In the Arena

In the Arena
Anthony Iannarino

Questions about the Level 4 Value Creation Approach to Sales
Sep 9 • 46 min
Anthony: All right. So here we are, in the arena, different kind of in the arena, now not interviewing a guest but being interviewed by Beth, who’s going to ask me some questions that we get frequently about Eat Their Lunch and Level Four Value Creation…
Mike Weinberg on #SalesTruth – Episode #132
Jun 11
Podcast: Play in new window | Download (Duration: 59:06 — 47.4MB) Subscribe: Apple Podcasts | Android | Email | Google Podcasts | RSS There’s a reason that Anthony and Mike have been friends for almost a decade, co-founded the OutBound Conference…
Chris Hays from Zoominfo on Sales Development – Episode #131
Jun 3
Max Altschuler on Outreach and Prospecting Sequences – Episode #130
May 29 is the Title Sponsor of the OutBound Conference 2019
David Allen on the GTD Summit – Episode #129
May 27
James Clear: The Powerful Story Behind One Of The Best Books On Habits – Episode #128
Dec 21, 2018 • 59 min
It’s a bit presumptuous to claim a book is one of the best books on habits that exist. There are lots of great books on the subject out there, including Charles Duhigg’s seminal work, “The Power of Habit.” But Anthony is not shy about saying that his…
Seth Godin on Being Market-Driven & His Latest Book “This is Marketing” – Episode #127
Nov 13, 2018 • 50 min
Seth Godin’s latest book “This is Marketing” is filled with industry truths that you simply can’t afford to miss hearing. On this episode of In The Arena, Anthony and Seth dig into the book’s brand-new insights and talk about the differences between being…
The Top 5 Sales Skills of Modern Sellers, with Amy Franko – Episode #126
Nov 9, 2018 • 29 min
Amy Franko is an author, speaker, and expert in modern selling and sales skills. She’s put her most recent observations and lessons-learned as a sales consultant and trainer into print in her new book, “The Modern Seller.” In this conversation, Amy and I…
Steven E. Landsburg on Philosophy, Economics, and Making Better Decisions – Episode #118
Nov 2, 2018 • 36 min
Making better decisions - in business and in life - is one of the top goals for many people. On this episode of In The Arena, Anthony interviews author and professor Steven E. Landsburg, a global expert in economics, philosophy, and the science behind…
Is Eat Their Lunch for You?
Oct 28, 2018
On Tuesday, November 6th, I am releasing my third book in three years. If you read this newsletter each week (or even most weeks), you know the book is titled “Eat Their Lunch: Winning Customers Away from Your Competition.” It’s a book about competitive…
Jay Baer on How Talk Triggers Can Revolutionize Your Word of Mouth Marketing, Episode #117
Oct 26, 2018 • 42 min
Word of mouth marketing is essential to the success of any business. Why is it then, that so many marketers don’t have a specific word of mouth marketing strategy? Jay Baer, the author of the new book “Talk Triggers,” joins Anthony on this episode of In…
What To Do With the Dash – Episode #125
Oct 21, 2018
The recognition that there is a beginning and an end means that you can do what you want with the time you have here. I have seen this idea described as “the dash,” the little mark between the day of your birth and the day of your departure. You get to…
Jennifer Gluckow on 5 Questions that Will Result in Better Sales – Episode #115
Sep 28, 2018 • 34 min
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…
Jeffrey Gitomer on Napoleon Hill’s Keys to Success in Life and Sales – Episode #114
Sep 21, 2018 • 46 min
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…
Tiffani Bova on Sales Optimization, The Buyer’s Journey, and Expanding Into New Markets – Episode #124
Sep 14, 2018 • 42 min
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…
How to Be a Scrappy Upstart – Episode #123
Sep 12, 2018
There are systemic challenges, in some ways greater than earlier times. That said, a scrappy go-getter always bends the system to their will.
You Are Right Now Creating Your AFTER Picture
Sep 9, 2018 • 7 min
All of the decisions you’ve made—or refused to make—up until this point produced your BEFORE picture. The decisions you make today are what will produce the AFTER picture.
Kevin Eikenberry on Effectively Leading From a Distance – Episode #122
Sep 7, 2018 • 39 min
Leading from a distance is a thing these days - because remote teams and distributed workforces are becoming more and more common. With that reality come a number of difficulties, all the leader’s responsibility to solve. In order to bring some insight to…
Dealing with Category 2 Problems and Challenges
Sep 5, 2018
There are two kinds of problems or challenges in business. The first category are problems that, while coming with a bit of conflict, they are resolved with a single decision. The second category are problems and challenges are systemic and can’t easily…
How to Plan a Sales Call – Episode #121
Sep 4, 2018
The time you get with your clients and prospects is a gift. You dare not waste it. That means you need to plan your sales call, making the most of your time—and creating the greatest value possible for the contacts with whom you are meeting. Here is…
How to Resolve Your Dream Client’s Concerns – Episode #120
Sep 3, 2018
I no longer find the language “overcoming objections” to be as useful as it once was. It is more often true that we are really resolving our client’s concerns. The challenge is that they don’t always present their real concern. Here is how to listen to…
Thriving in the Red Ocean – Episode #119
Sep 2, 2018
If you haven’t read my column on titled A Red Ocean Strategy. My experience in sales is only in the Red Ocean, where there was ferocious competition and more competitors than the market needed. The competitive strategy that allows you to…
▶︎ The Phone and Cold Outreach Still Dominate – Episode #118
Jun 30, 2018 • 8 min
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…
Setting Down the Old to Pick Up the New
Jun 27, 2018 • 7 min
If you want to transform yourself, you are going to need to leave part of your old self behind. That’s the price you pay for transformation, and the price you pay for becoming the person you were born to be.
Podcast: The Current State of Sales – Episode #117
Jun 25, 2018 • 11 min
My observations of the current landscape in sales as it exists right now, and it isn’t pretty. Selling is difficult-and growing more so over time.
The Voices In Your Head – Episode #116
Jun 24, 2018 • 7 min
You have both the voice of an Inner Critic and an Inner Coach inside you. Which one you listen to will determine the quality of your results—and your life.
Podcast: The Person Who Comes After the Person You Are Now
Jun 22, 2018
You are pure potential. What you are now is a mere fraction of what you might become—and what you are becoming. You were not born to be ordinary.
Christian Madsbjerg on The Social Environment of Business and Sales – Episode #115
Jun 22, 2018 • 40 min
As a professional salesperson, did you even realize that there is a social environment in business in sales? If you did, you were probably one of the more successful salespeople in your organization. If you didn’t, you probably aren’t. That is one of the…
Podcast: Closing Matters – Episode #114
Jun 21, 2018
Closing doesn’t require that you be smarmy, manipulative, self-oriented, or pushy. Now it means that you ask for the commitments your dream client needs to make to create change and produce a better result.
Podcast: The Sales Process is Non-Linear – Episode #113
Jun 20, 2018 • 11 min
On August 12, 2017, I published a post on LinkedIn called Why Your Linear Sales Process is Broken. I wrote it a few days after I published my second book, The Lost Art of Closing. Success in large, complex, strategic sales now requires that you adapt your…
The Four Titans Talk Objections
Jun 19, 2018
I am good friends with Jeb Blount, Mark Hunter, and Mike Weinberg. We do a little show you might have heard about called OutBound. Here we are talking about Jeb’s new book, Objections, on launch day.
Be Less Busy and More Productive – Episode #112
Jun 18, 2018
There is a difference between busy and being productive. There are only two things that make you productive in sales, one is opportunity creation, and the other is opportunity capture. This episode of In the Arena is sponsored by
Go On the Offensive – Episode #111
Jun 17, 2018 • 8 min
The way to get off of your back foot is to change your posture. It’s to take the role of White in the game of chess. It’s to move first and cause your competition to respond to you, instead of the other way around. This decision is about with your mindset…
How You See the World – Episode #110
Jun 16, 2018 • 12 min
What it is that you look for will determine the quality of your life and your experience, making it dangerous to look for only the negative in the world.
Tom Peters on How Moral Management Can Change The World – Episode #109
May 25, 2018 • 42 min
The phrase “moral management” may not be one you’ve heard much in the context of your business or sales career, but it’s a concept that leadership legend Tom Peters is emphasizing more often these days. He’s come to believe that one of the best…
Dan Pink: Productivity Improvement Techniques, Chronotypes, and Napucinnos – Episode #108
May 4, 2018 • 50 min
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…
How to Develop Greater Influence in the Sales Process by Being a Go Giver Influencer, with Bob Burg – Episode #107
Apr 27, 2018 • 38 min
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…
Steve Bryerton: How To Get 95% Accurate Sales Intelligence, Every Time – Episode #106
Mar 23, 2018 • 21 min
The data we refer to as “sales intelligence” is one of the most frustrating necessities for sales teams. It’s information you have to have in order to do your job effectively, but it can be a Catch 22. You can only be as effective as the data you have,…
Deb Calvert on How Truly Meaningful Sales Connections Happen Through Leadership – Episode #105
Mar 9, 2018 • 32 min
Every seller wants to have meaningful sales connections with their buyers, but it’s clear from the way sales is traditionally done that very few sellers really know how to pull it off. Deb Calvert has written a new book, “Stop Selling and Start Leading”…
Cat Hoke: Transforming Hustlers Into Entrepreneurs – Episode #104
Feb 27, 2018 • 56 min
There’s only one difference between the hustlers in prisons across the world and you and me… they got caught breaking the law. That probably sounds like an overly dramatic statement to most readers of this blog, but the truth is that it’s the truth.…
Chris Beall: Outbound Sales and Prospecting Metrics and What They Tell Us About Success – Episode #103
Feb 23, 2018 • 37 min
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…
Derek Thompson on How Things Go Viral and The Science of Popularity – Episode #102
Jan 19, 2018 • 37 min
We’ve all experienced those crazy scenarios when something goes viral - in the old days, we said it was extremely popular or a tremendous hit. We’re talking about things like Cabbage Patch Kids, Beanie Babies, or hit albums on the Billboard Chart. What…
Seth Godin on Customer Attraction, Brand Loyalty, and His Own Writing Process – Episode #101
Jan 11, 2018 • 34 min
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…
Productive Thinking As The Key to Greater Sales Success, with Tim Hurson – Episode #100
Jan 4, 2018 • 36 min
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…
Overcoming Toxic Culture Through Mastering Civility, with Christine Porath – Episode #99
Dec 21, 2017 • 32 min
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…
Perry Marshall on Mastering Marketing With The 80/20 Rule – Episode #98
Dec 14, 2017 • 50 min
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…
Donald Miller on Why Building a Storybrand Motivates Buying Decisions – Episode #97
Dec 13, 2017 • 34 min
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,…
Daniel McGinn on Performance Rituals, Emotional Preparation, and Sales Success – Episode #96
Sep 15, 2017 • 34 min
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…
James Muir on Closing the Sale – Episode #95
Sep 1, 2017 • 35 min
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…
Stoking Your Hunger to Win in the Sales Arena, with Patrick Tinney – Episode #94
Aug 25, 2017 • 23 min
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…
Cort Dial on Why Real Leadership Comes From “All In” Leaders – Episode #93
Aug 11, 2017 • 30 min
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…
Alan Alda on The Importance of Communication Skills That Truly Serve Relationships – Episode #92
Aug 4, 2017 • 39 min
One of the most important things for every sales or business professional to understand is the importance of communication skills. But as Anthony’s guest, award-winning actor, Alan Alda makes clear in this conversation, those skills are more than just…
Phil M. Jones on Knowing Exactly What to Say in Your Sales Conversations – Episode #91
Jul 14, 2017 • 41 min
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,…
Nigel Green on Listening Skills for Salespeople – Episode #90
Jun 16, 2017 • 28 min
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…
Applying a New Daily Productivity Formula, with Allen Brouwer – Episode #89
Jun 15, 2017 • 22 min
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…
Team Selling, Group Performance Dynamics, and the Power of Tightly Knit Sales Teams, with Michael Dalis – Episode #88
Jun 15, 2017 • 33 min
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…
Claire Diaz-Ortiz on The Mentoring Process And The Power of Mentoring – Episode #87
May 19, 2017 • 26 min
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…
How Leaders Can Overcome The Leadership Gap, with Lolly Daskal – Episode #86
May 5, 2017 • 25 min
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…
Artificial Intelligence in Sales – The Sales 3.0 Revolution, with Gerhard Gschwandtner – Episode #85
Apr 7, 2017 • 22 min
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…
The Sales Mindset Of A Top Salesperson, with Lee Bartlett – Episode #84
Mar 17, 2017 • 29 min
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.…
How To Become A Trusted Sales Advisor & The New Sales Imperative, with Nick Toman and Brent Adamson – Episode #83
Mar 16, 2017 • 28 min
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…
Jeff Shore on Deeper Meaning in Life and Business – Episode #82
Mar 3, 2017 • 35 min
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…
Mark Schaefer on Becoming Known Instead of Becoming Famous – Episode #81
Feb 24, 2017 • 40 min
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.…
Subir Chowdhury: Make the Difference You Are Meant To Make – Episode #80
Feb 10, 2017 • 53 min
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…
Hector LaMarque On Building The Leadership Skills That Bring Success – Episode #79
Jan 13, 2017 • 31 min
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…
Tell and Sell: Why Stories Build Trust and Sell Things For More, with Paul Smith – Episode #78
Oct 14, 2016 • 31 min
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…
John Robb on The Future of Social Media And Global Change – Episode #77
Oct 7, 2016 • 46 min
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…
Phil Gerbyshak on Selling Techniques for Social Media and Beyond – Episode #76
Sep 30, 2016 • 65 min
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…
The Immunity To Change and the Process of Sales, with Bob Kegan – Episode #75
Sep 23, 2016 • 54 min
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…
Jamie Shanks: Selling Via Social Media – Episode #74
Sep 16, 2016 • 36 min
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…
Why Sales Managers Need the Sales Manager’s Survival Guide From Dave Brock – Episode #73
Sep 9, 2016 • 43 min
“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…
Bruce Turkel: What Is Branding and What Makes For a Great Brand Today? – Episode 72
Sep 7, 2016 • 51 min
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…
Mark Hunter on How to Target and Win High Profit Prospects – Episode #71
Aug 22, 2016 • 41 min
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…
Ken Wilber on Levels of Consciousness, Integral Theory, and Their Effect on Business – (part 2) Episode #70
Aug 12, 2016 • 58 min
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…
Ken Wilber on Stages of Development and How They Show Up in The Business World – Episode #69
Aug 5, 2016 • 57 min
“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…
Lewis Howes: What Is Greatness and How to Be Great – Episode #68
Jul 29, 2016 • 48 min
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…
Chris Brogan: Futurist Predictions About the Internet, Talk About Personal Disciplines, and More – Episode #67
Jul 27, 2016 • 35 min
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…
Dr. Carmen Simon on Persuasive Techniques for Business and Life – Episode #66
Jul 15, 2016 • 46 min
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…
Chet Richards on Strategy, Morale, and Agility in Warfare and Business – Episode #65
Jul 8, 2016 • 67 min
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.…
David Allen on Getting Things Done (GTD), Proactive VS Reactive, and The Power of Daily Review – Episode #64
Jul 1, 2016 • 50 min
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…
The Art of Possibility, Authentic Living, and Success in Life and Sales with Rosamund Zander – Episode #63
Jun 22, 2016 • 43 min
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…
Ryan Holiday Author of The Ego Is The Enemy and Thoughts on Practical Stoicism – Episode #62
Jun 15, 2016 • 52 min
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…
Max Altschuler on Hacking Sales, Sales Stacks, and Automation in the Sales Process – Episode #61
Jun 10, 2016 • 29 min
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…
Frank Sopper: Sales Success by Understanding Your Own and Your Prospect’s Thinking – Episode #60
Jun 3, 2016 • 51 min
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…
Dave Brock on Sales Manager Success and His new Book, “The Sales Manager’s Survival Guide” – Episode #59
May 27, 2016 • 53 min
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…
Steve Andersen and Dave Stein: Building Long Term Customer Relationships By Moving Beyond the Sales Process – Episode #58
May 20, 2016 • 35 min
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…
Pete Turner on Cultural Understanding, Caring, And True Influence – Episode #57
May 13, 2016 • 55 min
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…
Matt Abrahams on Strategic Communication in Presentations and Sales – Episode 56
May 6, 2016 • 36 min
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…
Nancy Duarte and Patti Sanchez on Storytelling, Leadership, and Fulfilling Dreams – Episode #55
Apr 29, 2016 • 35 min
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…
Bob Burg on the Power of Being a True Go Giver – Episode 54
Apr 22, 2016 • 39 min
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…
Jay Baer on Hugging Your Haters and the Real Value of Stellar Customer Service – Episode 53
Apr 15, 2016 • 42 min
“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.…
Forbes Riley: What it Takes to Generate Over 2 Billion in Sales – Episode 52
Apr 8, 2016 • 36 min
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.”…
Martin Lindstrom on Branding, Small Data, and Knowing Consumers – Episode 51
Mar 22, 2016 • 43 min
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,…
Shawn Murphy on the Optimistic Workplace – Episode #50
Mar 16, 2016 • 28 min
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…
Tim Sanders on Dealstorming – Episode 49
Feb 14, 2016 • 33 min
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…
Stu Heinecke on How To Get a Meeting with Anyone – Episode 48
Feb 3, 2016 • 37 min
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…
Jeb Blount on Fanatical Prospecting – Episode 47
Jan 18, 2016 • 46 min
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…
Jim Keenan on What Is Not Taught – Episode 46
Dec 21, 2015 • 22 min
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…
Mike Weinberg Simplifies Sales Management – Episode 45
Oct 25, 2015 • 26 min
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…
Gerhard Gschwandtner on a Fierce Loyalty to Life – Episode 44
Sep 12, 2015 • 27 min
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…