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

Are you ready to make the difference you are meant to make in the world? Anthony’s guest on this episode of In The Arena is Subir Chowdhury. He is chairman and CEO of ASI Consulting Group, LLC, a strategic initiatives, consulting, and training company that advises some of the highest level businesses in the world. Subir is considered one of the “50 Most Influential Management Thinkers in the World.” He is the author of fifteen books, including several international bestsellers. His latest book, “The Difference” is the topic of discussion for this episode. He and Anthony chat about how individuals can develop a caring mindset—one that includes straightforwardness, thoughtfulness, accountability, and resolve (STAR). Subir Chowdhurry : Make the Difference You Are Meant To Make - Episode #80Click To Tweet A caring mindset impacts a company’s success more than anything else. One of the things that prompted Subir Chowdhury to write his latest book, “The Difference” was that he noticed different results between com

One of the most influential and powerful voices in the sales community today is Hector LaMarque. He’s been a salesperson and sales leader for over 30 years and has applied the hard work and hustle it takes to continually be that leader in the field. In this conversation, Anthony chats with Hector about what it takes to build real leadership skills, why many salespeople act like they are working but really aren’t, how adversity and competition are the only roads that lead toward growth, and much more. You’re going to hear from a master in the areas of sales, motivation, and leadership so don’t miss this one. Hector LaMarque On Building The Leadership Skills That Bring Success - Episode #79Click To Tweet Leadership skills are seldom something you are born with. They have to be learned. Of course, there are people who are born leaders. But the skills that have to be applied in order to functionally BE a good leader are not always something that comes naturally. Hector LaMarque says that leadership skills have t

Every salesperson needs to learn how to tell and sell. Simply put, you need to know how to tell better stories to increase your sales numbers. There’s a great new book out by a guy named Paul Smith, “Sell With A Story.” Paul considers himself a storyteller, not a sales guy - but the book is packed with insightful things about the way humans build trust and the role of stories in that process. If you listen to this episode you’ll want to go right out and get the book. It’s a great read and a very convincing argument for why you need to tell better stories in your sales presentations. Tell and Sell: Why Stories Build Trust and Sell Things For More, with Paul Smith - Episode #78Click To Tweet Why stories are a primary way of building trust in sales. Sales professionals tend to rely on their data and slide decks far too much when they should be learning to tell stories of successful clients, of difficult scenarios their company has worked through, and of preferable futures their clients want to attain. That’s be

The future of social media is going to be about more than new or faster ways of sharing the latest stupid cat video or meme. The technology that enables immediate communication via social is the same technology that’s going to impact seemingly unrelated areas like economies, governments, and world-changing movements. On this episode, Anthony takes a deep dive into what the future may hold as it relates to social media with his friend and guest, John Robb. If you’re at all curious about what the technologies already being used in social media might mean for business, governments, and more, this episode is a peek through the keyhole of possibility that you will enjoy. John Robb on The Future of Social Media And Global Change - Episode #77Click To Tweet Donald Trump has demonstrated social media’s future. The 2016 election cycle has been one of the most hotly contested in recent history and it's no accident that social media was a powerful tool in making it happen. When an outsider like Donald Trump is able to

There is no end to the books and blog posts you can find hawking selling techniques. And that’s a good thing. But many of the authors who post that content haven’t done the work needed to become an expert at the new landscape that sales professionals are presented with in the digital age. Social sales and the RIGHT way to approach it is one of the most important things any salesperson can learn, and on this episode of the podcast Phil Gerbyshak and Anthony Iannarino take on that topic and much more. You’ll come away from this recording with tons of actionable content, so be sure you listen. Phil Gerbyshak on Selling Techniques for Social Media and Beyond - Episode #76Click To Tweet The selling techniques of today’s salesperson needs to have a marketing approach. Too frequently, salespeople think in categorical terms about their role. “I’m not a marketer, I’m a salesperson.” The distinction can be important in certain contexts but in the rapidly changing internet world we are doing sales in, it’s becoming les

Anthony was incredibly honored to have Bob Kegan as his guest on this episode of In The Arena. Bob is a psychologist who teaches, researches, writes, and consults about adult development, adult learning, and professional development. The focus of his work is to explore the possibility and necessity of ongoing psychological growth throughout adulthood and to connect the dots between that growth and professional and career development. This is an important conversation with a handful of foundational concepts that every sales professional needs to understand, so be sure you take the time to listen. The Immunity To Change and the Process of Sales, with Bob Kegan - Episode #75Click To Tweet The developmental journey of people and the craft of sales. When you stop to think about the human experience you begin to realize that not everyone is at the same place of maturity or thinking at the same time. Depending on both age and experiences, we all grow in our capacity to reason, think, and assess what’s going on aro

Selling via social media has been touted as the next big thing in sales, the “end” of traditional cold calling and dialing for dollars. But even though he’s written a book on the subject of social selling Jamie Shanks doesn’t believe those are accurate portrayals of the role social plays in selling. If you want to learn the right way to approach social media as a tool in your sales toolbox, this episode is packed with great insights that are just a taste of what’s in Jamie’s new book. Jamie Shanks: Selling Via Social Media - Episode #74Click To Tweet Selling via Social is not what you think. Most new salespeople these days think that social media has done away with many of the traditional sales tools and sales approaches from the past. And while it’s true that the contact part of prospecting is simplified and made easier by social media, it’s not by any means a one-for-one replacement for traditional sales approaches. You can hear the RIGHT way to use social to reach prospects from Jamie Shanks on this episo

“Sales managers are one of the least equipped roles in business.” That is what Dave Brock says when he looks over the sales landscape. That’s one of the main reasons he wrote “The Sales Manager’s Survival Guide,” available now on Amazon and other Bookstores. The book is formatted into easily digestible, short chapters that enable you to keep the book on your desk as a quick reference guide to the sales scenarios you face day to day with clients and with your sales team. In this conversation, you get a great peek into the contents of the book and what Dave hopes to happen your sales management because of it. Why Sales Managers Need the Sales Manager’s Survival Guide From Dave Brock - Episode #73Click To Tweet Sales managers are some of the least equipped people in the industry. When the sales manager doesn’t know what he’s doing the entire team and the entire organization suffers. It’s an obvious fact, but what’s not so obvious is that very few sales managers have been adequately trained to know how to actual

What is branding? Branding is the relationship between you and your customer that does two vital things. Do you know what they are and why they are so important in the digital age? Today’s guest is Bruce Turkel, a branding and design expert who has written a great new book, “It’s All About Them.” Bruce takes us deep into the way consumers today think, what really makes a difference to them when it comes to purchasing decisions, and how salespeople and business owners need to think differently about what they offer as goods and services. You’ll come away from this conversation thinking differently about what it means to deliver value and build a brand in the modern world. No question. Bruce Turkel: What Is Branding and What Makes For a Great Brand Today? - Episode 72Click To Tweet What difference does it make to brands that the world is hyper-connected? When you live in a world where most people are able to connect to the internet you’ve got to realize that there is more competition for the attention of your

Mark Hunter is one of those guys you never forget once you’ve heard him speak. That’s because he’s got such penetrating insight and such unreserved passion behind his opinions. This episode commemorates the release of Mark’s newest book, “High Ticket Prospecting.” Anthony asks Mark a lot of questions about the content of the book including why he felt the book was needed in the first place. In characteristic style Mark’s going to give it to you straight on this one, so be sure you take the time to listen. If you’re not seen as a leader you won’t be seen as a good salesperson ~ Mark HunterClick To Tweet Find your ideal client by starting with the outcomes you can provide. One of the most important things Mark Hunter teaches is that in order to find the ideal prospect you have to first know who your ideal client is. But you won’t be able to identify them unless you start with the outcomes that you uniquely provide. On this episode, Mark Hunter chats with Anthony about how that process works and gives you some

As a business professional are you aware of the various levels of consciousness? It sounds like a strange question when you remember that this is a sales blog. But it’s important from a very fundamental level. The level of consciousness your prospects and clients are at, at any given time, is going to impact the way you interact with them and the way they understand and receive the things you have to say - including your sales presentation and responses to their objections. Today’s episode is a conversation with Ken Wilber, a leading philosopher who has done a lot of research about these levels of consciousness and what he has come to call “Integral Theory.” If you take the time to work through this conversation you’re going to benefit a good deal. As a business professional are you aware of the various levels of consciousness?Click To Tweet Business people tend to be strong in certain levels of consciousness. When it comes to being a superstar in business or sales there are characteristics that lend themsel

“Stages of development” is a term you hear more in the philosophical and psychological realms than you do in the business realm. But Anthony has come to believe that a better understanding of human development and these “stages” we go through in our growth is very beneficial for sales and business leaders. This episode is a deep dive into psychological and philosophical theories surrounding this idea of “stages of development.” Anthony’s aim is to help you better understand yourself as a business or sales leader and to better know your team members and clients, so that you can better help your customers and work with your team, for greater success. Ken Wilber on Stages of Development and How They Show Up in The Business World - Episode #69Click To Tweet What IS consciousness? Anthony starts this conversation with Ken Wilber by asking perhaps the deepest question of all: “What IS consciousness?” On one hand, Ken says that defining consciousness is not all that difficult. In his thinking, anytime you are awar

What is greatness? Have you ever thought about it? We look at athletes and leaders and musicians and say they are “great,” but what do we really mean? It has something to do with skill and competence, but there’s more to it than that. It has to do with the character that has enabled that person to achieve the things they have, to attain levels of expertise or knowledge or ability that few others reach. On this episode Lewis Howes talks with Anthony about what it means to be great and what it takes to get there. You won’t hear a better conversation on the subject of greatness, so be sure you set aside the time to listen to this one. Lewis Howes on What Is Greatness and How to Be Great - on this episodeClick To Tweet Becoming a great speaker, entrepreneur, and coach. Lewis Howes was a 20-something year old when he walked into an Ohio Toastmasters group where he first met Anthony Iannarino. It was there that Anthony saw Lewis mature into a truly powerful speaker who was aiming at the top - at greatness. The two

There aren’t many people who can adeptly make futurist predictions, but Chris Brogan is one of those guys who has been around long enough to actually pull it off with some degree of believability. He’s been around the internet space - and using it effectively - since the very beginning. That means he’s seen lots come and go and understands the way trends and technological changes happen. On this episode Anthony asks Chris where he sees social media going and whether or not some of the more tried and true mediums like blogging are going to fall by the wayside. You’ll be intrigued by what Chris has to say, so be sure you listen. Chris Brogan: Futurist Predictions About the Internet, Talk About Personal Disciplines, and MoreClick To Tweet Everybody wants to predict the next big thing coming to the internet. Chris Brogan is a guy who’s seen lots of things come and go in the internet world and he’s quick to point out that at the rate technology changes, he’s no sage. But his futurist predictions about what’s goin

Everyone in sales could use some more training in persuasive techniques - not for the sake of being manipulative or pushy, but for the sake of truly helping prospects see how their problems can be solved with the salesperson’s solution. It’s a win-win situation when that happens. On this episode of In The Arena Carmen Simon, Ph.D., author of “Impossible to Ignore” chats with Anthony about her research into how the brain works, what it takes to be memorable, and how persuasion can not only be learned but can also be tied into the way the brain actually remembers things. This one is worth your time, for sure. Dr. Carmen Simon on Persuasive Techniques for Business and Life, on this episodeClick To Tweet There are so many reasons to learn skills for more effective persuasion. It’s obvious how persuasion techniques are beneficial to a sales professional, but in everyday situations persuasion is needed as well. This conversation is a step into the science lab with Dr. Carmen Simon sharing what research shows about

If you haven’t picked up on it by now, Anthony is quite a history buff, particularly when it comes to military strategy and history. He’s discovered that much of what makes a great military strategist and leader is transferrable to the business context. Today’s conversation features Chet Richards, an author who has studied a great deal of military history and has written widely on how to apply the truths found there to the business context. You can hear this engaging conversation and the insights Chet has to share on this episode of In The Arena. How warfare instructs us about business strategy, on this episode of In The ArenaClick To Tweet Why warfare strategy has much to teach about business strategy. The strategies that make a military campaign successful have everything to do with the basic components of organizational success: leadership, morale, cooperative effort, assessment of situations and execution of plans. It’s all those things and more that make the context of warfare one that instructs us in

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 f

Today’s episode features one of Anthony’s all time favorite conversations on the podcast. He’s speaking with Rosamund Zander, a family therapist and leadership coach who specializes in helping people recognize and move away from what she calls their “child stories” so they can be free of the limiting beliefs and scarcity mindsets that hold them back from giving the best of themselves to the world. Anthony wanted to bring this conversation to you because he feels that too many people in the sales arena make the story all about them when in reality, they could be adding so much more to the interactions they engage in on a daily basis. Please, take the time to listen - there is a lot to learn from Rosamund Zander. Change your thinking from dealing with circumstances to exploring possibilitiesClick To Tweet The unseen force of our child stories often dominate our lives. Rosamund Zander believes that every person is born with the self-centered approach to life that is characteristic of a child. Everything is abou

Ryan Holiday is a prolific author who’s become notable as being a clear thinking person in a disruptive age. This conversation digs into the philosophy behind much of what Ryan believes and writes about - Stoicism. Anthony digs into Ryan’s first exposure to the philosophy, why it’s so appealing to him, and how it’s benefitted his life. But they go beyond that to the topics of Ego, building space into life, and the struggle each of us has to feel significant about our lives. It’s a packed conversation that takes many twists and turns, so set aside time to listen. The Ego is the Enemy author, Ryan Holiday on this episode of In The ArenaClick To Tweet Accepting life as it is, not as you wish it was. Ryan Holiday summarizes the Stoic way of thinking by saying this: “Things are how they are. Your job is to learn how to live with that.” But that doesn’t mean you should resort to being a couch potato who lets the world pass you by. You have the power to take initiative and make a difference in the world, and must f

Anthony is not a tech guy - meaning he’s not the guy to figure out the ways software and technological tools can be used to make sales work better, even though he is an avid user of the tech that exists. With that said, he’s very glad there are people out there who are into the tech and know how to take the deep dive into it in order to make it work better for sales professional. Max Altschuler is that guy. He’s on the show today to talk about sales stacks, the powerful benefits technology can bring to the prospecting and sales process, and how human capital can and should be integrated into the process. Data is the foundation of any successful sales process ~ Max AltschulerClick To Tweet What is meant by a “sales stack” and is yours high enough quality to help you? When Max Altschuler uses the term “sales stack” he’s referring to the human, software, and tech components that you have in place to organize and utilize the data involved in prospecting, marketing, and sales. That definition infers that you’ve g