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In the Arena

Updated 7 days ago

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If you want to learn the most current and powerful sales techniques and mindsets from the top professionals in the business, In The Arena is the place to find them. Host Anthony Iannarino is himself a successful and consummate sales professional with the know-how and experience to coach you on your way. But more than that he interviews the top authors, salesmen, sales managers, and experts in the fields of B2B and B2C sales to give you the edge you need to move your numbers and profit to the next level. In the Arena is for you. Find out more at

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If you want to learn the most current and powerful sales techniques and mindsets from the top professionals in the business, In The Arena is the place to find them. Host Anthony Iannarino is himself a successful and consummate sales professional with the know-how and experience to coach you on your way. But more than that he interviews the top authors, salesmen, sales managers, and experts in the fields of B2B and B2C sales to give you the edge you need to move your numbers and profit to the next level. In the Arena is for you. Find out more at

iTunes Ratings

303 Ratings
Average Ratings

Up to date value

By rich marvel - Dec 10 2018
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Engage with this podcast and Learn how to sell level 4 value

Highly recommend!

By Tommypad311 - Oct 29 2018
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Love this podcast. Very relatable and one of my FAVORITES. Keep up the great work Anthony!

iTunes Ratings

303 Ratings
Average Ratings

Up to date value

By rich marvel - Dec 10 2018
Read more
Engage with this podcast and Learn how to sell level 4 value

Highly recommend!

By Tommypad311 - Oct 29 2018
Read more
Love this podcast. Very relatable and one of my FAVORITES. Keep up the great work Anthony!
Cover image of In the Arena

In the Arena

Updated 7 days ago

Read more

If you want to learn the most current and powerful sales techniques and mindsets from the top professionals in the business, In The Arena is the place to find them. Host Anthony Iannarino is himself a successful and consummate sales professional with the know-how and experience to coach you on your way. But more than that he interviews the top authors, salesmen, sales managers, and experts in the fields of B2B and B2C sales to give you the edge you need to move your numbers and profit to the next level. In the Arena is for you. Find out more at

Rank #1: Jeb Blount on Fanatical Prospecting – Episode 47

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Today’s guest, Jeb Blount, wrote his book Fanatical Prospecting to remove the complexity of prospecting and provide a formula for it’s use. Jeb’s core belief is that salespeople are the elite athletes of the business world. He empowers salespeople to fill their pipelines with traffic, believing that you fail when you neglect prospecting and have an empty or anemic pipeline. The basics of prospecting were instilled in Jeb by his teacher, Bob Blackwell. Jeb learned from Bob how to say the right things during calls and hone his work into a profitable career. Today’s resistance to prospecting stems from the lack of leadership like Bob’s as well as testaments of successful experiences. Where there is a lack of good leadership and praise for prospecting, Jeb steps in. From listening to and learning from a great sales manager, Jeb became great. Are you ready to get in the arena?
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
46 mins

Rank #2: Tiffani Bova on Sales Optimization, The Buyer’s Journey, and Expanding Into New Markets – Episode #124

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Sales optimization is the soup du jour in the sales world - every company is working hard to streamline processes and bring in revenue faster. While it’s important to optimize every bell and whistle you can, it’s also important to understand that growth is not only about getting more leads into the pipeline or more customers to sign on the dotted line. You’ve got things like the buyer’s journey to consider, the importance of decreasing churn, and a whole lot more if you really want your company to grow. Tiffani Bova writes about these topics and more in her new book, “Growth I.Q.” and she’s Anthony’s guest to talk about them, on this episode of In The Arena.

Hear .@Tiffani_Bova speak about #sales optimization, the buyer’s journey, and expanding into new markets on this episode of #InTheArena with @Iannarino.Click To Tweet
Churn can actually be leveraged as an offensive strategy
Most of the time when sales organizations address the issue of churn, they approach it defensively, like there’s a problem to be fixed or someone to blame. While it’s true that you may have adjustments to make that can decrease the churn rate in your sales process, it's is often an indication that rather than being defensive you need to go on the offense when it comes to existing customer relationships. Tiffani Bova explains how you can use churn to reveal ways you can keep the gold you already have, in this conversation.
When is expansion into new markets a good idea?
One of the ways large companies attempt growth is through the expansion of the company into new or foreign markets. But Tiffani Bova doesn’t think that’s always the best idea. In her mind, you have to ask yourself a vital question before proceeding. What’s the question? “Can what you’re doing successfully in your existing market(s) be replicated EXACTLY in the new one?” In other words, you need to analyze whether the things you’re doing so successfully in your present market are easily transferable to the potential opportunities you see elsewhere. If you don’t take the time to figure this one out you could spend months and lots of money only to discover that your efforts in the new market are not going to gain anything.

When is expansion into new markets a good idea? @Tiffani_Bova explain the key question to ask yourself before expanding on this episode of #InTheArena with @Iannarino. #salesClick To Tweet
Sales optimization and the buyer’s journey are very different things
Sales optimization is about processes and procedures. It might include the way things are done as well as the successful integration of a tech stack that makes the process itself smooth and quick. It’s a linear process: this happens, then this, then this. The buyer’s journey is not linear at all - it’s a very circuitous route that customers travel according to their unique biases, needs, and fears. Tiffani Bova points out that too many sales organizations try to stuff their customer’s journeys into their sales optimization efforts like square pegs into round holes. It simply won’t work and the customer winds up being served poorly. You can hear Tiffani’s insights nad recommendations on this episode.
Your invitation to the very best sales conference you’ve ever attended
The Outbound Conference is like no other sales conference you’ve attended…. and for two days of stellar content that moves your sales success forward, the ticket price is ridiculously low. The conference addresses something no other event does - how to keep your pipeline full of high-value prospects. Four giants in the sales world, Anthony Iannarino, Mark Hunter, Mike Weinberg, and Jeb Blount bring you the sessions and you’ll also be led through your choice of sixteen high-impact training tracks delivered by today’s top speakers, authors, and experts. Join Anthony and his friends in Atlanta, April 23-26, 2019. Get your tickets here:
Here is your personal invitation to the very best #sales con...
Sep 14 2018
42 mins

Rank #3: The Sales Mindset Of A Top Salesperson, with Lee Bartlett – Episode #84

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There are salespeople you meet who smell of bravado and ego and even though they are successful, you don’t really want to listen to them. Anthony’s guest today is one of the most successful sales professionals in the world and he’s none of those things. On this episode of In The Arena, Lee Bartlett shares what he believes goes into a successful sales mindset and why cultivating the ability to believe in your ability to work hard and mastering elementary things - like talking to people - is what gets you ahead in sales. If you want to learn lessons from Lee’s experience in the trenches, not theories that may or may not work, you need to hear this conversation.

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
29 mins

Rank #4: Jeffrey Gitomer on Napoleon Hill’s Keys to Success in Life and Sales – Episode #114

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Napoleon Hill’s keys to success are sought after by salespeople around the globe. On this episode of In the Arena, Anthony interviews the King of Sales, Jeffrey Gitomer, and asks him how he earned the opportunity to annotate a special new book of Hill’s earliest works, entitled “Truthful Living.” You’ll hear about 3 main keys to success that Hill refined over his years of teaching, as well as why sales advice can be applied to every aspect of your life. You won’t want to miss this sneak peek look at the upcoming book, so be sure to listen.

Focusing on THESE steps every day will make the difference between a good #salesperson and #leader and a phenomenal one. Hear the full story on this episode of #InTheArena featuring the King of #Sales, @Gitomer. @Iannarino Click To Tweet
Jeffrey’s journey towards annotating the upcoming “Truthful Living” book and uncovering Napoleon Hill’s keys to success
Jeffrey is an expert in sales. Since his early days of writing columns for the Charlotte Business Journal, to being one of the first to create digital marketing content for an internet that didn’t quite exist yet, Jeffrey has become an authority in the sales world. A lifelong fan of Napoleon Hill, he has written for the Napoleon Hill Foundation for over 15 years. So when Don Green gave Jeffrey a collection of Hill’s greatest, unpublished, personal notes and asked about an annotation project, Jeffrey jumped on the opportunity. This two-year endeavor has culminated in the “Truthful Living: The First Writings of Napoleon Hill” (available for pre-order on Amazon and available everywhere October 30). Jeffrey explains that the longer something lasts, the longer something will continue to last, and Hill’s advice on sales, business, and life are invaluable lessons to be learned.
Key #1 - Maintaining an attitude of success makes all the difference
Napoleon Hill’s keys to success start with mindset and attitude. Going far beyond feel-good thinking, maintaining an attitude of success allows you to achieve greatness by giving you confidence in your product, business, and career. This confidence then allows you to focus on developing 5 main characteristics outlined by Hill. Here they are.


You’ll notice these 5 characteristics have nothing to do with sales specifically. A success mindset is transferable to every aspect of your life, and it starts with positivity and always keeping your end-goal in mind.

Discover @Gitomer’s journey towards annotating the upcoming #Truthful Living book and uncovering #NapoleonHill’s keys to #success. Catch the full story on this episode of #InTheArena! @IannarinoClick To Tweet
Key #2 - Understand the difference between managing TIME and managing YOU
Very few people have a time management problem - most people have a self-management problem. Jeffrey explains the key difference between managing your time and managing yourself, all on this episode. Narrowing down your timewaster activities, avoiding distractions, and leveraging spare minutes throughout your day are all great ways to increase productivity and stay focused. That’s why Jeffrey poses the question, “Can you manage YOU?”
Key #3 - Identify and claim a chief aim in life
Finally, one of Napoleon Hill’s keys to success lies in having a chief aim in life. Without it, you’ll wander aimlessly through life without making much progress. Start with identifying your chief aim. This could be tied to your passions, skill sets, interests, etc. Then, create a plan of how to achieve this aim. Finally, develop the 5 characteristics that allow you to maintain a healthy mindset and self-control. Focusing on these few steps every day will make the difference between a good salesperson and leader and a phenomenal one. For the full story, be sure to listen to this great episode.

A #success mindset is transferable to every aspect of your life, and it starts with positivity and always keepi...
Sep 21 2018
46 mins

Rank #5: Phil M. Jones on Knowing Exactly What to Say in Your Sales Conversations – Episode #91

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One of the most fundamental but overlooked pieces of any sales presentation is being confident in what to say to your prospect. It’s not about product features, though that’s necessary. It’s about understanding the way human beings work, how they listen, and how they naturally respond to specific language. Anthony’s guest on this episode is Phil M. Jones, author of “Exactly What To Say” - an incredibly practical book for salespeople that shows you the nuanced changes you can make to the things you say in order to turn negative or cold responses into positive and warm ones. You’ll be amazed at how insightful and helpful the book is. It’s one you could spend a few hours reading and apply immediately. You’ll get a taste for why the book is so practical by listening to this conversation.

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
41 mins

Rank #6: Jennifer Gluckow on 5 Questions that Will Result in Better Sales – Episode #115

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After spending a lifetime in the industry, Jen Gluckow knows a thing or two about how to make better sales. She talks with Anthony on this episode of In the Arena about how you can own your career as a salesperson and how to connect better with your peers and leaders. She also answers 5 main questions that will help you become a better salesperson and ignite your career. All of these insights and more are included in Jen’s upcoming book, “Sales in a New York Minute,” available for pre-order now on Amazon and everywhere January 1. Be sure to check it out, and catch the full story on this podcast episode.

After spending a lifetime in the #sales industry, @JENinaNYminute knows a thing or two about how to make better sales. She shares her invaluable insights on this episode of #InTheArena, and it’s a conversation you don’t want to miss. Listen now! @Iannarino Click To Tweet
#1 - Why do you need to pursue your own leads as a sales leader?
Most salespeople enter into the business wanting to make a difference, either in their own life or in the lives of others. Why is it, then, that so many salespeople sit back and seemingly wait for marketing to send them quality leads? You cannot afford to rely on others to make your career happen, and you have to be diligently working on securing your own top leads. Start talking with everyone you meet, and don’t hesitate to act because you’re waiting for the “perfect lead” to appear that simply doesn’t exist.
#2 - What can you do to become a better networker?
Networking can change your life if you let it, but great networking is not about quantity. The ultimate goal of networking should always be about making quality connections with people who can either send you business referrals or add value to your life. How can you make those types of connections? Start by being specific and targeted in the meetings and groups you pursue. Then, become a value-provider for the people you meet. You can’t expect quality results from new connections if you don’t first convince them you’re worth building a relationship with.

Why do you need to pursue your own leads as a #SalesLeader? @JENinaNYminute shares her answer to this critical question, and so much more, on this episode of #InTheArena. Listen now! @IannarinoClick To Tweet
#3 - How can you combat the temptation to make excuses for your work?
No matter what market you’re involved in, the temptation to make excuses for poor performance is always present. Making better sales starts with taking responsibility for your action - and inaction. Both Jen and Anthony believe in the power of a great mindset and attitude when striving for selling success. Take 10 minutes and identify your top excuses that you tell yourself and your boss. Then, figure out ways to crush those excuses. The minute you stop making excuses is the minute you start making better sales.
#4 - How can you become the CEO of your territory?
If you aspire to become the CEO of your sales territory, you can’t spend all your time analyzing every decision. Company CEOs take action and implement strategies daily - they don’t overthink everything. Becoming a top sales leader is all about identifying your own style of leadership, committing to that method, and owning it.

Excuses get you nowhere in #sales. Learn how to combat the temptation to become stagnant by listening to this episode of #InTheArena featuring @JENinaNYminute. You won’t be disappointed. @IannarinoClick To Tweet
#5 - What’s the key to effectively following up with prospects and making better sales?
No one enjoys getting those calls from salespeople that say, “Hey, I’m just checking in!” What that message actually conveys is a nagging need to know how the sale is coming along - not a desire to help the prospect make a good decision for their business. Jen encourages sales leaders to add value to their prospects’ lives instead. Send them interesting and relevant articles, connect them to professionals they need to know...
Sep 28 2018
34 mins

Rank #7: David Allen on Getting Things Done (GTD), Proactive VS Reactive, and The Power of Daily Review – Episode #64

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Anyone who’s been in the business world over the course of the past 30 years has heard of Getting Things Done (GTD), the productivity approach that David Allen revealed in his incredible book by the same name. Anthony points to the GTD approach as the one thing that has turned around both his desire and his ability to be truly productive day in and day out - a massively needed thing for his busy life. Today’s episode features a conversation between Anthony and David that gets into some of the history of the GTD approach and how David applies the system to his own life. You’ll get some high level and very practical things in this episode with one of the most influential people in the realm of action and effectiveness.

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
50 mins

Rank #8: James Muir on Closing the Sale – Episode #95

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Closing the sale is arguably one of the most difficult and most misunderstood parts of the sales process. It’s true for many reasons, including missed steps prior to the close and wrong assumptions about whether or not the prospect is actually ready to close the deal. In this conversation you’ll hear two veteran sales professionals, James Muir and Anthony Iannarino pick each other’s brains about what it takes to have a truly effective sales conversation, the places where most sales professionals miss the mark, and why asking for a commitment is such a hard thing - when it shouldn’t be.

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
35 mins

Rank #9: ▶︎ The Phone and Cold Outreach Still Dominate – Episode #118

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Regardless of what the pseudo-experts say, the telephone still dominates when it comes to generating appointments, the key to creating new opportunities. The social tools are useful, and they play an increasingly important role, but they are no replacement for outbound and outreach.
Jun 30 2018
8 mins

Rank #10: Productive Thinking As The Key to Greater Sales Success, with Tim Hurson – Episode #100

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If you want to learn how to engage in productive thinking, Tim Hurson is the guy to teach you how. Tim is the author of a book called “Think Better: An Innovator’s Guide to Productive Thinking” and this conversation is part of the celebration of the tenth anniversary of that book, which you can pick it up right now on Amazon. Anthony admits that this interview starts off a little weird for him because he and Tim have been acquainted with each other for a long time and they belong to a peer group where they communicate with each other often, but before this conversation, they’d never spoken face to face. It’s also a little weird because Anthony’s book, “The Lost Art of Closing” cites one of Tim’s books “Never Be Closing” on the cover flap as a bad idea. But in spite of that difference, which turns out not to be that much of a difference, Tim and Anthony are completely aligned on many things when it comes to life and sales. You’ll enjoy this stimulating conversation with Tim about how you can think more productively and therefore be more successful, so be sure you take the time to listen.

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
36 mins

Rank #11: Chris Beall: Outbound Sales and Prospecting Metrics and What They Tell Us About Success – Episode #103

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Outbound sales and prospecting are the sales approaches that most people shudder to think of. Dialing the phone, cold calling, getting past the gatekeepers - it's enough to discourage anyone if you don't approach it in the right way. This conversation with Chris Beall of Connect and Sell is powerful simply because it reveals some of the basics of why we go about sales that way in the first place. The numbers don't lie, and Chris is definitely one to know the numbers. But more than knowing them, he's effective at interpreting what they reveal about needed sales process improvements. If you want to learn how to do outbound sales and prospecting better than you ever have before, Chris is the guy to listen to. Get a feel for the kinds of things he has to share, on this episode.

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
37 mins

Rank #12: How to Develop Greater Influence in the Sales Process by Being a Go Giver Influencer, with Bob Burg – Episode #107

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What sales professional in their right mind would NOT like to have greater influence over buyers during the sales process? It’s an ability we all need to have. But greater influence comes at a cost, and it’s a cost that’s not typically about sales techniques or approaches. It's one you pay by doing the hard work to become a better person yourself. In this conversation, Anthony and his good friend, Bob Burg chat about why the characteristics Bob outlines in his book, “The Go-Giver Influencer” are really character traits and have to be genuinely birthed in the heart of a person before they can be capable of having greater influence in any area of life. It’s a great conversation between two sales professionals who are great friends. Be sure to listen to this episode of In The Arena.

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
38 mins

Rank #13: Dan Pink: Productivity Improvement Techniques, Chronotypes, and Napucinnos – Episode #108

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Dan Pink is not a guy who normally would come to mind when you begin thinking about a person who can teach you productivity improvement techniques. But given that Dan is committed to a research-based approach to his writing, it shouldn’t surprise you that he's discovered something that can improve your productivity either. His new book, “When” is a masterpiece for those looking to improve their productivity - but you won’t know it when you first pick up the book. This conversation digs into what Dan discovered through his research about how humans work, how our biological cycles and clocks inform the decisions we should make about the work we do and provides practical things you can do to increase your chances of getting more important stuff done. Dan’s discoveries are revolutionary, so don’t miss it.

.@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
50 mins

Rank #14: Stu Heinecke on How To Get a Meeting with Anyone – Episode 48

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Today’s guest, Stu Heinecke, approaches marketing in a surprising and unique way. Stu is a cartoonist, using creativity as a truth-telling and marketing device. Today, we hear about Stu’s new book, How to Get a Meeting with Anyone. His unconventional combination of an education in marketing and a talent for drawing has morphed into a lucrative profession and inspiring marketing avenue. Stu has worked for big magazines, reached out to important names through cartoons, and set meetings with professionals who changed the course of his business and life. Learn from Stu how to harness that courage, make the meetings happen, and set campaigns in motion through creativity.

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
37 mins

Rank #15: Frank Sopper: Sales Success by Understanding Your Own and Your Prospect’s Thinking – Episode #60

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Sales is the ultimate people business. In interacting with those who need the services or products you provide or the decision makers above them in the hierarchy, you’ve got to be able to interact in a way that shows you understand and empathize with them as people. One of the key things to doing that is understanding the ways in which people think - the actual way they see the world and process what they see. On this episode of In The Arena you’re going to hear from someone who has influenced Anthony a ton lately with his approach to this subject: it’s Frank Sopper of Open Book Consulting. Be sure you listen… even though the two of them get deep into the details of how the brain works, it’s essential stuff for you to grasp and master in order to make small tweaks to your sales approach that bring a huge difference.

What you can do to increase sales by understanding your prospects way of thinkingClick To Tweet
What kind of thinker are you, associative or sequential?
You probably don’t even know what it means to ask yourself that question. It’s because those two terms are things Frank Sopper has developed over years of research into the way the human brain works and how different individuals operate in the world and among their relational connections. When you understand the differences between associative and sequential thinkers, you’ll immediately see people in your life who fit into one of those two categories predominantly. The difference that knowledge can make to your sales career is immense and you’re going to hear why on this episode.
Are your sales prospects associative or sequential thinkers, and does it matter?
If you were to speak to a German person using the French language, you might not get very far. That’s because you’re approaching that person via a form of communication they are unable to understand, or at least not used to understanding. The same sort of thing applies when you try to communicate to someone using a style of thinking that they do not readily employ. On this episode Frank Sopper discusses the differences between associative and sequential thinkers and highlights how a better understanding of how your sales prospects think could get you even more sales success.

Thinking and the increase of sales numbers, with Frank Sopper on In The ArenaClick To Tweet
For greater sales you need to include both types of thinking in your presentations.
The human brain is typically not an all-or-nothing sort of computer. Every person is able to think in both associative and sequential ways, it’s just that not everyone is practiced at both. So for greater sales success you want to make sure that your sales presentations are not lopsided toward one of those styles, but rather that it incorporates an understanding of both. How do you do that? You can find out how to get started down that path by listening to this episode of In The Arena featuring researcher and businessman, Frank Sopper.
The type of questions you ask can lead your prospects down the right path.
But what that path is depends largely on the type of thinker they are. “Why” questions tend to appeal more to those with an associative type of thinking pattern. They are motivated by the “why” and begin to think more deeply and effectively in that sort of context. On the other hand, the sequential style of thinking gravitates more to the “How” type of questions, questions about processes, procedures, and bottom lines. Do you see how that can lead you to ask different questions of different people by having an idea of what kind of thinking style they operate within the most? Researcher Frank Sopper has tons to share about how to apply that knowledge on this episode.

Integrate these 2 things into your sales presentations and see your sales climbClick To Tweet
Outline of this great episode

[3:10] Anthony’s introduction of how he got involved with Frank and his assessment.
[5:36] Frank’s description of what he does: research combined wi...
Jun 03 2016
51 mins

Rank #16: Seth Godin on Customer Attraction, Brand Loyalty, and His Own Writing Process – Episode #101

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Nobody in the online marketing space or sales world needs an introduction to Seth Godin. Seth has become synonymous with content marketing and the new approach to customer attraction he calls permission marketing. He believes that because of the negative perceptions people have about marketing and sales and because of how people function these days, no entrepreneur or business should be out chasing customers in that old-style way that causes pressure and discomfort. In this great conversation, Seth discusses why customer attraction is so powerful and explains what brands can do to create a great customer attraction approach, which solves every other problem by default.

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
34 mins

Rank #17: Steve Andersen and Dave Stein: Building Long Term Customer Relationships By Moving Beyond the Sales Process – Episode #58

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According to Steve Andersen and Dave Stein, most salespeople make a vital mistake in the way they approach sales: They think of the sell itself as a short-term gain rather than look to a long-term gain that will sustain relationship and ongoing sales. In this insightful conversation Anthony speaks with Steve and Dave about their new book, “Beyond the Sales Process” and how they are bringing a new approach to the sales process through looking to that long gain.

Sales is a long term connection gameClick To Tweet
Why a sale has to be seen a long-term gain.
It’s very easy and natural to think of a sale as a short-term gain. You get the contract signed and go back to your office, high-fiving everyone in sight, feeling great about yourself and the world. But you have to go out tomorrow and do it again, right? That reality will never change but the mindset behind what that individual sale means should change - you need to see it as the beginning of a longer process, the building of a relationship and the positioning of yourself and your company in a way that makes you an advocate to your customers. In this conversation Anthony gets into the nuts and bolts of that pivotal mindset shift with authors Steve Andersen and Dave Stein.
You need to know your customer’s answers to these questions.
Dave Stein and Steve Andersen suggest 4 revealing questions that every salesperson should be asking themselves and their customers in order to discover if they have positioned themselves and their company correctly in the minds of their customers. And they insist that the sales professional not simply ask the questions FOR their customers, but that they ask them OF their customers. You need your customer’s honest feedback to these questions to make sure you have an accurate sense of whether your customers value you as you want them to value you. You can hear all 4 questions and how they help you build long term customer relationships on this episode of In The Arena.

Successful sales are won long before the salesperson shows up - through engagementClick To Tweet
Define your sales success through your customer’s eyes.
You don’t really know how successful you are as a sales professional if you don’t know how your existing customers view you and your company. Do they see you as a vendor or a partner? Is their relationship with you one that they can’t live without or one they could do away with when a cheaper or slicker offer comes along? When you’re able to get under your customer’s skin to understand their perception of you, you have something to work on to position yourself where you want to be as their business partner. You’ll either position yourself or be positioned, which do you think is better? Find out how to be in charge of your own position from this episode.
What is the value you’re bringing to your customer’s customer?
Too many salespeople are short-sighted, thinking only about the things they can do for their customer. While it’s very important to know that, you also want to put yourself in your customer’s shoes so you can understand what they value - and just like you, they value what they are able to do for their customer. One of the ways you can be of greatest value to them is by understanding what they are trying to provide to their customers and positioning yourself to be their best asset in getting that done. It’s part of the long-term gain of sales that you’ll learn to think about and implement from this episode of In The Arena.

What is the value you can provide to your customer’s customer?Click To Tweet
Outline of this great episode

[4:25] Anthony’s introduction to Steve and Dave and their new book “Beyond the Sales Process.”
[6:13] The gap Steve and Dave are trying to close for salespeople.
[8:57] Why sales is a long-term gain.
[12:23] A better way to hit your sales numbers than going customer to customer.
[16:23] The vital questions sales professionals need to ask their customers to build long...
May 20 2016
35 mins

Rank #18: How To Become A Trusted Sales Advisor & The New Sales Imperative, with Nick Toman and Brent Adamson – Episode #83

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In their work at CEB Global, Nick Toman and Brent Adamson are on the cutting edge of what’s happening in the sales arena. They also do studies to determine what their observations really mean. In response to their recent article posted on CEBG, “The New Sales Imperative,” Anthony invited them to come on the show to talk about what they are seeing in this new age of sales when buyers have more information prior to contacting a salesperson than ever before. New times require a new approach and the guys cover what they think that new approach should look like, including the necessity of becoming a trusted sales advisor, on this episode.

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
28 mins

Rank #19: Stoking Your Hunger to Win in the Sales Arena, with Patrick Tinney – Episode #94

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Every sales professional says they have a hunger to win, but few truly conquer as top sellers. My guest on this episode says every sales professional must have a perpetual hunger to win in sales - that constant drive to provide for their family, to be a success, and to be the trusted advisor who serves their customers well. Patrick’s newest book, “Perpetual Hunger” is the subject of our conversation. It’s a book that can serve you almost like a sales encyclopedia with easy-to-read chapters that are able to be immediately applied. You’ll get a great feel for what he covers in the book by listening to this episode of the podcast.

Stoking Your Hunger to Win in the Sales Arena, with Patrick TinneyClick To Tweet
Fear and adversity can contribute to your hunger in a positive way, or it can hold you back.
You hear a lot these days about overcoming fears and adversity, but Patrick Tinney and I agree that both of those things can fuel your hunger if you know how to leverage them to your advantage. The saddest thing is to see a person with great potential who is saddled with their own fear to such an extent that they can’t push forward to the success that is possible. On this episode Patrick and I discuss the role adversity and fear can play in a positive way to stoke the hunger to win in sales, so be sure you listen.
The truthful sales conversations happen when you are able to knock the chat off script.
Every party involved in a sales conversation has their own agenda - a script of sorts they have prepared to direct the conversation in the direction they want it to go. But those scripts often prevent the conversation from getting to the real issues that are at stake, the real needs the clients have and the solutions you can offer. Patrick Tinney says whenever you can knock the conversation off that script you have the opportunity to hear the true needs of your prospect and are able to understand what your team can bring to the table. You’ll want to hear this part of our conversation - it’s well worth your time.

The truthful sales conversations happen when you are able to knock the chat off script Click To Tweet
Why relationships win in every sales interaction.
Your hunger to win as a sales professional can’t be about you primarily, even though the need to attain a certain level of personal success is always part of the equation. You need to focus more on the relationships that are the basis of trust between you and your customers. That’s what will give you success long term. In this conversation, Patrick Tinney shares a story from his own experience about an opportunity he had to build enormous trust with a client and how it came to serve him personally in the end. You won’t want to miss this powerful story.
The first part of becoming a trusted advisor is trust. Don’t violate it.
We’ve all heard the admonition to become a trusted advisor to our customers, and while it’s definitely the goal we want to be shooting for, it’s easy to forget that “trust” is the first part of that goal. The trust our customers have in us is only what we enable them to have - and that comes about through our integrity toward them. In his new book, “Perpetual Hunger” Patrick Tinney speaks to the role those kinds of trusting relationships play in accomplishing the success we all want, and how trust is a key element in it. I encourage you to listen to Patrick’s advice on this, you won’t regret it.

The first part of becoming a trusted advisor is trust. Don’t violate it.Click To Tweet
Outline of this great episode

[0:44] Patrick Tinney: Sales trainer, coach, and author.
[1:21] What does it mean for a sales professional to be perpetually hungry and why aren’t people MORE hungry?
[6:16] What makes for an exceptional sales prospector?
[8:03] The higher value questions a sales pro should be asking.
[9:30] Using your questions to help the prospect ask themselves value questions.
[11:30] The concept of powerful scripting and unsc...
Aug 25 2017
23 mins

Rank #20: Martin Lindstrom on Branding, Small Data, and Knowing Consumers – Episode 51

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There is so much talk about “big data” these days and the impact it has on helping companies and brands understand the choices and activities of their market. But today’s guest believes that the best approach to understanding consumers is not big data, but what he calls “small data.” Martin Lindstrom is a branding consultant who has made a name for himself by his “on the ground” approach to interacting with and understanding consumers by trying to see the world through their eyes. This is a fascinating conversation about how the most impacting brands are able to build their followings by knowing their followers. Take the time to listen, you’ll be amazed at the insights Martin has into business, life, and the world we live in.
“Very few people in our world are willing to get their hands dirty.” ~ Martin LindstromClick To Tweet

Powerful brands know how to infuse emotion into what they do.
The difference between the brands that succeed on a huge scale and those that don’t is often wrapped up in how they are able to communicate and encapsulate their products or services with emotion. People are emotional beings and it’s often the emotion that motivates much more than logic. Today’s guest, Martin Lindstrom, has become an expert at understanding how people make decisions and the role emotion plays in that process. He’s a leading branding consultant who has helped brands like Lego, Lowes Grocery, and others understand their market and build a brand that moves them on an emotional level. This is a powerful conversation you won’t want to miss.
Simplicity and clarity are the hallmarks of a powerful brand.
If you were asked which car company was the safest, you’d likely answer “Volvo.” That’s not by accident. The leadership of Volvo has spent a lot of time and money creating that image for themselves and working to make it true. They’ve discovered the power of simplifying the vision for their company into a succinct and clear word that communicates on an emotional level: “safety.” On this episode of In The Arena Martin Lindstrom chats about the way powerful brands become so powerful, what they understand about consumers that most brands don’t, and why it’s important for companies to get into the world of their consumers.

“A product is produced in a factory. A brand is produced in our minds.” ~Martin LindstromClick To Tweet
What IS “small data?”
Martin Lindstrom’s latest book, “Small Data” is a contrarian look into consumer research. He believes that companies and brands cannot understand their consumers as they should by starting with all the “big data” that is gathered through statistics, buying patterns, and sales figures. It’s his contention that the brands that truly succeed in changing lives and changing the world are the ones that are willing to get their hands dirty in the real world of the consumer and discover the real life, emotional things that motivate action and decisions for people. Anthony digs into the idea with Martin on this episode, so make sure you listen.
Big data is the “what” and small data is the “why.”
Martin Lindstrom believes that trying to increase sales through looking at consumer behavior is a backward approach to increasing sales. That so-called “big data” is the “what” behind consumer behavior - it only tells what they do in a given circumstance. But much more important to Martin, and he believes to every brand, is the “why” behind the consumer’s decisions. When a brand can tap into the reasons consumers do what they do, then the brand is positioned to create products and services that truly serve the needs of the consumer and skyrocket the brand’s influence and success as a result. Hear Martin describe the usefulness of small data on this episode.
“Big data is the ‘what.’ Small data tells us ‘why?’” ~ Martin LindstromClick To Tweet

Outline of this great episode

[2:03] Anthony’s introduction to Martin Lindstrom and this episode.
[3:24] Martin’s “Denglish” accent and where it co...
Mar 23 2016
43 mins

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