “morning person” or “night owl.” It’s an example of a trite saying that IS a trite saying because there is truth to it. Dan Pink's research has revealed that there really are rhythms to life and patterns to the way individuals operate that make them more prone to be productive at different times of the day. Why does that matter for productivity? It's because knowing which type of person you are will enable you to strategically plan certain types of work for specific times of the day. The result is that you’ll be operating at peak capacity when you are working. These ideas make a lot more sense in the context of the conversation Anthony had with Dan, so set aside time to listen to this intriguing conversation.
Peak, trough, and recovery: 3 stages of daily activity you need to understand
One of the most important things Dan Pink has discovered while researching for his new book, “When” is that every human being operates in cycles. We all experience the following three periods in every day - peaks, troughs, and recovery periods. When you are able to identify exactly WHEN each of those periods happens in your typical day, you’re able to do the right kind of work during the right time frame and your productivity soars as a result. This is more than a productivity improvement technique, it’s a day planning strategy that can yield results beyond what you might imagine. Listen in to the conversation and you’ll hear it straight from the horse’s mouth. New York Times Best-Selling Author, Dan Pink is Anthony’s guest on this episode of In The Arena.
Peak, trough, and recovery: 3 stages of daily #activity you need to understand. @DanielPink explains why on this episode of #InTheArena with @Iannarino. #sales #productivityClick To Tweet
Why you should never evaluate your decisions based on the outcome
Outcome-based evaluations are never a good idea, even though it’s the kind of reasoning most of us fall into. You can’t tell if an idea was good or bad simply because of the outcome because there are too many variables that could have or didn’t happen to be entirely sure of the result. Dan cites the decision to run every red light on the way to work as an example. Just because you get to work safely and without being pulled over by the police doesn’t mean it was a good idea. Listen to find out how Dan applies this concept to decision making, sales strategy, and day-planning and productivity.
Are you limiting your productivity by trying to be too productive?
Most of us who are worker-bees or "doers" spend our day in non-stop productivity mode. But research reveals that non-stop production actually becomes counterproductive. In this conversation, Dan Pink highlights how breaks throughout the day, and even what he calls a “Napucinno” (you’ll have to listen to find out what that is) can actually increase your productivity and enable you to get more done in le...
May 04 2018
Rank #13: How To Become A Trusted Sales Advisor & The New Sales Imperative, with Nick Toman and Brent Adamson – Episode #83
How 2 Become A Trusted Sales Advisor w Nick Toman and BrentAdamson, Ep 83Click To Tweet
Becoming a trusted sales advisor to your clients is more vital than ever.
Buyers these days are able to get more information about solving their problems than ever before. Most of the time they come to you, the salesperson, with a load of data already - thinking they understand their options. It’s easy in that situation to believe that you simply need to give them what they ask for - but that’s not always the case. They need you to serve them as a trusted advisor, one who knows the solutions to their needs better than they do, in spite of the knowledge they’ve amassed. You need to help them understand what they’ve discovered and how to apply it to the specifics of their situation. Find out how Anthony’s guests, Nick Toman and Brent Adamson suggest you go about that, on this episode of In The Arena.
How salespeople inadvertently overwhelm potential buyers.
When a potential buyer comes to you, the sales professional, they often have all the information they need about the solutions to their need that exist. The temptation is to go deeply into the specifics of your particular solution to try and convince them that yours is the best solution. But often that results in information overwhelm and the buyer winds up NOT making a decision in your favor. Brent Adamson and Nick Toman outline how you can avoid doing that and actually guide your potential customer to an understanding of the solutions they’ve discovered, and they do it in this episode.
How salespeople inadvertently overwhelm potential buyersClick To Tweet
Why more information doesn’t always help buyers make buying decisions.
Our instinct as salespeople is to assume that a buyer who comes to us about our solution has everything figured out already. They talk that way in most cases because they’ve easily done their own research on the internet. So they really do know a lot, but is it enough? And does it really help them make a decision? It’s becoming more and more apparent from the research guys like Nick Toman and Brent Adamson have done that buyers are experiencing “information overload” that leads to a type of decision paralysis and they wind up not making a buying decision at all. Find out how you can become their trusted sales advisor and help them overcome that overwhelm, on this episode.
Why over 40% of purchases have some form of regret attached to them.
Buyers today appear to be making their buying decisions independent of sales professionals more often. It makes sense on one hand because they are able to get as much info as they want about the solutions to their problem that exist. But still, 40% of buying decisions have some form of regret about that decision attached to them. Why is that? It’s because they didn’t have a trusted advisor who knows the details of the decision alongside to help them. That could be you if you’re willing to learn how to pivot your sales approach to serve them as they really need. Brent Adamson and Nick Toman are on the show to help you know what that looks like, so be sure you listen.
Why over 40% of purchases have some form of regret attached to themClick To Tweet
Outline of this great episode
[0:44] Anthony’s introduction of the article and prompting behind this conversation with Brent and Nic...
Mar 16 2017
Rank #14: Seth Godin on Customer Attraction, Brand Loyalty, and His Own Writing Process – Episode #101
Seth Godin on Customer Attraction, Brand Loyalty, and His Own Writing Process - Ep 102Click To Tweet
If you have customer attraction you don’t need to raise capital and technology will never be an issue
Imagine if your company was one of those brands that seemed to automatically attract customers because of your culture, your values, or your vibe. What would that do for your opportunities and potential for success? Seth Godin insists that client attraction is THE thing - it’s what makes every company that is successful, successful and it’s what makes every other problem in business less of a problem. In this conversation Seth and Anthony discuss some of the things required to attract customers like that, so don’t miss this sage advice from two guys who have put a lot of thought into the issue.
Brand loyalty is declining because brands have not kept their part of the bargain ~ Seth Godin
There is a decent amount of talk in marketing and sales circles about the decline of brand loyalty. When asked whether it’s true, Seth Godin says that it is and that the main cause is that brands have not kept their part of the bargain. It’s easy to SAY your brand will be something specific for your customers but to actually pull it off requires a kind of thought, intentionality, and consistency that most brand leaders have not dedicated enough time to. Seth has some insight into how that sort of backsliding on your brand promise happens and what you can do to regain ground, so be sure you hear this episode of In The Arena.
Brand Loyalty is declining because brands have not kept their part of the bargain ~ Seth GodinClick To Tweet
Failure isn't that big of a deal, so don’t take yourself so seriously. If you are honest and do good work, you’ll get another chance ~ Seth Godin
Most of us regret our failures on some level. But the failure doesn’t have to be the final word if we are about more than success or failure. Seth Godin says that the entrepreneurs and creators that truly make a difference are the ones who are honest and do good work that truly benefits people. A person or brand with that kind of character deeply ingrained will always recover from mistakes and find new opportunities on the other side. That’s the reality he’s seen over and over as he’s worked with founders, creators, and students and is a place from which you can draw hope the next time you fail.
Why Seth Godin doesn’t like to talk about his writing process
As one who writes every day, Anthony was especially curious how Seth Godin, another person who writes every day and has written many books, approaches writing as a practice. Seth said that he feels that revealing his writing approach would not serve others well simply because we all tend to take on the practices of those we admire rather than discover and develop our own unique approach that fits the way we are wired. In his mind, anyone who can verbally communicate can write. The challenge is learning to write the way you speak - naturally, with emphasis and passion, and with clarity that is truly helpful to those listening (reading). Though Seth didn’t reveal his “magic formula” for effective and prolific writing, what he does share about the realities of writing is very helpful. Don’t miss it.
Jan 11 2018
Rank #15: Nigel Green on Listening Skills for Salespeople – Episode #90
Nigel Green on the Vital Role of Listening Skills for Salespeople - Ep 90Click To Tweet
Everyone communicates, but few listen. It’s especially true in sales.
Listening is about understanding. Said that way it makes perfect sense why salespeople need to be among the most intentional listeners on the planet. It’s only as we listen that we are able to understand what our prospects truly need, which is the only way we can know if we have the solution to that need. Nigel Green has built a career in sales management and is the founder and CEO of Evergreen, a B2B sales consulting firm. He consults for companies needing to improve their sales teams and is a sales coach for executives eager to grow their business by making sales process improvements. His insights into the skill of listening point out things every salesperson needs to master, so pay close attention to what he shares in this conversation.
You won’t know what to offer a prospect if you don’t listen to what they need.
Nigel Green tells the story of a time in the early stages of his sales career when his manager gave him a gift - a performance improvement plan. His sales were lagging and he needed to identify his weaknesses and build them into strengths. He spent time with the top sales performers in his company, expecting to discover their magical formulas for sales pitches and perfect closes. He was disappointed because he learned neither. But what he did learn was invaluable to his future success: the top performers knew how to ask questions and truly listen to their prospects. That skillset makes all the difference on a number of levels. You can hear Nigel describe the importance and power of listening skills for salespeople, on this episode of In The Arena.
You won’t know what to offer a prospect if you don’t listen to what they needClick To Tweet
Why would top performers not be on a performance improvement plan?
As Nigel Green told the story of how he was placed on a performance improvement plan early in his career by his sales manager, Anthony commented that he believes everyone needs to be on a performance improvement plan. Think about it: even the top performers should desire to become better at what they do. Improving performance is the name of the game. It’s likely why you are considering listening to this podcast episode. If so, you’re in the right place because Nigel and Anthony discuss one of the most important skills you can ever have as a salesperson: the skill of listening.
When speed to scale is what you want, you have to differentiate roles in the organization.
For successful sales organizations, the time comes when the volume of incoming leads demands that the team scale. It’s a great problem we’d all like to have. When that happens, a common mistake is to assume that the roles and responsibilities that currently exist within the team are going to be adequate to support the increased weight and volume of incoming clients. It’s typically not true. Nigel Green shares why it’s vital that growing organizations simplify role responsibilities and diversify the team as they move to scale, on this episode.
When speed to scale is what you want, you have to differentiate roles in the organizationClick To Tweet
Outline of this great episode
[2:54] How Anthony met Lewis Howes and their rel...
Jun 16 2017
Rank #16: The Art of Possibility, Authentic Living, and Success in Life and Sales with Rosamund Zander – Episode #63
Change your thinking from dealing with circumstances to exploring possibilitiesClick To Tweet
The unseen force of our child stories often dominate our lives.
Rosamund Zander believes that every person is born with the self-centered approach to life that is characteristic of a child. Everything is about them. Every question, every circumstance, every opportunity, every pain - it’s all about them. But her contention is that if we stay in that child story as we begin to grow up we get stuck in ways of perceiving the world that are not helpful and do not bring service and love to the world. For her, the goal is to move out of our child stories and into adult stories, to grow up in our thinking and perception of what’s going on around us. Anthony is quick to point out how crucial that awareness is to sales and the sales process, and you’ll get to hear all of it on this episode of In The Arena.
You need to find a story that works for you.
When you look at the events unfolding around you each day, do you see them as circumstances or obstacles - or do you see them as opportunities? Do you see the subtle difference between those two perceptions? One makes you the passive recipient of the results of forces outside your control while the other engages you with the happenings around you, to affect them, to change them, to mould them to a better outcome. Learn how to adjust your perception of the world around you to enable yourself to become an “actor” in it, from Rosamund Zander, on this episode.
All you need to transform is a new story ~ Rosamund Zander, on this episodeClick To Tweet
Many times our negative responses are rooted in fear or scarcity.
It’s a natural perception left over from childhood. But the fact is that as adults we can see more and do more than we could when we were children. We are able to have an affect on the world around us, to make changes to the circumstances we face each day. We can see that the world is a place of incredible abundance, so we are able (if we choose to) to look beyond the circumstance to our role in it and determine what we will do to live in light of those truths. Rosamund Zander’s new book, “Pathways to Possibility” takes us deep into this shift in perspective to provide freedom and energy for every day. Be sure to hear her conversation with Anthony on this episode.
Your sales career, your success, is entirely up to you.
You hear all kinds of mantras in the sales world but this one is one of the most powerful to adopt: “Your success is up to you.” If you can make the mental shift that enables you take on that sort of confident attitude you’ll begin to view the rejections and hurdles you must overcome in new ways. You won’t see them as impediments, you’ll see them as lessons, tools, or opportunities that are beneficial to your personal growth and therefore, your future success. You’ll begin to take action like never before because you’ll be driven to accomplish the very best you can for yourself, your family, your company, and the customer you serve. Hear more on this subtle mindset shift on this episode.
Why we get stuck in #fear and scarcity, with Rosamund Zander, on this episodeClick To Tweet
Outline of this great episode
Jun 22 2016
Rank #17: Matt Abrahams on Strategic Communication in Presentations and Sales – Episode 56
A high school interest in #communication led to a professional career, on this episodeClick To Tweet
What does Matt mean when he talks about “strategic communication?”
Communication is intended to make changes in situations and in relationships. But it’s not always organized or arranged in a way that enables those changes to happen. Matt Abrahams has found it helpful to speak of communication in terms of “strategic” communication: communication that is aimed at a very specific goal for the interaction. The goal for the conversation or interaction enables the preparation and the communication itself to be narrowly focused toward those ends and more effective in the long run. You will learn more about how to make your communication much more strategic in this great conversation.
The role ambiguity plays in strategic communication.
It may seem that anytime ambiguity is a part of the equation, good communication is not happening. But that’s not always the case. On this episode Matt Abrahams points out that in the event of a product or service offering that is not entirely developed, the promotional campaign will many times include intentional ambiguity in order to tease out the intrigue surrounding the product launch. It’s one way that ambiguity can play a major role in communication that is not only strategic, but effective as well. Learn how you can use the concept of ambiguity in your product or sales presentations, on this episode.
How to speak in a more relevant way that compels your audience to action, on this episodeClick To Tweet
Start your presentation with this powerful question.
Matt Abrahams has learned that the key component of any presentation is the underlying belief that the presentation is intended to serve those who are listening. In order to keep that vital fact in mind he recommends that everyone who is building or planning a presentation begin with the question in mind, “How will this presentation serve/help the people who hear it?” That one question enables the preparation to be done with razor sharp focus so that the real purpose of why it’s being created isn’t lost in the minutia of the planning. You’ll hear more valuable but simple insights like this during this great conversation.
The “What, So What, Now What” structure for strategic communication.
When organizing your next speech or sales presentation you might do well to follow Matt Abrahams’ favorite presentation structure - What, So What, Now What. It’s a way to ensure that you’re being clear about what you’re talking about, why it matters to your prospect or audience, and the specific action steps that you want to compel or motivate by the end of the presentation. This is just one of the many structures Matt outlines that can add greater degrees of effectiveness to your communication and persuasion to your close.
Why speakers need to start preparation with a question and outline their talk using questionsClick To Tweet
Outline of this great episode
[4:45] Anthony’s means of connecting with Matt.
[5:25] The backstory on Matt’s expertise in strategic communication.
[7:30] The use of ambiguity in communication: for good and bad.
[10:08] The outcomes that make communication strategic.
[11:35] Why speakers should start with a question and outline using questions.
[14:00] The What, So What,
May 06 2016
Rank #18: Bob Burg on the Power of Being a True Go Giver – Episode 54
The difference between a #leader and a #GoGiver leader, with Bob Burg on this episodeClick To Tweet
The real difference between a leader and a Go-Giver leader.
Bob Burg’s most recent book, “The Go Giver” is quickly becoming a legend in the sales realm just like its author, simply because it’s a fable-like unpacking of principles that every person needs to know. In it Bob shows that the difference between an ordinary leader and one who follows the principles of being a Go-giver is that the Go-giver is all about serving the people he encounters, be they customers, potential clients, or the employees that he leads and works with daily. You’re going to love Bob’s wit and clear admonition toward greatness on this episode. It will encourage YOU to become more of a Go-giver yourself.
Influence and persuasion is so much more powerful than force.
But many modern day leaders don’t understand that fact. Force is an outgrowth of positional leadership and nothing more. Subordinates obey because they have to - or else. But for a Go-Giver leader the main tool in the toolbox is influence and persuasion. They are such powerful tools to use because they flow out of the integrity of the leader and the genuine care he has for the people he meets. On this episode of In the Arena Bob Burg goes into the details of what that means and highlights the areas of work and life that you can refine in order to become the kind of leader who is able to lead by influence and persuasion, not force.
Why influence & persuasion is much more powerful than force, on this episode with Bob BurgClick To Tweet
5 Qualities of a Go-Giver
In Bob Burg’s landmark book, “The Go-Giver” he outlines 5 qualities that every Go-giver has that enables him/her to lead in a very uncommon and effective way. The 5 qualities are: True vision, an eye toward building people, standing for something, and two others. In this conversation you get to hear Bob himself explain and illustrate each of these powerful qualities and give some practical tips on how you can foster these in your own character. This conversation is like a coaching call with one of the best, so be sure you listen.
Money is only a by-product of serving people.
Focusing on money makes earning money incredibly hard. That’s why most sales professionals struggle from commission check to commission check with little joy in their work. Bob Burg knows the difference and on this episode of In the Arena he tells the story of how he came to understand that money cannot be the target in any sales career. The target is helping or serving people and money is the reward. Keeping that straight is the most direct path to sales success. On this episode unloads a handful of insightful of one-liners on this topic that each have a powerful punch to them. You’re going to love it.
Great leadership is not about the leader but about everyone the leader touches ~ Bob BurgClick To Tweet
Outline of this great episode
[3:44] An introduction to Bob Burg.
[5:30] Bob’s book, “The Go Giver” and how it’s helped the sales community.
[6:54] The difference between a leader and a “go giver” leader.
[9:15] Why persuasion is so much more powerful than force.
[11:11] 5 things that make a Go-giver.
[12:12] What is true vision and how do you hold it well?
[14:15] What it really means to build people.
[18:30] Turning employees into leaders in their own ...
Apr 22 2016
Rank #19: Stu Heinecke on How To Get a Meeting with Anyone – Episode 48
If you want to connect with influencers, you've got to do certain thingsClick To Tweet
Revive your creativity
As an artist, Stu is familiar with the pressure of finding a “real” profession. On this episode, he talks about how the creative process can be driven out of us through the education process. We learn that success is regurgitating what we hear. But creativity is about making connections and discovering for yourself what works together. People stop painting, writing,drawing and dreams are driven out of us. Turns out, Stu found out a way to keep creativity alive and succeed professionally. Stu also uses humor as a truth-teller within the marketing world. He has reached out to professionals, created a buzz, and gained attention through humor and cartoons. He knows that if you can get someone to laugh, you are getting them to agree with your essential point. Stu took his talent and turned it into a sustainable financial business. Isn’t it time to revive your own creativity?
Have you tried this marketing approach?
Stu wrote How to Get a Meeting with Anyone to reveal the untapped selling power of contact marketing. His own campaign of approaching companies through cartoons birthed the idea, and ultimately the book. It is inspiration from Stu’s journey of figuring out how to reach people who were important to the desired outcomes in his life. For Stu, cartoons are a powerful selling device. He learned the importance of customizing a message and impressing important people. The truth is, important people are busy and have lots of people trying to get through to them. Stu believes contact marketing has been a hidden form of marketing existing for too long without a name. His mission is to bring it to light and teach people how to utilize it.
We won’t go anywhere if we don’t believe we are worthy of going somewhere ~Stu HeineckeClick To Tweet
You need to make that contact.
Stu’s book reveals 20 categories of contact marketing campaigns he learned from his own endeavors and conversations with important people in his world. What do you have to do to gain the attention and impress the people crucial to your growth and business? Stu’s creative, resourceful approach will get you ready to brave the necessary interruption. It is about humanizing yourself quickly, because people buy from people they know and trust. This book is for salespeople and business owners networking for those breakthroughs. This is a book about audacity and going after the people important to your preferred future. It is about empowering you to reach out for the connection that could change the scale of your business. Stu is ready for you to be confident and access anyone you want to. Are you ready?
Ready to get uncomfortable?
Stu believes that we won’t go anywhere if we don’t believe we are worthy of going somewhere. So, why not believe in yourself? It is time to get uncomfortable because that is where the best things in life come from. Are you approaching your marketing strategies with any audacity? Do you know what audacity looks like in your profession? Stu’s thought is that audacity is simply enjoying what you are doing and allowing it to become infectious. His cartoons carry his approach of reaching out to impactful people that can change the course of his business.
Feb 03 2016
Rank #20: Be Less Busy and More Productive – Episode #112
This episode of In the Arena is sponsored by www.b2bsalestoolkit.com.
Jun 18 2018