In the Arena Podcast with Anthony Iannarino | Sales | Marketing |Business Coaching | Sales Management | Teamwork | Success |Revenue |Profits

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. 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 worked hard to get where he is. He learned early on in his sales career that, in his words, he needed to “Do what he was told.” What he means is that many of the things he was being told by his sales trainers were tried and true fundamentals that would set him up for success. Phil says that in order to attain success in any field, you need to be brilliant at the basics, then get up and do it again tomorrow. Then do it again the next day. And the next. Phil has done that and in so doing has developed a keen understanding of how the words he says to prospects make a HUGE difference. He unpacks a small taste of how you can shift what you say to get better results, on this episode of In The Arena. The sales decision takes a microsecond. Knowing what to say to get past it is key. For many sales professionals, the most intimidating part of the sales presentation is asking for the sale. Will the prospect buy? Will they have objections? Will they have some reason they have to say “no?” Will they need to consult other decision-makers? Phil M. Jones has discovered that many times you don’t even have to ask for the sale. In fact, he says if you know what to say, many times you can assume the sale and move right past it to the follow up steps, and your prospect will happily go along because of how you’ve handled the situation. Sound too good to be true? You’ve got to hear Phil’s explanation on this episode. Are you challenging your sales leads by the words you say? You should be. When Phil M. Jones says that you should be challenging your sales prospects, he doesn’t mean in an arrogant, heavy-handed way. He means you should be phrasing the things you say in a way that makes it a challenge for your prospect to respond, the kind of challenge they want to rise to and meet. It’s an example of one of the nuanced ways you can adjust HOW you say what you say so that the response you get is more aligned with the direction you’re going in your sales conversations. Find out more from Phil as he chats with Anthony, on this episode of the podcast. Do you know what to say in order to get referrals? Here’s a script that really works. We’ve all been taught to ask for referrals. It’s part of what keeps leads coming in and the pipeline full. But Phil M. Jones believes that from a human psychology standpoint, most of what we’ve been taught in terms of what to say is askew. During this conversation, Anthony asks Phil to explain some of the nuanced changes he’s made to traditional sales scripts in order to dig deeper and understand the "why" behind Phil's sales effectiveness. He gives an exact referral script as an example and quickly demonstrates why his changes are so powerful. You won’t want to miss this one. It could make a difference in your day almost immediately. Outline of this great episode [2:53] Phil M. Jones: Anthony’s guest on this episode. [8:02] Why many people don’t have what they want.

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. 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 what our prospects truly need, which is the only way we can know if we have the solution to that need. Nigel Green has built a career in sales management and is the founder and CEO of Evergreen, a B2B sales consulting firm. He consults for companies needing to improve their sales teams and is a sales coach for executives eager to grow their business by making sales process improvements. His insights into the skill of listening point out things every salesperson needs to master, so pay close attention to what he shares in this conversation. You won’t know what to offer a prospect if you don’t listen to what they need. Nigel Green tells the story of a time in the early stages of his sales career when his manager gave him a gift - a performance improvement plan. His sales were lagging and he needed to identify his weaknesses and build them into strengths. He spent time with the top sales performers in his company, expecting to discover their magical formulas for sales pitches and perfect closes. He was disappointed because he learned neither. But what he did learn was invaluable to his future success: the top performers knew how to ask questions and truly listen to their prospects. That skillset makes all the difference on a number of levels. You can hear Nigel describe the importance and power of listening skills for salespeople, on this episode of In The Arena. Why would top performers not be on a performance improvement plan? As Nigel Green told the story of how he was placed on a performance improvement plan early in his career by his sales manager, Anthony commented that he believes everyone needs to be on a performance improvement plan. Think about it: even the top performers should desire to become better at what they do. Improving performance is the name of the game. It’s likely why you are considering listening to this podcast episode. If so, you’re in the right place because Nigel and Anthony discuss one of the most important skills you can ever have as a salesperson: the skill of listening. When speed to scale is what you want, you have to differentiate roles in the organization. For successful sales organizations, the time comes when the volume of incoming leads demands that the team scale. It’s a great problem we’d all like to have. When that happens, a common mistake is to assume that the roles and responsibilities that currently exist within the team are going to be adequate to support the increased weight and volume of incoming clients. It’s typically not true. Nigel Green shares why it’s vital that growing organizations simplify role responsibilities and diversify the team as they move to scale, on this episode. Outline of this great episode [2:54] How Anthony met Lewis Howes and their relationship led to Anthony meeting Nigel Green. [3:42] Nigel’s history in sales and the role listening plays in successful sales.

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. 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 sound outrageous, but keep reading. The premise is that most people procrastinate and never accomplish their goals because they set too large of a time frame for its completion. By crunching the timeframe into just 13 weeks, action is required every day - and you’ll be amazed how quickly significant steps can be taken. Listen to how Allen describes the process to discover how you can make use of it, on this episode. If you didn’t do something brag-worthy, you weren’t very productive ~ Anthony Iannarino One of the markers Anthony uses to gauge his own productivity is whether or not he did something he really wants to tell other people about. Was there an accomplishment in your day that you are excited about? Did you reach a marker or milestone of some sort that has you jazzed? If so, you were undoubtedly productive. If not, you probably weren’t. You can hear Anthony discuss this concept with his guest, Allen Brouwer, co-creator of the Self Journal on this episode, so be sure you make the time to listen. Do you write down your goals? Do you write them down repeatedly? Here’s why you should. We’ve all heard that the chance of fulfilling your goals increases dramatically simply by writing them down. But Allen Brouwer says that your goal-accomplishment success rate goes up even more when you write down your goals repeatedly. He’s in the habit of writing down his goals every day - sometimes multiple times every day. In this conversation with Anthony you’ll hear him explain how he discovered this productivity hack, why he does it repeatedly, and the amazing results he’s seen come from it. Focused attention on the most important things accomplishes tons, fast. One of the things you want to come out of your morning or weekly planning time is a very clear focus on what the most important tasks are for you to accomplish each day. Then you’re set up to be productive and ultimately, successful. Focused attention on the most important things on your radar enables you to take massive action on those things, moving you forward and accomplishing major things in record time. Find out how the process works and how you can make it a reality in your life, on this episode of In The Arena, with guest Allen Brouwer. Outline of this great episode [2:54] Who is Allen Brouwer and why did Anthony invite him to be on the show? [5:12] Goal setting and the magic of the 13-week roadmap. [7:08] The powerful bookends to Allen’s productivity system: Morning & Evening gratitude. [10:21] How Allen discovered the power of writing down your goal over and over. [12:50] Making the most of the limited amount of time you have each day (the 3-task discipline) [14:20] The important results seen from using the Self Journal. [17:02] Why focused attention on the most important things accomplishes tons, fast. [20:40] How the Self Journal was launched successfully on Kickstart...

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. 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 empowers everyone on the team. It’s the question behind Group Performance Dynamics, a concept Michael Dalis highlights in his new book, "Sell Like A Team." In this conversation, you’re going to learn practical ways you can work as a team before your important sales meetings in order to be your best in those meetings. You’re also going to hear how to use rehearsals, feedback, and sales meeting agendas to manage the process more effectively from start to finish. Michael’s stuff is actionable, so make sure you don’t miss this conversation - and grab a copy of his book in the resources section of this episode’s show notes. If your sales team is not in sync, you’ll have difficulty performing effectively. When Anthony was younger he was in a rock band whose members were serious about their performances and their future. That’s where he learned the importance of Group Performance Dynamics, the topic of Michael Dalis’ new book, “Sell Like A Team.” On this episode, Anthony tells the story of how a particular performance was negatively impacted by a lack of team cohesion and uses the example to lead into Michael’s expertise around this area of team sales. It’s a great story but also one that illustrates in a tangible way why your sales team needs to be operating together as a well-oiled machine. Do your sales team a favor and listen to this conversation. Do you rehearse team sales calls before you make them? You should. If you have a sales team made up of experienced sales professionals, it’s easy to think that the combined experience of your group and the number of sales calls you’ve made collectively translate into an effective group sales call. Nothing is further from the truth. The varied dynamics that go into functioning effectively as a sales team are likely foreign to everyone on the team, so you need to take the time to rehearse your interaction and roles before the sale. Find out how Anthony and his guest, Michael Dalis recommend you go about that and hear why they both feel it’s the missing component that could drive sales to new levels of success, on this episode. Team selling can not improve without honest feedback among the team members. When you make a sales call as a team, it’s important that you not leave the meeting and move on with life. There’s so much to be gained through a team debrief where honest feedback can be given and received. On this episode, Michael Dalis says that the kind of feedback that truly benefits sales teams is balanced, specific, and honest. He defines each of that and gives advice on how you can make suggestions about individual roles in the upcoming sales meeting (tweaks) before it ever happens. He’s convinced that proper team preparation and post-sales-call feedback can produce powerful improvements to your closing rate. Find out more on this episode. Outline of this great episode [0:44] One of the most common questions Anthony receives: a great CRM for small teams?

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. 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 specific area. Once you understand that concept you discover that it’s possible to have a number of mentors at the same time, each one contributing to your life in a specific area. So when should you seek out a mentor? Whenever you have an area of your life that you would like specific help with. On this episode of In The Arena, Claire Diaz-Ortiz shares insights from her new book, “The One Minute Mentor.” How can you find the best mentor for you? There are hurdles to finding good mentors, simply because those who are successful enough to serve you well as a mentor will also be the people who are already in high demand. Begin looking for a mentor by identifying your specific area of need and then observing who is in your circle who is strong in that area. Once you have a list of candidates, refine your own understanding of your need so you will be able to approach mentor candidates with clarity and precision when it comes to describing exactly what you’re looking for. Find out more tips for locating and connecting with a great mentor on this episode, with Claire Diaz-Ortiz. Cross-generational mentoring is a powerful personal growth tool. Much of the wisdom you lack at any given time in life is due to the fact that you simply don’t have the experience you need - yet. But there are others in your field who have already fought those battles. They’ve already crossed those bridges - and typically, they are going to be of a different generation than you. On this episode of In The Arena, Anthony chats with Claire Diaz-Ortiz, co-author of the new book, “The One Minute Mentor.” Anthony and Claire spend a good deal of their conversation talking about the benefits of cross-generational mentoring, so make sure you don’t miss their chat. Honesty and vulnerability are vital to the mentoring process. No mentoring relationship will reach its full potential if either the mentor or the mentee is unwilling - for any reason - to be transparent. It’s the real life struggles and difficulties of life that highlight the areas where we most need to grow. They are also the places where the greatest lessons are learned. When a mentor and mentee allow their mentoring process to be enriched by their own honesty, amazing benefits come to both of them. Find out how to implement a very clear and powerful mentoring process with your mentor, on this episode of In The Arena. Outline of this great episode [0:44] Why mentoring and the art surrounding it are so fascinating to Anthony. [3:13] Why Claire was so interested in writing this book. [5:05] In what situations should you seek out a mentor, and how can you find one? [12:56] The power of cross-generational mentoring. [14:45] The mentee’s responsibility in the relationship. [17:29] What is meant by 1 minute mentoring? [22:48] Why mentoring relationships must include honesty and vulnerability.

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. The leadership gap is real. Great leaders will admit it and go to work on it. When Lolly Daskal talks about the “leadership gap” she’s referring to the things about each of us that hold us back from being the best leaders we can be. Saying a statement of that sort is asking for immediate resistance, but Lolly says that the leaders who really get the importance of what’s being said don’t push back, they embrace it as true and get to work on it. Find out how Lolly has outlined her thoughts through the use of 7 archetypes and what she says leaders today need to do in order to step into their greatness, on this episode of In The Arena. Confidence doesn’t come from affirmations, it comes from capabilities + competence. Every leader wants to lead from a place of confidence. Lolly Daskal says that what she’s discovered in her years of personal development and leadership consulting is that true confidence does NOT come from standing in front of the mirror each morning, telling yourself how great you are. Affirmations like that simply don’t work. The thing that fuels confidence is the combination of your capabilities and your competence, both of which can be and should be growing all the time. On this episode of In The Arena, Lolly uncovers what she’s discovered about how that growth process takes place in leaders who are diligent in dealing with what she calls, their “shadows.” It’s an intriguing and powerful conversation. Great leaders are as great as the people they surround themselves with. One of the caricatures of leaders you often see is the bossy, know-it-all sort that can’t accept help or even admit it’s needed. Lolly Daskal says that a true leader is exactly the opposite. Great leaders are only great because they surround themselves with others who are great. They learn to make opportunity for and leverage the confidence and capabilities of those around them. As Lolly and Anthony chat about her new book, “The Leadership Gap,” you’ll get a glimpse into the things Lolly has discovered about great leaders and the way they deal with their own limitations, and how that approach enables them to become even greater. Who leaders are is more important than the what, how, when, and where. Many leaders think it is their role to provide their teams with the what, how, when, and where. But it’s really not. Who a leader is, is much more important than whether or not they have all the answers. It’s character-backed competence in leaders that inspires people to follow and serve up to the level of their potential, and Lolly Daskal has made a study of how that kind of leadership comes about - and what prevents it from being realized. You’ll learn a lot by listening to her conversation with Anthony on this episode of In The Arena. Outline of this great episode [0:44] Anthony’s introduction to Lolly Daskal. [2:20] What IS the leadership gap and how did Lolly discover it? [5:11] The 7 archetypes Lolly has discovered. [11:58] What is the imposter syndrome?

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. 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 what he’s already seen in terms of how technology has changed the way we live and because of the rapid rate of change that continues to happen because of technology. The advent of artificial intelligence ups the stakes even more. The sales world will change and those of us who make our living by selling will have to adapt or be left behind. You can hear what Gerhard believes is coming and how it will impact you and your organization on this episode, so be sure you listen. You want to be one of those who is prepared for what is coming. Is it true that 80% of transactions in the future are going to happen between machines? As we consider the advent of artificial intelligence in sales it’s been suggested that at least 80% of transactions between companies in the future will be made machine to machine. Can you imagine it? But more importantly, can you imagine the impact that sort of change will have on you as a sales professional? Gerhard Gschwandtner is my guest on this episode of In The Arena to talk about the way we need to think about the coming changes to the sales community and the preparation required if we are going to not only keep up but thrive in the new sales environment. Be sure you listen. What role will artificial intelligence play in sales? We have to decide now. When it comes to the governance of artificial intelligence many helpful steps are already being taken. Mercedes and Microsoft are examples of companies that have established clear policies regarding the way their use of A.I. will be implemented for the good of their end users. It’s a wise and much-needed aspect of the A.I. revolution that has to be applied to the sales community as well. On this episode of the show, Gerhard Gschwandtner and I chat about how artificial intelligence in sales is going to change the way we transact business and the way we make a living, and what safeguards and safety nets are going to be needed to ensure that the people being served by the software remain the primary concern. It’s an intriguing conversation you won’t want to miss. At what point will human beings say, “I prefer to work with a human being, not a machine?” There will always be a need for human to human interaction. It’s wired into the way we work as human beings. But exactly what form that sort of interaction will take in a future that is saturated with artificial intelligence is anyone’s guess. But some people are better equipped to make those guesses than others because they’ve proven to be wise observers of the trends and movement that create the future. My friend, Gerhard Gschwandtner is one of those people. On this episode, we discuss the way artificial intelligence in sales is going to impact human to human interactions and transactions and how we might come to relate with each other in business relationships in that A.I. future. Outline of this great episode [0:44] Who is Gerhard Gschwandtner - founder of Sales 3.

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. 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’s that he simply wants to attain the highest heights possible in whatever he does. And in an arena like sales, that means winning. In this conversation, Anthony and Lee chat about what has made Lee one of the most successful sales professionals in the world, the sales mindset that has fueled him so consistently, and why he’s a proponent of meeting people in the fastest and simplest way possible in order to engage in conversations that bring value to buyers. It’s a refreshing departure from the sales debates making the rounds, so be sure you take the time to listen. Want a tremendous advantage in sales? Learn to outwork everyone else. When Lee Bartlett started out his sales career one of the first things his manager showed him was the closing percentages for cold calls he was expected to make and a quota for how many calls he had to make each day. Lee immediately thought that the number of calls required was too low. Within seconds he knew that he’d be making at least triple that number of calls every day and he was on his way to being the top performer in the company. In this conversation, Lee explains why he believes in “waking hours” instead of “working hours,” what it means to outwork everyone else, and most of all - why that kind of person is the true sales professional. Why your goal needs to be different than your sales quota. It’s common for salespeople to moan and complain about the quotas handed down to them from management. But the truly funny thing is that if you ask them how much money they want to make during the year, they’ll almost always give you a figure that far outpaces what’s possible by only making their quota. There’s a disconnect. Salespeople don’t understand that the quota is irrelevant if they are going to attain their personal goals. Lee Bartlett shares why quotas mean nothing to him and how he’s built a career as one of the most successful sales professionals in the world, on this episode of In The Arena. Why cold calling is still the fastest and most effective way to revenue. The debate about inbound sales and social selling VS outbound sales rages on LinkedIn these days. But both Anthony and his guest on this episode, Lee Bartlett believe that the fastest and most effective way to build relationships that drive sales is to pick up the phone and call someone. Lee simplifies it even further by saying that while others are figuring out a social strategy, he’s simply going to be busy talking to people. And he insists that by doing so, he’ll destroy his competitors every time. Discover the character traits and practical strategies that have made Lee a great salesman, on this episode. Outline of this great episode [0:44] Anthony’s introduction to his new friend, Lee Bartlett. [3:32] Why Lee has a burning desire to win, and why it’s vital to successful sales. [6:20] How the ability to outwork other people is a tremendous adva...

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. 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. It’s easy in that situation to believe that you simply need to give them what they ask for - but that’s not always the case. They need you to serve them as a trusted advisor, one who knows the solutions to their needs better than they do, in spite of the knowledge they’ve amassed. You need to help them understand what they’ve discovered and how to apply it to the specifics of their situation. Find out how Anthony’s guests, Nick Toman and Brent Adamson suggest you go about that, on this episode of In The Arena. How salespeople inadvertently overwhelm potential buyers. When a potential buyer comes to you, the sales professional, they often have all the information they need about the solutions to their need that exist. The temptation is to go deeply into the specifics of your particular solution to try and convince them that yours is the best solution. But often that results in information overwhelm and the buyer winds up NOT making a decision in your favor. Brent Adamson and Nick Toman outline how you can avoid doing that and actually guide your potential customer to an understanding of the solutions they’ve discovered, and they do it in this episode. Why more information doesn’t always help buyers make buying decisions. Our instinct as salespeople is to assume that a buyer who comes to us about our solution has everything figured out already. They talk that way in most cases because they’ve easily done their own research on the internet. So they really do know a lot, but is it enough? And does it really help them make a decision? It’s becoming more and more apparent from the research guys like Nick Toman and Brent Adamson have done that buyers are experiencing “information overload” that leads to a type of decision paralysis and they wind up not making a buying decision at all. Find out how you can become their trusted sales advisor and help them overcome that overwhelm, on this episode. Why over 40% of purchases have some form of regret attached to them. Buyers today appear to be making their buying decisions independent of sales professionals more often. It makes sense on one hand because they are able to get as much info as they want about the solutions to their problem that exist. But still, 40% of buying decisions have some form of regret about that decision attached to them. Why is that? It’s because they didn’t have a trusted advisor who knows the details of the decision alongside to help them. That could be you if you’re willing to learn how to pivot your sales approach to serve them as they really need. Brent Adamson and Nick Toman are on the show to help you know what that looks like, so be sure you listen. Outline of this great episode [0:44] Anthony’s introduction of the article and prompting behind this conversation with Brent and Nick. [2:09] The beliefs behind the article, “The New Sales Imperative.” [5:20] Why more information doesn’t always help ...

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. 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 it keeps us in a state of constant distraction from the deeper meaning of life and the purposes behind the work we do, we’re missing a valuable part of life. Anthony chats with his guest on this episode, Jeff Shore about the significance of reading deeply, why it is vital for shaping our thoughts and understanding of the world around us, and the benefits that come from living from a place of intention. The way you grow impacts how much you grow, in life and in business. Much of the reason both Anthony and his guest, Jeff Shore love to read philosophical books is because they’ve come to see that an understanding of the way we grow as human beings deeply impact the rate and quality of our growth. Each of them thinks deeply about who they are, why they are here, and the effect they are having on the world. It’s a great conversation on this episode of In The Arena - one you’ll benefit from greatly. It doesn’t matter how smart you are, it’s "HOW are you smart?" that matters. There is only so much an I.Q. test can tell you. Yes, it may show you that a person is smart. But that’s not the most important thing. What matters is HOW they are smart. In other words, what is their approach to situations, people, and life in general? That is the kind of thing that determines how flexible, adaptable, and able to pivot an individual is - which can dramatically impact his/her ability to succeed. Find out more about this concept of “HOW” you are smart - on this episode of In The Arena. Learning to know what you don’t know is what helps you move beyond your limitations. Everyone tends to gather people around them who confirm their own biases. It’s part of the natural insecurity each of us has. We seek validation of our ideas and beliefs instead of challenging them intentionally for the sake of growth. But once you realize that you don’t know what you don’t know, everything changes. You become curious, eager to learn, open to ideas that may have once been off limits due to previously held beliefs that you discover were not true. This episode is a brief journey through the thoughts of a couple of thinkers. It’s an adventure, so be sure you join them for the trip. Outline of this great episode [2:25] Anthony’s introduction of his friend Jeff Shore. [4:19] Why Jeff reads heavy content: it takes him someplace he can’t go on his own. [7:50] What Jeff has learned from reading Nassim Taleb (author of Antifragile). [11:48] Lessons from “Thinking Fast and Slow.” [18:39] What Jeff has been learning from psychology lately. [28:58] The things that spurred Anthony’s interest in philosophy. Resources & Links mentioned in this episode http://jeffshore.com/ Enter the Giveaway for the OutBound Conference (VIP ticket) www.VirtualSalesKickoff.com www.OutboundConference.com/get-invited

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. 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 on this episode of In The Arena, is convinced that being known is very, very different than being famous and that it has a great deal more power for good in the world. In this conversation, Anthony quizzes Mark about his book, “Known” and asks about the specific things that go into being known. Be advised, it’s a long game, but one well worth playing. You’re going to enjoy this conversation. Being famous is about you. Becoming known is about your goals. Anyone who wants to become famous is seeking glory, the spotlight, notoriety. And when you look closely you’ll see that those things all have to do with the individual. They are purely selfish. But becoming known is a step in the journey of those who are trying to make a difference, it’s a move toward accomplishing their crazy goals that can change the world. Find out how Mark Schaefer says we have to go about becoming known and why it’s the exact opposite of becoming famous by listening to this episode. In his characteristic way, Mark tells stories and gives examples so you can walk away from this conversation knowing exactly what you need to do next. Ready? Welcome to In The Arena. How important is content creation in becoming known? In the digital world, content is everywhere - from stupid cat videos to in-depth articles outlining the newest sales strategies. With so much content available you might think that adding your voice to the noise is not going to make much difference. But here’s how it can: If you create content that is better and you do it more consistently, you’ll rise to the top - you’ll become known. Mark Schaefer highlights the importance of creating great content in this day and age and provides some tips for how you can adjust your mindset to play the long game required - and it’s all on this episode. Consistency is the power behind becoming known through content creation. It’s hard to keep going when you don’t see the results of what you’re doing. Mark Schaefer understands that. He’s been posting incredible, regular content for years and it wasn’t until the recent past that he began seeing the influence he was having. Why did he keep going all those years when it seemed like nothing was really working? It’s because he has the philosophy that as long as you see signs that what you’re doing MIGHT be making a difference, you should keep going. The certainty of your impact only comes through consistency, and by default, that’s a long game. You have to believe in the change you’re trying to make enough to keep going. You can hear a good deal more of Mark’s wisdom, on this episode of In The Arena. Outline of this great episode [2:00] Anthony’s introduction of his guest today, Mark Schaefer. [3:36] What is the new equity of influence? [7:53] Why being known is different than being famous. [12:29] How important is content creation in becoming known?

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). 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 companies that were using the exact same methodologies and systems. He wondered why one company got 2X results and another got 10X results. That prompted him to study the phenomena and what he discovered is that the companies that get the best results are the ones that possess a culture where caring is carried out effectively and practically among the team. You can hear what Subir discovered, how he’s counseled company leadership to apply it, and the results he’s seen from those who dare to make it work in their teams. How to overcome the “good enough” mindset to achieve excellence. In this conversation with Subir Chowdhury, Anthony notes that one of the biggest enemies of excellence is a mindset that “good enough” is just that - good enough. The question is this: What makes the difference between those who settle for that kind of mindset and those who excel far beyond it? That’s the question Anthony posed to Subir and his compelling answer is laced with stories and anecdotes from his own history. It’s very engaging, so be sure you listen. You have the power to make the difference in the lives of other people, every day. When you think about making a difference in the world, do you get overwhelmed? There are so many things you COULD do that qualify as “making a difference.” What should you do? How do you even start? Subir Chowdhury’s newest book, “The Difference” highlights the ways that each of us can make a difference in the lives of others even in the mundane or normal things of daily living. He’s got a great way of describing a way forward that anyone can understand. If you want some help discovering your own path forward so you can make the difference you are meant to make, you need to hear Subir share, on this episode. If you have the passion to solve a problem, you can. Do you believe that? One of the lessons Subir Chowdhury has learned - through a variety of experiences in his own life - is that every person who truly wants to make a difference, can. But the thing that determines whether they will or not is the amount of passion they have to truly solve the problems around them they see every day. In this candid conversation, Anthony and Subir talk about why leaders in corporations and small businesses alike need to understand this principle and what they can do to make their companies places where the employees and team members truly WANT to make a difference in the lives of their customers. Outline of this great episode [0:24] The upcoming Virtual Sales Kickoff. [1:12] My experience and story with Subir Chowdhury. [2:53] The mindset shift Subir was trying to instigate with his new book. [6:18] How “good enough” can be the strongest competitor to excellence. [15:03] How can leaders create a fearless culture where team members can be honest? [27:44] What does it mean for leaders and business people to be truly thoughtful?

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. 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 to be honed, refined over time, and the truly successful leaders are the ones who understand that and are constantly working on the craft of leadership. Hector highlights what it takes to apply yourself to that kind of consistent work on this episode of In The Arena, so be sure you listen. Most people's skill set is poor to mediocre. Successful sales leaders can’t be those people. When Hector LaMarque was asked why many people in the sales world are not achieving the numbers or accomplishments they say they want to achieve, he said it’s because the average person has a poor to mediocre skill set and doesn’t know it. If they do know it, they don’t know what it takes to build the leadership skills that will propel them to new levels of accomplishment. Hector’s philosophy is simple: It takes a lot of hustle, hard work, and a constant commitment to personal and professional growth to build the skills set that leads to success. Most people simply aren’t willing to put in that kind of work. Success is more like MMA than it is like boxing. In this wide-ranging conversation Anthony and his guest, Hector LaMarque primarily chat about leadership and leadership skills, but not without a foray into the world of sports. Both of them use the sports analogy as a perfect way to illustrate the discipline and competitiveness needed to become successful. Anthony says that the path to success is more like MMA fighting than it is boxing, simply because you have to lose many hard-fought battles in order to get there. It’s those losses, those hardships that craft you into the person who can not only accomplish success but who can also bear up under the weight of it. You’ll get a lot of clearly thought-out advice about personal growth and leadership on this episode, so don’t miss it. Competition is a good thing. It’s what pushes us to improve our products, services, and skills. There are times, and certain circles, where competitiveness is cast in a negative light. But Hector LaMarque believes that competition is a good thing. It’s the desire to win, the desire to overcome that pushes all of us to the next level. It’s what produces better products year after year. It’s what fuels innovation and advancement in the culture. It’s what drives high achievers toward continued growth in their personal and leadership skills. Competition is indeed a good thing. It’s what makes us champions when everyone else is content to simply be a competitor. Outline of this great episode [3:01] What makes for success in the people Hector has worked with? [4:29] What is the prospecting work that successful salespeople and leaders do? [7:16] How Hector developed the idea that it’s HIS responsibility to grow and learn. [11:19] What it means for successful sales leaders to work on their skill set. [16:10] Adversity as the tool to give you the grit and determination you need.

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. 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 because stories are one of the primary ways human beings build trust between each other - and sales is all about building trust. On this episode, expert storyteller Paul Smith is on the show to give us some ideas about how we can include more stories into our sales pitches to increase trust, and thereby increase sales overall. It’s a fascinating idea that you’ll benefit from greatly if you learn to apply it to your professional life. If you don’t learn to tell you won’t be able to sell. Many times a sales presentation goes sideways when the slide deck is put away and all the stats and figures have already been said. That's because the prospect throws out a scenario they foresee happening and asks the salesperson what their company would do in that situation. If the salesperson doesn’t know how to tell a compelling story about a time the company faced a similar problem and overcame in spite of the difficulties, they’re going to come across as too good to be true and inauthentic. The possibility of trust will be lost. Paul Smith says that sales pros need to have hundreds of company stories in their sales arsenal and on this episode he’s going to tell us how to start building that repertoire. Do media and technology help us tell better sales stories? It used to be that the only thing you had at your disposal to weave a compelling story was your own voice and ideas. But today we have so much more. Video, audio, images, animation - the list of potential tools we can use to tell good sales stories seems limitless. But we can become too dependent on a flashy new technology when what we really need is a better understanding of what makes a good story and how to tell it in a compelling way. Paul Smith is on the show to give us some ideas of how we can improve our storytelling and apply it to the sales profession. If you learn to tell a good story you can actually sell things for more. There are stories circulating on the internet about virtually worthless items being sold on eBay and other marketplaces for thousands of dollars. What caused the buyer to imbue the worthless item with so much value? It was the story that accompanied the item. Situations like that show us that sometimes the value of a thing or service has more to do with the way the benefits of it are described and woven into a real life scenario by the salesperson. When people can picture the setting and feel the emotion of what it would be like to experience the product or service in action, the deal is sealed. Paul Smith, a master storyteller is guest on this episode of In The Arena. Outline of this great episode [3:22] Why everyone is a storyteller and introduction of Paul Smith, storytelling trainer. [5:36] How Paul realized that storytelling was an important skill he needed to learn well. [8:18] Why do salespeople leave out the obstacles when telling their own stories? [11:50] What does a salesperson get from being vu...

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. 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 disrupt the established political machine of a long time political party (Republican), you know something new is going on. How did he do it? Through social media. On this episode, Anthony and his guest, John Robb chat about the strategies Trump used to get around the media gatekeepers and tap into public sentiment, broadcast a message outside the media’s control, and change the direction of the election. The result is what we see before us - a Presidential candidate for a major party who’s entirely from the outside. A future where social technology integrates with Artificial Intelligence. John Robb believes that social media’s future will be broader than reconnecting with high school friends and sharing your latest vacation pictures. The same technologies that make it so easy and effective to do those simple things can and will be integrated with artificial intelligence to create some seriously world-changing technologies. We’re not talking about the “rise of the machines” here, we’re talking about tools that enhance the way humans interact - to the degree that it makes possible the rapid deployments of armies, fundamental changes to governments, and reorientations of economies. Sound strange or even scary to you? You’ve got to listen to this episode to hear how realistic these predictions are. Could a democratic form of government be shaped or even run by social media in the future? If you look carefully at what’s happening all around the globe you’ll begin to notice that there is no major conflict that is NOT using social media in some way. Social is now a tool, a weapon used to coordinate movements, transmit messages, and influence public opinion on a mass scale. Is it possible that these forays into the use of social media for political means are just the beginning? Could there be a marriage between social and artificial intelligence that makes those uses not only more effective but actually changes the fundamental nature of something as foundational as Democracy? John Robb believes that’s exactly what’s going to happen. Find out how he sees the future and social technology’s role in it, on this episode. The future of social media can be seen through harbingers happening today. There are many futurist predictions that never come true. John Robb says that’s often the case because self-proclaimed futurists posit a theory and then extrapolate what might happen based on that theory. The problem is that the theory itself is not firmly grounded in things that are already happening. John takes a different approach. He never makes a prediction unless he already sees at least an incipient form of a thing happening in multiple places across the globe. That foundational tie to the reality of what’s truly happening in the world makes the extrapolation of the idea much more grounded and realistic. This conversation ranges far and wide but it’s an important one for anyone who’s interested in where the world is going and how it w...