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

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

When Anthony hits a snag in how he feels he should approach a managerial or administrative issue within his business or with one of his clients, he turns to Dave Brock, his guest on today’s episode. Dave is one of those guys that Anthony and many others felt should write a book, but the guy is simply so busy he’s never had time. But now, suddenly, he’s cranked out his first book and says that he’s got a series of books in the works based on this first one. The Sales Manager’s Survival Guide is the book Anthony has been looking for - over 400 pages and worth every second it takes you to read. You can get some insights into Dave’s brilliant sales mind and why you should grab a copy of this book, on this episode. Sales Managers focus on what they do 4 the team, but the business expects something differentClick To Tweet Recognizing what you know that you don’t know you know. Dave Brock has known for many years that he’s a sales leader. He’s been in many companies and positions that indicate it to be so. But when

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 positionin

Very few people have had the types of life experiences Pete Turner has had. His experience as a soldier and then later as a cultural consultant to the military and U.S. State Department during the Bosnian and Afghanistan conflicts gives him a perspective and skill set far beyond those of the average person. And you may wonder why a guy with that background is on a sales focused podcast. It’s because so much of what Pete has learned about culture and how to deal with people applies directly to the business and sales world. You’ll get it after you listen to this episode. It’s a bit longer than usual but you won’t care. It’s that good. Culture is like gravity, it is everywhere. Salespeople need to understand the culture they step intoClick To Tweet 4th generation warfare and its relevance to business cultures. The term “4th Generation Warfare” is not a commonly heard phrase but it’s one that’s being used more and more to describe the way that warfare situations have changed in the last decade or two. Pete Turne

Strategic communication has long been an area of interest for Matt Abrahams, so much so that after leaving high school he decided to pursue degrees in communication. Fast forward to today and Matt can be found as a professor of communications at Stanford University and the author of a great new book, “Speaking Up Without Freaking Out.” On this episode of In The Arena Anthony Iannarino chats with Matt about the intricate dynamics that go into strategic communication and how sales professionals can learn some valuable skills to help their presentations have greater impact, resulting in more sales. A high school interest in #communication led to a professional career, on this episodeClick To Tweet What does Matt mean when he talks about “strategic communication?” Communication is intended to make changes in situations and in relationships. But it’s not always organized or arranged in a way that enables those changes to happen. Matt Abrahams has found it helpful to speak of communication in terms of “strategic”

Anthony first became aware of Nancy Duarte when he watched the Al Gore TED talk that featured the slide deck created by Nancy Duarte and her team. That’s when he began grabbing her books every time they came out and applying her concepts about storytelling and leadership to the things he was doing in the sales world. On this episode Anthony has the honor of speaking with Nancy and the co-author of her latest book “Illuminate,” Patti Sanchez. You’ll get an earful of great advice about how leaders can use stories to lead people where they need to go, on this episode. We need to understand storytelling on a larger scale ~ Nancy DuarteClick To Tweet Why leaders are torchbearers and the difference their role can make. Leaders, by definition, are leading people into something new, or different, or needed. It’s in this way that they carry a torch, illuminating the way before the team as they all move forward. Part of the way that good leaders do that is by leading with vision, empathy, and a deep understanding of t

Many people hate sales because they don’t understand that it’s not about getting money from people, it’s about serving them. Today’s episode is a gem among gems because it features the incomparable Bob Burg. Bob is a legend in the sales, leadership, and marketing world for his many books and lectures on the topic of serving people through sales. Anthony’s questions today set the stage for Bob’s great answers and you’re the one who’s going to benefit, so make sure you set aside plenty of time to listen to this engaging conversation that’s full of Bob’s incredible stories. The difference between a #leader and a #GoGiver leader, with Bob Burg on this episodeClick To Tweet The real difference between a leader and a Go-Giver leader. Bob Burg’s most recent book, “The Go Giver” is quickly becoming a legend in the sales realm just like its author, simply because it’s a fable-like unpacking of principles that every person needs to know. In it Bob shows that the difference between an ordinary leader and one who follow

“For years, customer service has been a necessary evil.” That’s what Jay Baer says, but he’s convinced that even though it’s never been true, it’s especially not true in the digital age. Customer service is the lifeblood of truly impacting businesses. During this conversation Anthony asks the kind of questions that unpack the gold of Jay’s new book, “Hug Your Haters” and shows you why keeping customers through outstanding customer service is tons more important that getting new customers. After listening to this episode you won’t think of customer service the same way again. For generations, customer service has been seen a necessary evil ~ Jay BaerClick To Tweet Why Haters are not necessarily going to hate forever. You’ve heard the pithy little meme - “Hater’s gonna’ hate.” But is it always true? Jay Baer believes that most people who you might classify as a “hater” on social media these days are simply voicing their opinion about the reality of their experience with your company, and resigning yourself to

Over $2 billion in sales. Yes, you read that correctly. Today’s guest, Forbes Riley is an amazing woman and one of the most successful infomercial and product saleswomen on the planet. But ironically, she doesn’t like to think of herself as doing “sales.” Instead, she prefers the word “pitching.” It’s an interesting distinction and she and Anthony get into the differences and similarities on this episode. But that’s just the beginning. You’re going to hear Forbes talk about confidence, mindset, what it takes to be successful in sales, and why people with incredible products often fail when it comes to product sales. There’s lots more, so be sure you make the time to listen. Forbes Riley, actress and QVC sales pro on this episode of In The ArenaClick To Tweet From a “typical” childhood to incredible sales success. Forbes Riley grew up in Brooklyn, New York and sees her childhood and family life as a generally happy one. She saw herself as an “ugly” little girl and at that point in life couldn’t imagine that s

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 abl

Shawn Murphy is the CEO of Switch + Shift, a site that explores the Human Side of Business. He's also the author of The Optimistic Workplace: Creating an Environment That Energizes Everyone. Shawn shares the destructive behaviors that cause leaders to ruin culture, aligning work and purpose, the hard stuff of human work and soft stuff of profit. [asa]0814436196[/asa] Shawn at Switch and Shift. Shawn on Twitter Stop by and visit our sponsor, Selling Power, and give them some support. [smartads]

We are all familiar with how brainstorming brings random people together to create long lists, of any and every idea. We let our brains rumble in hopes of finding the most brilliant plan hiding within the collaborative explosion of thought. Today, we hear from Tim Sanders about a better idea: dealstorming. Tim’s new book, Dealstorming, gives away the secret weapon to solve your toughest challenges. He combines innovation with the process of closing deals. Closing deals, especially in a niche can leave you in danger of losing that category. You need an app or a weapon. Dealstorming helps you win. How do you find your yes in those big deals? Dealstorming. Big deals are the ultimate barrier to your entry, so tune in to learn how to approach deals more effectively on this episode of In the Arena.   Don’t ask people to come to a meeting, ask them to join a cause ~ Tim SandersClick To Tweet Taking control of the complexity of sales Tim Sanders knows that sales complexity is completely out of hand. In this day, we

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

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

Today we hear about what we are not being taught to be successful, from Jim Keenan. Jim’s new book, Not Taught, represents a journey of discovery in how giving gives back, even when you are not expecting it. The story of the book began when Jim was asked to give a speech to graduates about what they really needed to know going forward. The speech funneled into a blog post, which stuck with Jim. He then turned it into an ebook, did more research, added to it, and eventually became the published version it is today. So what is it that graduates these days need to know? What are we not being taught? Jim says that our parent’s generation believed one way: get a good job and work there forever. That has all changed. The world these students are entering is playing by different rules that their parents could not have prepared them for. Tune in for the education you may have missed, on today’s episode of In the Arena. There’s never been such a good time to be successful ~ Jim KeenanClick To Tweet The time is now t

One of the most important roles in any sales oriented organization is that of the sales manager. So much depends on that individual being effective at motivating and training salespeople as well as being a personal coach to them to help them up their sales game. This episode is a conversation with Mike Weinberg about his new book, “Sales Management Simplified.” Mike’s got tons of insight into the sales world, the sales process, and the team dynamics that go on inside of companies that are detrimental to sales and company growth. If you are in a management role over salespeople, you can’t miss this episode. I get nervous when the sales leader is not focused on driving sales & leading ~ Mike WeinbergClick To Tweet Sales Managers need to avoid putting on the “Fire Chief Helmet.” Any business is going to go through seasons of difficulty, problems, and crises. Leaders are typically the ones who grab the fire hose and start to put out the fires because they are the ones who have the insight and drive to handle thi

Today’s guest, Gerhard Gschwandtner, is on a mindset mission. He wants to rid you of the parts of your thinking that hold you back. Gerhard has been through trials in life, including overcoming cancer twice. He viewed these battles as opportunities to grow and recover. Gerhard wants to do better at life, all the time and not let anything get him down. He believes growth and success begin with your mind. After interviewing countless successful people, he found that the one thing they all had in common was a positive mindset. The average person’s mindset is in automatic mode. When faced with adversity or pressure, their operating system does not work very well. This creates a frozen, or fixed, state. Is your mindset stuck? Tune in today to learn how to think without limits, talk back to your negative thoughts and become better at creating a more positive disposition. Thinking is a choice, as explained on this episode of In the Arena. Learn how to think without limits ~ Gerhard GschwandtnerClick To Tweet Stop

Today’s guest, Brian Tracy, knows the difference between true balance, and false balance. This hot subject is really a question of values. What do you really value? What is at the top of your priority list? Finding true balance begins with examining how your values are ranked. Brian advises being very clear about your values and organizing your life around them, without compromise. Are you in a state of false balance? False balance, according to Brian, is doing everything possible to conform to what you think you are supposed to be doing, with no happiness. Sit back and listen in to Brian’s advice about goal setting and creating a vision to prioritize your life and optimize your achievement. Most people do not take the time to even consider their values. But smart people and smart companies think it through and adjust as necessary. Get smart today and get In the Arena. It is what people do under pressure that really reveals who they really are ~ Brian TracyClick To Tweet Go beyond “sweetheart” values The way

Sales is the act of helping people solve problems. It only makes sense that the best salespeople are the ones who are able to best solve the problems their customers have. But how exactly do you determining if you or your competitors is doing the “best” job at that? On this episode of In the Arena you’re going to get one of the most significant parts of the equation explained to you clearly from Niraj Dawar, author of the powerful sales book, “Tilt.” Anthony digs into the concepts of differentiation and customer risk in this conversation, two concepts that can literally transform the way you do sales and the success you experience. You’ve got to hear this one. Are you asking the questions that enable you to differentiate your sales process?Click To Tweet What are “upstream” and “downstream” activities in the sales process? Niraj Dawar makes a clear distinction between what he calls the “upstream” and “downstream” activities involved in the sales cycle because he believes that clearly seeing and understanding

There are many difficult spots along the path of closing a sales deal, but none more difficult than the negotiation of price. Mark Hunter is an experienced salesman and coach who knows that struggle firsthand. But what he’s discovered is that price is very seldom an issue if the salesperson has done a good job selling the product. He’s not talking about coercion or bold-faced lies, he’s talking about effectively addressing the concerns and objections your prospect has long before you get to the issue of price. Mark shares his valuable insights with Anthony on this episode of In The Arena. If you are delivering #outcomes to the customer, they will get value automatically ~ Mark HunterClick To Tweet Why you should be selling outcomes instead of features or benefits. There is a lot of talk in the marketing and sales arena about pitching the benefits of your product or service instead of the features, but sales champion Mark Hunter says that you don’t want to be selling either of those. Instead, you want to be s