The Sales Blog » In the Arena Podcast

One of the most important books I read in 2014 was Niraj Dawar's Tilt: Shifting Your Strategy from Products to Customers. Listen to this interview, and then go buy the book. Follow Niraj on Twitter  

Price. If you’re in sales, it’s something you’re talking about or you must be giving something away for free. Mark Hunter joined me In The Arena to talk about how to win the sale without compromising on price. We discussed practical ways to shift the focus off of price in client meetings and shift the focus to the desired outcomes your client needs as well as the value you create for your client. Mark is the author of High-Profit Selling and shares his thoughts on his blog at www.thesaleshunter.com.

I've known Dan for a few years. He is in every way EDGY. Just listen to the story we tell about his first ultra-event and you'll see exactly what I mean. Dan just published his first book, EDGY Conversations: How Ordinary People Can Achieve Outrageous Success. Do go and buy the book. It's all about your mindset, and you will benefit from it after you read two or three pages, I promise. Show Notes Dan Waldschmidt EDGY Conversations (Affiliate Link)

I tell this story on the podcast, but here it is again. One day I received an email. It just had a phone number for me to dial. When I called the number, it was Hector LaMarque, National Sales Director for Primerica, speaking to his sales force. He read them part of some post I had written, and then he riffed on it brilliantly for half an hour. I dare you not to love this. Show Notes Hector's weekly call:  (951) 262-3702

When I had a chance to catch up with the legendary Brian Tracy, I was in England speaking to my friends at Travel Counsellors, and Brian just returned from a 13 country, 36-day world tour. Brian Tracy is a force of nature. He pulled himself up from nothing through sales, and he’s built a speaking, coaching, consulting, and training organization that is second to none. He published four books in 2013 alone, including Unlimited Sales Success: 12 Simple Steps for Selling More Than You Ever Thought Possible. Brian has long been one of my role models. I ask Brian about why the sales manager is the critical role in producing sales results, what customers really want—even though you believe it’s price, how you are making price the issue, the importance of self-esteem and optimism in self-confidence, why it’s your job to help people in their life and work, how to be consultative, and the passing of Zig Ziglar. Show Notes Brian Tracy Buy Brian's New Book: Unlimited Sales Success Follow Brian Tracy on Twitter 

What can I say about Bob Burg that you don't already know from having read The Go Giver? I can tell you that I am happy to call him a friend and a mentor. I invited Bob back into the arena to share some ideas from his new book, Adversaries Into Allies: Win People Over Without Manipulation or Coercion. I ask Bob to share the difference between persuasion and manipulation, how to prepare for a conversation with an adversarial client, how own beliefs can help or harm us, and the role of empathy in dealing with nasty, foul people. Show Notes Bob Burg Follow Bob on Twitter Adversaries Into Allies Book (Free Chapter)

This week we chat with a friend of mine from across the pond, one Jonathan Farrington. Jonathan runs a global consulting firm called Jonathan Farrington & Associates. He is also the mastermind behind Top Sales World. Recently, he started a new blog called The Sales Thought Leaders (where I'll be contributing each month). Jonathan and I talk about the future of sales, the implications of the changes going on around us, and what salespeople need to thrive in this "new" new economy. Show Notes Jonathan Farrington Top Sales World The Sales Thought Leaders Follow Jonathan on Twitter

Dave Stein is the founder and CEO of ES Research. Dave is the world's foremost authority on sales training, and his firm helps sales organizations choose the best sales training for their salespeople. Dave is well known and extremely well respected in the industry. I ask Dave to speak to why sales training fails, what skills salespeople need and, somehow, we steer into a conversation about Mack Hanan and his book Consultative Selling. Dave Stein Follow Dave on Twitter

I wrote the foreword for my friend Mike Weinberg’s book, New Sales Simplified. If I would have known that the book was going to drive so much business to his door that I’d have to beg to bring him to show up here for a podcast, I might have locked him into a contract. Everyone loves Mike’s book. There’s a reason. It is straightforward, honest direction on how to move your sales team forward. I ask Mike about opportunity acquisition, how we make more hunters, targeting dream clients, and the power of your sales story. You're going to flat out love this one. Show Notes Mike Weinberg Follow Mike on Twitter New Sales Simplified (Affiliate Link)

Charlie Green is a good friend. And he's one heck of a smart and engaging guy. I talk to Charlie all of the time, but this time I hit the record button so you can listen in on our conversation. Charlie shares some ideas about how to think about trust, his trust equation, vulnerability, and trust-based selling. You'll love this! Show Notes Charlie Green Follow Charlie on Twitter Trust-based Selling (Affiliate Link) Trusted Advisor Fieldbook (Affiliate Link)

My friend Gerhard Gschwandtner introduced me to Tony Hughes. We recorded a video together. Then Tony and I connected using the social channels and old-school email. I had to fly through Sydney for a speaking engagement, and Tony picked me up the airport and took me to dinner. At dinner, Tony gave me a copy of his book, The Joshua Principle. I put off reading it. Big mistake! It's a wonderful book, and Tony is a wonderful, smart, and thoughtful guy. I am thrilled to introduce you to him here. Show Notes Tony Hughes Follow Tony on Twitter Buy Tony's book The Joshua Principle (Affiliate Link)

Episode 22 – On Influence with Craig Wortmann (http://thesalesblog.com/blog/2013/07/27/episode-22-on-influence-with-craig-wortmann/) is a post from: The Sales Blog | S. Anthony Iannarino (http://thesalesblog.com) Craig Wortmann is the CEO of Sales Engine and a professor at the University of Chicago’s Booth School of Business. I ask Craig to share some ideas from his eBook How to Communicate with Influence, the power of discipline, hand-written thank you cards, win-loss reviews, the power of listening, and he power of stories in influence. Show Notes Sales Engine (http://www.salesengine.com) Sales Engine on Twitter (https://twitter.com/salesengine) Craig Wortmann on Twitter (https://twitter.com/craigwortmann) How to Communicate with Influence (http://www.salesengine.com/how-to-communicate-with-influence-ebook/)

Episode 21 – On Lovemarks and Loveworks with Brian Sheehan (http://thesalesblog.com/blog/2013/07/06/episode-20-on-lovemarks-and-loveworks-with-brian-sheehan/) is a post from: The Sales Blog | S. Anthony Iannarino (http://thesalesblog.com) Brian Sheehan is an Associate Professor of Advertising at Syracuse University’s Newhouse School of Public Communications. Before that, he was CEO of Saatchi & Saatchi’s Team One Advertising in Los Angeles. Brian’s new book, Loveworks (http://www.loveworksthebook.com), is a follow up to Kevin Roberts’ Lovemarks (http://www.lovemarks.com). I ask Brian about how buyers really buy, what makes a lovemark, and how brands create meanings, and in doing so, tribes. Brian Sheehan  (http://newhouse.syr.edu/faculty-staff/brian-sheehan) Brian Sheehan on Twitter (https://twitter.com/bjsheehan7) Loveworks (http://www.amazon.com/Loveworks-marketers-emotional-connections-marketplace/dp/1576876403/ref=nosim/iannarinosqua-20) (affiliate link)

Episode 20 – The Gap Between Good and Great with Joe Galvin (http://thesalesblog.com/blog/2013/06/29/episode-20-the-gap-between-good-and-great-with-joe-galvin/) is a post from: The Sales Blog | S. Anthony Iannarino (http://thesalesblog.com) Joe Galvin is the head of Miller Heiman’s Research Institute. I invited Joe into the arena to talk about their new report on the growing gap between good and great sales organizations, understanding the buyer’s concept, the fact that buyer’s don’t really have a process, the value of collaboration, and the real value of relationships in selling. Show Notes Miller Heiman (http://www.millerheiman.com) 2013 Best Practices Executive Summary (http://www.millerheiman.com/Knowledge_Center/Knowledge_Center_Articles/Sales_Performance_Research/2013-Miller-Heiman-Sales-Best-Practices-Study-Exec/) Joe Galvin (http://www.linkedin.com/in/joegalvin32)

Episode 19 – On Transformation with Dr. Bob Wright (http://thesalesblog.com/blog/2013/06/23/episode-19-on-transformation-with-dr-bob-wright/) is a post from: The Sales Blog | S. Anthony Iannarino (http://thesalesblog.com) Dr. Bob Wright has spent most of his life studying what it takes for human beings to transform themselves. I ask Bob about the differences between change and transformation, what it takes to liberate oneself, and how one develops new beliefs to replace limiting beliefs. Show Notes Dr. Bob Wright (http://www.drbobwright.com) Transformed: The Science of Spectacular Living (http://www.amazon.com/Transformed-Science-Spectacular-Judith-Wright/dp/1618580752/ref=nosim/iannarinosqua-20) (affiliate link)