In The Arena Podcast With Anthony Iannarino | Sales | Marketing |business Coaching | Sales Management | Teamwork | Success |r

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 v

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 product

It should not come as a surprise that some of the most important things in life are the most basic. Civility is one of those things that is essential to maintaining and building great relationships with others but is often cast aside for the sake of attaining goals at the expense of those relationships. In this conversation, Anthony talks with Christine Porath, author of the new book “Mastering Civility.” Her insights into the human condition and the things that drive us to be not only uncivil but downright petty reveal the foundational things that we need to come to grips with in order to begin building healthy company cultures rather than toxic ones. Overcoming Toxic Culture Through Mastering Civility, with Christine Porath - Episode #99Click To Tweet The fundamentals of civility are so basic but also so seldom done No one would argue against civility being one of the foundational practices that undergird healthy human relationships. Yet, it is one of the things that is most quickly cast aside when it come

Many who listen to this podcast are eager to master the things that will move their career or business forward, things like sales and marketing. But mastering marketing and sales is not something that is easy or that happens overnight. Anthony's guest today, Perry Marshall is one of the people has taken the time and put in the effort to become a master at marketing. His name is synonymous with success when it comes to direct mail, email marketing, and pay per click advertising. On this episode of In The Arena you will hear Anthony's stimulating conversation with Perry, where Perry describes how he came to discover the application of the 80/20 rule to marketing and sales. Perry Marshall on Mastering Marketing With The 80/20 Rule Click To Tweet If you only have so much time to learn so many things, why not learn the things that will make the most difference, like mastering marketing? The bright shiny object syndrome is alive and well. We see it every day on social media and in the advertisements that come our

One of the most influential books in Anthony's life in recent years has been Donald Miller’s, “ A Million Miles in a Thousand Years.” Since the publication of that book, Donald has written another, this time oriented toward business. In this conversation, Anthony chats with Donald about his newest book, "Building a Storybrand" in an effort to unpack exactly what it means to be a Storybrand, how it impacts the way a company relates to its prospects and customers, and the way it leads to success like nothing else. Donald Miller on How Building a Storybrand Motivates Buying Decisions - on this episode Click To Tweet Building a Storybrand requires that you focus on your customer’s story, not yours Many companies position their marketing around the benefits and features of their product or service. But companies that understand what it means to be a Storybrand take another approach. They focus on their customer's journey, the story that is happening in the lives of those they serve. They do so in an effort to not

If you’ve followed Anthony’s writing and work for any time at all you know how fascinated he is with the impact mindset has on success in sales. So it makes perfect sense that when he saw a book titled, “Psyched Up: How the Science of Mental Preparation Can Help You Succeed,” he had to read it. He was so impressed with the book he invited the author Daniel McGinn to be his guest on this episode of In The Arena. Anthony and Daniel talk about performance rituals, emotional preparation, the impact of music on motivation, and much more as it relates to sales success. It’s a fascinating conversation you’ll enjoy immensely. Daniel McGinn on Performance Rituals, Emotional Preparation, and Sales Success - Ep 96 Click To Tweet Feeling nervous is natural. This conversation will help you know what to do with those feelings. We’ve all heard of the “fight or flight” instinct, it’s part of our biological wiring that fuels us to take action. Though the things we face today aren’t typically considered “dangerous” as they we

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

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 i

There are many organizational and leadership consultants out there. But real leadership is something most of them don't know anything about. That’s because they are focused on things like performance and data without taking a serious look at what brings those things about - the inner world of the leader. Cort Dial is an exception to that rule. He’s made it his mission to understand the personal and relational things that make great leaders great, the things that make them what he calls “All-in” leaders. You’ll enjoy this conversation between Anthony and Cort. It’s just the tip of the iceberg when it comes to real leadership, but is enough to get you thinking about yourself and the changes you need to make as a leader, which is what really matters. Cort Dial on Why Real Leadership Comes “All In” Leaders - Ep 93Click To Tweet The only leader that needs to change if you want to improve performance, is you. Cort Dial says that too often he’s hired to come in and fix an organization and the leader’s attitude is t

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 wor

When Anthony first saw Nigel Green’s article about developing listening skills for salespeople, he knew it was time to ask him to be a guest on In The Arena. Anthony and Nigel met long ago through a mutual acquaintance but it was that post that reminded Anthony how much Nigel has to share with salespeople about listening, sales effectiveness, and scaling a sales force. This conversation is a powerful demonstration of that. You’ll learn some of the most common things salespeople do wrong in sales calls instead of listening to their prospects, practical things you can do to improve your listening skills, and common mistakes made in scaling a sales team. 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 w

While Allen Brouwer probably wouldn't call the system outlined in his new “Self Journal” a productivity formula, that’s exactly what it is. He and his business partner, Cathryn created the Self Journal for themselves as a tool to help them run multiple businesses. When they did and began to realize the power of what they’d created, they decided to launch the Self Journal as a Kickstarter campaign - and were fully funded within 28 hours. When Anthony first saw their video he was blown away and bought his own Self Journal immediately. You can hear about this productivity tool, why it’s different and ultra effective, and how you can get your own free PDF copy, on this episode of In The Arena. Applying a New Daily Productivity Formula, with Allen Brouwer - Ep 89 @BestSelfCoClick To Tweet Part of Allen’s Productivity Formula: The 13-week goal-setting roadmap. One of the ingenious things that make the Self Journal so helpful is that it provides a 13-week framework by which anyone can accomplish any goal. That may

Team selling is a skill that MUST be developed these days. Gone are the days of the lone ranger approach to effective sales. Subject Matter Experts, Sales Professionals, and Support staff must come together these days to make the sales needed to move everyone forward. And the better any team operates - in sales and in any other team-based discipline - the better the outcomes. We only have to look to sports or music to see the power of a well-oiled team dynamic. This conversation with Michael Dalis about his new book, “Sell Like A Team” will give you insights into the dynamics of team selling that your organization desperately needs if it is going to succeed in the competitive sales world of today. Team selling, Group Performance Dynamics, and the Power of Tightly Knit Sales Teams, w @MichaelDalis - Ep 88Click To Tweet How are we as a unit going to execute better than any other sales team? That’s a question you have not only got to be asking but answering effectively with practical, strategic action that empo

We’ve all heard of mentoring, but do we really understand what it is and how it can work powerfully in life and business? Claire Díaz-Ortiz is the co-author of “The One Minute Mentor” with Ken Blanchard and is In The Arena with Anthony on this episode to discuss the mentoring process, how to find a mentor, and how to benefit the most from a mentoring relationship. Claire is an author, speaker, and technology innovator who has been named one of the 100 Most Creative People in Business by Fast Company. Claire was an early employee at Twitter, where she was hired to lead corporate social innovation. This episode is packed with powerful insights and tips, so be sure you take the time to listen. Claire Diaz-Ortiz On The Mentoring Process And The Power Of Mentoring - Episode 87 Click To Tweet When should you seek out a mentor? Mentors are not the last resort option or even like a coach. A mentor is a skilled person who you admire in particular areas who agrees to come alongside you to help you grow in that specifi

One of the people who was incredibly generous and helpful to Anthony when he launched his book recently was a woman he had heard about but didn’t really know, Lolly Daskal. Lolly helped promote the book, wrote articles about it, and more - which shows a bit of the type of person she is. Lolly has a new book coming out, herself - The Leadership Gap: What Gets Between You and Your Greatness - and Anthony highly recommends that everyone grab a copy of it. What he loves most about Lolly’s book is that she artfully weaves together stories and data to show that every leader has “shadows” within themselves that inhibit their most effective leadership and that those who deal with those shadows wisely and well will rise to the levels of greatness they truly desire. You’ll enjoy this insightful conversation, so be sure to listen. How Great Leaders Overcome The Leadership Gap, with Lolly Daskal - Episode #86Click To Tweet The leadership gap is real. Great leaders will admit it and go to work on it. When Lolly Daskal ta

The buzz about artificial intelligence is growing every day, and for good reason. The changes happening on a technological level are astounding and will change the landscape we live in for the long term. But very little that is helpful has been said so far about artificial intelligence in sales and how it will impact the people who make their living selling things. That’s why I invited my friend Gerhard Gschwandtner In The Arena today. He’s renamed his popular sales conference to reflect the changes he sees coming - It’s now The Sales 3.0 Conference (previously 2.0). We talk A.I., emotional intelligence, machine learning, and a whole lot more on this episode of In The Arena. Artificial Intelligence in Sales - The Sales 3.0 Revolution, with Gerhard SchwanderClick To Tweet Sales is about to undergo the most monumental shift in our lifetimes. Gerhard Gschwandtner believes that the sales community is about to experience the most monumental shift any of us have seen in our lifetimes. He believes this because of w

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

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.

There are people in your life who spur you on in ways that others don’t. They prod you, challenge you, and make you better. Jeff Shore is one of those people for Anthony. Though they are both avid sales champions they are also both drawn to pondering the deeper meaning of life and the reasons we do what we do as human beings. This conversation is not directly about business or sales but about the things that motivate us and make us what we are. The guys share a handful of challenging books, why they are drawn to ponder the deeper issues of life, and reveal the benefits they’ve discovered in doing so. You’re going to love this chat. Jeff Shore on Deeper Meaning in Life and Business - Ep 82 Click To Tweet Reading enables you to understand yourself and the world you live in. Even the business world. One of the things our culture has produced is a want of deep thinking. The trivial and frivolous take up most of our attention (stupid cat videos and Facebook memes). There’s nothing wrong with having fun but when i

There are few people who know what it takes to become known, like Anthony’s guest on this episode, Mark Schaefer. Mark has spent his entire adult life consistently generating the quality content that has placed him in the spotlight in the business world. From studying under Peter Drucker to engaging with business leaders worldwide, Mark’s experience has led him to write his newest book, “Known” - an examination of how we become known and why it’s more important and powerful to be known than to be famous. Anthony and Mark have a wide-ranging conversation, all centered around the things it takes to truly become known for the value you provide, so be sure you make the time to listen. Mark Schaefer on Becoming Known Instead of Becoming FamousClick To Tweet How being known is different and more powerful than being famous. A quick check just now reveals that 27,100 people are Googling the phrase, “How to become famous” every day. That tells you a lot about the culture we live in. But Mark Schaefer, Anthony’s guest