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

Today we hear about what we are not being taught to be successful, from Jim Keenan. Jim’s new book, Not Taught, represents a journey of discovery in how giving gives back, even when you are not expecting it. The story of the book began when Jim was asked to give a speech to graduates about what they really needed to know going forward. The speech funneled into a blog post, which stuck with Jim. He then turned it into an ebook, did more research, added to it, and eventually became the published version it is today. So what is it that graduates these days need to know? What are we not being taught? Jim says that our parent’s generation believed one way: get a good job and work there forever. That has all changed. The world these students are entering is playing by different rules that their parents could not have prepared them for. Tune in for the education you may have missed, on today’s episode of In the Arena. The time is now to get paid to think During the industrial age, a boss would have scoffed at the idea of paying someone to think. That mindset was a joke. No one approached their boss with ideas, instead everyone had their place and expectations. Today, Jim Keenan says companies are desperate for thinking people. It is all about creatively solving problems. There are no longer steps to follow, roles to assume, and one way to operate. The old industrial age mindset is a disadvantage when entering today’s market. Big companies lay employees off when the economy shifts and are no longer a long-term reliable basket to put any of your eggs in. Jim wants to prepare you for the information age, which creates room for thinking and for ideas to matter. Find out today if you are really embracing the change this age is bringing, with Jim Keenan as he shares insights from his book, "Not Taught." What is your reach? “Reach” and “brand” are two buzzwords Jim Keenan wants you to be able to define for yourself. Your reach is the ability for people to find you. Do you have a LinkedIn profile? Is it current and complete? Without utilizing tools like this, you are inhibiting your own chances of being noticed, known, and ultimately hired. The importance of reach really comes down to how many people can you influence? How can you move your message through people and get them talking about it. Reach is not a new idea, it has always been important, but why? People pay for reach. If you can connect yourself to people, and people to people, you can move whatever you want through those groups, and they will react. Listen in to start discovering your own reach. Not Taught: It’s branding season The next thing Jim Keenan advises to be thinking about is your brand. Who are you and what do you want to be known for? There is often a lack of trust in oneself to figure out a brand and work on it. Many people find themselves stuck between thinking it is too late to start working on their brand and waiting for approval to develop one. Having a brand creates massive value. One perspective Jim speaks to is the younger millennials mixed up in the industrial age mindset and influence of their parents, with no green light motivation to move forward. Jim calls you forward into asking where it is you want to go and how to start moving that direction. It is time to embrace your brand. Shifting out of autopilot The first step you take creates something necessary: movement. If you find yourself stuck on autopilot, you need to make a move. Yes, you will be forced to ask questions for yourself and shift your brand. Jim Keenan does not want you to hold yourself back, or worse, be boring. Is fear holding you back? Fear of how people will react to you? A lot of people think they are okay if they are not getting negative reactions. But what if you embraced the struggle and stopped to think about what you really want to be good at and known for?

One of the most important roles in any sales oriented organization is that of the sales manager. So much depends on that individual being effective at motivating and training salespeople as well as being a personal coach to them to help them up their sales game. This episode is a conversation with Mike Weinberg about his new book, “Sales Management Simplified.” Mike’s got tons of insight into the sales world, the sales process, and the team dynamics that go on inside of companies that are detrimental to sales and company growth. If you are in a management role over salespeople, you can’t miss this episode. Sales Managers need to avoid putting on the “Fire Chief Helmet.” Any business is going to go through seasons of difficulty, problems, and crises. Leaders are typically the ones who grab the fire hose and start to put out the fires because they are the ones who have the insight and drive to handle things. But sales managers cannot do that. Ever. Why? Because their job is the lifeblood of the organization: sales. If sales are not coming in, the organization cannot thrive. The sales manager who jumps out of his role as sales manager and into the role of fire douser will unintentionally strangle the organization. Why you should NEVER mix administrative and sales roles. It happens too often that companies large and small expect their managers to wear multiple hats. That’s OK where it’s possible, but one role that can never be coupled with an operational or administrative role is that of salesperson or sales manager. Why? Because the operational tasks and crises will ALWAYS be around and never totally fixed. The operational issues tend to feel more urgent, so they will naturally suck up the energy of the manager, leaving sales to languish in the dust. That’s where a company gets into trouble. Today’s episode features Mike Weinberg’s great insights into how to avoid the sales pitfalls most companies make, so be sure you take the time to listen and learn. Many sales organizations die because of lack of hands-on sales coaching. “My sales team sucks. I think I’m going to fire them all and start over.” That’s a statement that Anthony once heard from an upper manager in a sales organization. His response pointed out the problem… “What are you going to do with the 3rd set of salespeople?” His point was that another sales crew would result in the same problems, as would another one after that. Why? Because the sales team was not the real issue, the management was. Only the managers have the power to make changes, and much of what is needed is effective, hands-on coaching to make salespeople successful in their roles. Mike Weinberg drops a bomb of great information on this episode about simplifying the sales management role. How the big ego “sales expert” in the company often does more harm than good. Mike Weinberg has seen lots of companies where the big name, big ego sales leaders have literally destroyed the company. How did they do it? By pontificating and micromanaging. They stand around and tell everyone what the company’s numbers should look like but don’t offer much in the way of training or resources. They care more about activity reports than sales results and inadvertently communicate that they don’t trust their sales team or their sales managers. As he outlines the biggest mistakes sales organizations make, Mike shares the solutions through the concept of simplifying sales management to stay focused on what matters: sales. Outline of this great episode [0:48] Ian’s introduction of his friend, Mike Weinberg. [4:29] The Customer Acquisition Symposium [5:02] The overview of MIke’s book, “Sales Management Simplified.” [5:41] What is the “Fire Chief Helmet” that Mike warns against? [8:00] The danger of sales leaders getting caught up in administration or operations.

Today’s guest, Gerhard Gschwandtner, is on a mindset mission. He wants to rid you of the parts of your thinking that hold you back. Gerhard has been through trials in life, including overcoming cancer twice. He viewed these battles as opportunities to grow and recover. Gerhard wants to do better at life, all the time and not let anything get him down. He believes growth and success begin with your mind. After interviewing countless successful people, he found that the one thing they all had in common was a positive mindset. The average person’s mindset is in automatic mode. When faced with adversity or pressure, their operating system does not work very well. This creates a frozen, or fixed, state. Is your mindset stuck? Tune in today to learn how to think without limits, talk back to your negative thoughts and become better at creating a more positive disposition. Thinking is a choice, as explained on this episode of In the Arena. Stop watering the weeds Gerhard pictures mindset as a pyramid made up of three parts. The implanted part of the mindset represents all the things you learned from your parents and habits you developed. Not all of that mindset is useful to you as you grow up. Gerhard thinks of your experiences like a garden: water the flowers and stop watering the weeds. Better yet, uproot them. The imprinted part of the mindset comes from people or ideas that left an impression on you. You’ve absorbed and integrated their ideas into your way of thinking. These can be welcomed in or maybe guarded against. Gerhard’s last part of the mindset is the inspired piece. This is the inner voice, telling you what you are good at and speaking about your giftedness. Listen in as Gerhard helps identify your pyramid and find ways to move from a frozen or negative mindset to one of positivity and growth. Not so simple Today we hear about the power of positive thinking, but Gerhard Gschwandtner warns that creating real change is not so simple. The brain is a very complex organism and belief systems built up over years are not quick to adjust. Your performance could be blocked by a tough situation that connects to something such as disapproval from your parents when you were young. This can cause a paralyzing vulnerability leaving you stuck. Listen in to Gerhard to build behavioral strengths and prime yourself for performance. Find out how to eliminate negative thinking and your critical self. Visualize success position yourself for victory. Gerhard has examples of negative thinking avalanches that people have taken control of and enhanced their performance, both on sports fields, in a relationships, and in business. Can you imagine your own success? Start today with the power of your own mind. Overcoming Obstacles Adversity is a guaranteed daily encounter. Are you prepared to master your thoughts and reactions to adversity? If you want to be successful, Gerhard has a mindset model of commitments for you. Commit to success with a clear goal, leeway with the frustrations, and a focus on your dreams of accomplishing the extraordinary. Commit to others. Are you collaborating and finding the support of others? Commit to yourself. Create a positive outlook in everything you do and use all the creativity you have to overcome obstacles. It is a real challenge to change your thought process, especially if you grew up in a negative environment. Learn how to understand how your belief system is shaped. The way you talk to yourself creates feelings that lead to behaviors. Are you allowing somebody else’s voice to take over your operating system? Challenge your past experiences with positive self talk. Commit today to being the one who determine what you think. Make the choice. Grace under pressure in sales Are you ready to explode your confidence in sales? Learn how to think without limits and remove the obstacles preventing breakthrough.

Today’s guest, Brian Tracy, knows the difference between true balance, and false balance. This hot subject is really a question of values. What do you really value? What is at the top of your priority list? Finding true balance begins with examining how your values are ranked. Brian advises being very clear about your values and organizing your life around them, without compromise. Are you in a state of false balance? False balance, according to Brian, is doing everything possible to conform to what you think you are supposed to be doing, with no happiness. Sit back and listen in to Brian’s advice about goal setting and creating a vision to prioritize your life and optimize your achievement. Most people do not take the time to even consider their values. But smart people and smart companies think it through and adjust as necessary. Get smart today and get In the Arena. Go beyond “sweetheart” values The way you prioritize your values determines everything in your life. Common “sweetheart” values that easily come to mind include love, family, integrity, etc. But, think about how you actually live. Brian Tracy shows you how to discover what you really believe. How did you react the last time you were under pressure? It might reveal what you really think about yourself. Listen in to begin figuring out your basic values. Is it health? Or maybe career success? Or freedom? Can you rank your values, when push comes to shove? Two people might have the same top three values, but how they are ranked will create totally different reactions and totally different people. Do you like what your values say about your life? Are you able to keep your top values on top, even under pressure? Listen in as Brian helps you break free and shift your values. Do you feel like a winner? A huge piece of finding balance is keeping your beliefs in check. Most people do not have any belief in themselves or their worth. Do you look in the mirror and like what you see? So many people have trouble accepting themselves because of early childhood experiences. Brian Tracy speaks to the destructive criticism that destroys any attempts at creating balance. Are you walking wounded? Have you received enough criticism to cripple you? If you do not feel like a winner, you are not going to act like a winner. If you do not think you deserve good things, you will not pursue good things. Or maybe you are already successful, but are doubting yourself, just waiting for it to be taken away. Do you have a nagging feeling that you do not deserve your own success? Brian is here to change your beliefs and the message you are sending yourself. It is time to drive home positive self-talk. It is time to like yourself. Overcoming criticism How is your mental fitness? Brian Tracy’s own transformation from a false balance, no self esteem, and small goals will inspire and challenge you. When you set and achieve a goal, it makes you feel like a winner. Results, success, and positive feedback start to shift your perception. Goals are reached after adversity is overcome. One big piece of adversity is yourself. Do you think you are undeserving of success? Are you hung up on the approval of others? Whatever your obstacles, you can overcome them. Brian shares a hurdle in his own marriage of how criticism can poison and damage. Overcome the criticism and negative talk, whether from others or from yourself, to realign yourself and find true balance. Enlarge your vision of success You might be worried about simply surviving. Or you might be consumed with ensuring your own security, either emotionally or financially. Wherever you fall on the spectrum of thinking determines what goals you are capable of setting. Today, Brian Tracy wants to enlarge your vision of success. Many people have trouble setting goals, which ultimately causes difficulty in achieving balance. Speaking to entrepreneurs,

Sales is the act of helping people solve problems. It only makes sense that the best salespeople are the ones who are able to best solve the problems their customers have. But how exactly do you determining if you or your competitors is doing the “best” job at that? On this episode of In the Arena you’re going to get one of the most significant parts of the equation explained to you clearly from Niraj Dawar, author of the powerful sales book, “Tilt.” Anthony digs into the concepts of differentiation and customer risk in this conversation, two concepts that can literally transform the way you do sales and the success you experience. You’ve got to hear this one. What are “upstream” and “downstream” activities in the sales process? Niraj Dawar makes a clear distinction between what he calls the “upstream” and “downstream” activities involved in the sales cycle because he believes that clearly seeing and understanding the difference is one of the main ways that salespeople are able to focus more on customer needs and bring the features and benefits of their products to bear on those needs. Anthony and Niraj unpack that idea in their conversation on this episode, showing you how a focus on the “downstream” side of sales (the part that’s aimed at understanding customer needs and risks) to amplify your sales presentations and approach. Why competing on price and cutting cost can only go so far. We’ve all seen the “race to the bottom” that happens when two companies with identical products or services begin to compete on price. For the sake of getting new business each begins to cut costs wherever they can, lowering the price as an enticement to the customer to purchase from them. There’s nothing that makes one company stand out over the other except the issue of pricing. How do you get out of that cycle and make your offer stand out even if the price you’re asking is higher? It’s by differentiating yourself in ways specific to the needs of the customer. On this episode you’re going to learn the key questions you need to ask in order to do that. Why understanding and addressing customer risk can increase your sales. Your customers have a job to do and they are looking to your product or service to help them get that job done. But whether or not they tap you as the one to provide what they need depends on many things beyond price. They’ve got specific risks or costs inherent to the project at hand and the better you understand what those are, the better able you will be to position your product in a way that addresses those risks effectively, resulting in the sale - and the confidence of your customers over the long haul. Find out how to move your sales process in that direction on this episode of In The Arena with Anthony Iannarino. How Hyundai increased sales during a dramatic period of economic recession. One of the stories that Niraj Dawar recounts in his book, “Tilt” is the story of how Hyundai made some dramatic decisions during a steep economic downturn that actually increased their sales when the rest of the competition experienced serious losses. The approach they took is an example of what Niraj points to as the key in making your sales offerings stand out among the competition even when financial consideration for the prospective customer are at a very serious level. You’ll learn a lot from this episode, so be sure to listen. Outline of this great episode [0:46]  Anthony’s introduction of Niraj Dawar and the conversation on this episode. [1:46] Why Anthony felt the concepts of the book were powerfully relevant for salespeople. [2:33] The difference between “upstream” and “downstream” activities in sales. [5:14] Why a cost cutting effect can only go so far. [9:10] Why you have to create greater value for customers in light of their risks.

There are many difficult spots along the path of closing a sales deal, but none more difficult than the negotiation of price. Mark Hunter is an experienced salesman and coach who knows that struggle firsthand. But what he’s discovered is that price is very seldom an issue if the salesperson has done a good job selling the product. He’s not talking about coercion or bold-faced lies, he’s talking about effectively addressing the concerns and objections your prospect has long before you get to the issue of price. Mark shares his valuable insights with Anthony on this episode of In The Arena. Why you should be selling outcomes instead of features or benefits. There is a lot of talk in the marketing and sales arena about pitching the benefits of your product or service instead of the features, but sales champion Mark Hunter says that you don’t want to be selling either of those. Instead, you want to be selling the outcome that the customer is looking for by considering your service or product. On this episode Mark outlines how features, benefits, and outcomes differ and how you can shift your sales process to hit the outcomes of your prospects every single time. Sometimes the most valuable sale is the one you don’t get. Mark Hunter has seen and done almost everything in the sales arena so he knows what it’s like to feel the pressure of compromising price in order not to lose a sale. He can recall times when he got into less trouble for returning to the sales office with a deal that was underpriced than he would for returning without a deal because he wouldn’t drop the price. He says there’s something fundamentally wrong with that picture. What is it? The salesperson is being encouraged by management to help the customer undervalue the product or service they are offering. Get the inside scoop on how Mark would address this issue, on this episode. Sales professionals need to be confident enough to walk away. Before you practice all your techniques of how to close a deal, how to overcome objections, or how to present your products effectively, you need to first know and believe in your product or service. Salespeople who don’t believe in their products are the ones who compromise on price and cut themselves and their companies short. The confidence you have in your product or service is what enables you to stick to your guns on price and communicate to your prospect exactly why you can’t bring the price down any further. Doing so shows them the value of what you’re offering and why they need to see the cost as in investment in their own success. How can you increase your prices with existing customers? It’s a touchy subject to talk to an existing customer about increasing the cost of the goods or services you’re already providing to them. Most salespeople have a tough time in those conversations because they don’t understand and believe in the true value they are providing, and why a price increase is needed in order to continue providing that level of service to their customers. On this episode of In The Arena Mark Hunter shares how you can get your head around that concept and how to go about communicating it to your existing customers effectively. Outline of this great episode [0:41]  Anthony’s introduction of Mark Hunter and this episode of In the Arena. [2:00] If you sell first, the negotiation comes second. [3:20] Why price is not a feature of your product. [6:12] Features VS benefits VS outcomes in the sales process. [8:49] Telling the truth in sales as a way to stop customers from under investing. [10:25] Why you might need to ignore the customer’s objections about price. [12:50] Why salespeople have to be confident enough to walk away. [14:00] How to go about increasing your pricing with existing customers.

Sales itself has been around almost forever. But the way the sales process is carried out and the way sales are actually made has to change repeatedly. Why? Because the culture changes - which means the people you are selling to change as well - in their thinking, their needs, their fears, and their areas of risk aversion. Linda Richardson is one of the pioneers in what is being called “insight selling” and “consultative selling” and on this episode of In The Arena she’s talking with Anthony about her new book, “Changing the Sales Conversation” which outlines the changes that are happening in society that impact the way we do sales. If you’re not familiar with these concepts this episode is a great primer. Even if you are familiar with the concepts, you’ll still get tons of value from the conversation. Why is insight so important in sales and how does a salesperson develop it? “Insight” in any realm is essentially having sight into a person or situation: it’s understanding and wisdom about what you are dealing with. Salespeople have to be able to develop a type of insight that reveals unspoken nuances and dynamics that are going on in the sales conversation. Linda Richardson says that it’s a skill that can’t be taught, only learned by experience. Anthony gets Linda to unpack the idea of how this sort of insight is learned through coaching and mentoring on this episode, so be sure you listen. The sales manager has to teach his/her salespeople what it means to have insight. And it’s not done in a classroom, through a sales presentation or slide deck, or by telling them lots of concepts. It comes through demonstration in real life scenarios. That means sales managers have to be out in the field alongside salespeople, selling together, talking about situations, pointing out observations in the appointment they just left that the Jr. salesperson likely missed. That’s how sales managers do their best at equipping new salespeople to do their jobs well. It’s called coaching, and it’s the sales manager’s job. Find out more about effective sales coaching on this episode of In The Arena. Consultative selling is what works today. Imagine yourself with a physical condition that has you worried. What would you do? 9 times out of 10, you’ll make an appointment to see your physician. The doc is seen as an expert, someone who has specialized in the area of physical health. THAT is the idea behind consultative selling. The salesperson is serving the potential customer as a consultant, and expert in the area of need they have. It’s not high pressure and it’s not scary. It’s a sales professional sincerely caring for the needs of another person and offering solutions to help them address their need. You can hear Linda Richardson, author of “Changing the Sales Conversation” define and discuss consultative selling on this episode. Why resolving risk is a greater concern than ever for salespeople. We live in very interesting times. On one hand we are more prosperous than ever. But we’re also coming off some very turbulent times in the business world. Customers have become leery both because the corporate climate has changed and because the recent past has convinced them that there is a great deal of risk involved in many of the choices available today. How is a salesperson to address the risk aversion that many of their prospects have today? Linda Richardson and Anthony Iannarino, both sales pros in their own right, discuss the issue together on this episode. Outline of this great episode [0:45] How Anthony became familiar with Linda Richardson. [2:42] What is insight for sales people? [4:20] How can salespeople develop insight that helps in their sales career? [6:54] How sales managers can serve new salespeople with providing experiences. [8:37] Why do we need consultative selling now?...

Today’s conversation has Anthony really scared simply because it’s with a startup founder who has a technology product - not exactly Anthony’s strong suit. But he’s daring to jump into the conversation and actually does a great job chatting with Steli Efti, founder of Close.io - a software solution that enables sales people to work with their prospects, leads, and customers in a way that is intuitive for the salesperson and easy to use. You’ll hear Steli tell a bit about his own journey and the how he’s navigated the entrepreneurial path to where he’s at now. It’s a great conversation, even though Anthony was a bit scared at first. When a startup gets going they typically make some fundamental mistakes when it comes to sales. Founding and running a successful startup is hard, no question. But many times the networking and reliance upon connections cause startup founders and leaders to miss some of the more important parts of how sales work and how the sales process should be integrated into every aspect of the brand and its promotions. On this episode Steli Efti shares the problems of that nature that he saw in the startup community of Silicon Valley and how it led him to create a software solution for sales teams that is entirely different than what’s out there. Why you NEED to make mistakes as a startup founder or entrepreneur. Steli Efti’s path to being the founder of a successful startup was not a bed of roses. He’s had his share of failed ventures and lessons learned from mistakes. He believes that every entrepreneur not only will make mistakes but needs to make mistakes so that they can learn things on a deeper level that will serve them later on. Anthony and Steli chat about the importance of learning from mistakes and why you can’t allow your mistakes to define you, on this episode of In The Arena. Just because it CAN be done, doesn’t mean it will be a successful product Much of what passes for email marketing is nothing more than SPAM - lampe attempts at prospecting through form emails and repeated systems. Steli Efti says that many entrepreneurs are taking that approach simply because it’s what has always been done - but it neglects to notice that methods of that kind aren’t working anymore. Steli and Anthony both share insights into what works better and how and why marketers and salespeople need to sit across the table from real people in order to do sales the right way. It’s a transition that could change the way you do sales, on this episode. Sales software that works intuitively for the salesperson. For far too long sales, prospecting, and CRM software has been too cumbersome and clunky, causing the salesperson to have to call the software engineer to get the software to do what they need it to do. But Steli Efti’s company, Close.io has changed all that with it’s new software solution. Its ease of use is based on the salesperson’s needs and allows all kinds of variations and filters to be integrated into the workflow so that the data that is needed is easily found. It also integrates directly into communication solutions so there’s less time wasted and more time spent dealing directly with prospects. Hear about the software and learn what it can do for you, mon this episode. Outline of this great episode [0:50] Why Anthony is scared about bringing Steli onto the show today. [2:06] Who is Steli Efti? [4:32] The challenges Steli saw regarding sales and startups. [6:43] The first thing Steli worked on that didn’t work out. [8:00] Mistakes startups were making regarding sales. [11:40] Why it’s not a product unless you can create a customer. [16:30] The problem Steli was trying to solve with his software solution. [19:08] Eliminating data entry and increasing communication for salespeople. [23:11] How you can

Today’s guest, Joe De Sena, is an entrepreneur, ultra-endurance athlete, and founder of the Spartan Race. Joe also has a new book, called Spartan Up!: A Take-No-Prisoners Guide to Overcoming Obstacles and Achieving Peak Performance in Life. Joe has a simple approach to racing and to life. He challenges you to commit, train, and get it done. Joe is passionate about getting out of your comfort zone, both in life and in a race. His approach to obstacles will have you prepared to push yourself and engage in whatever battle you face. Between business endeavors and ultra-races, Joe knows first hand what stretching yourself past your comfort zone produces. Listen in to Joe, who has been In the Arena for a long time. Selling Fireworks Prior to the birth of the Spartan Race, Joe De Sena knew a lot about organized crime. He grew up focused on people who were breaking the law and making a lot of money doing so.  His first entrepreneurial adventure came when his dad got in trouble and Joe found himself selling fireworks across the border. He was learning supply and demand first-hand, as an eight year old. Joe also started cleaning pools, which grew into a business with over 750 customers. His pool job got him into construction, where he thought he was on the right road. After being encouraged to get out of construction and into Wall Street, Joe took the plunge. His business experiences, although not related to Wall Street in any obvious way, provided the courage to start his own firm in the late 90’s. Joe’s vision, from an early age, was to make money and then start a family, not the other way around. He wanted to avoid the pressure that had been on his dad. Is your survival ever threatened? One question Joe De Sena has received from the success of the Spartan Race is why people feel the need to test themselves. Joe began adventure racing and discovered the core of who he is. People find themselves caught up in the day to day, stressed out about things that do not matter. These adventure and endurance races move people to a place where all that matters and all they desire is food and water. There is something powerful when people get back to their roots and struggle for the things that really matter. When was the last time your own survival was threatened? Joe believes we have created a world of increased comfort, but comfort stunts growth. As humans, we were built to be tested and to grow, which does not happen watching TV and eating popcorn. An ultra endurance race provides a platform to return to our roots and the motivation to train for it. Your gym membership will not give you motivation, you have to have your neck on the line. Are you ready? The Spartan Race What should you expect from participating in this beast of a race Joe De Sena founded? He says you should prepare to be uncomfortable and fight like an animal. You are going to war. Comfort is more dangerous than a Spartan Race, because comfortability inhibits growth. Joe speaks about the chemicals released when you sweat, when you fight to survive and when you understand the grit it takes. Joe is interrupting the cultural mission of seeking comfort. He created a race that will push you. He created a business that addresses an animal instinct we are slowing allowing to die in our culture. His story might be the motivation you need to run towards discomfort, instead of away from it. Three hundred burpees It all starts with starting. Joe De Sena speaks to the couch potato who signs up for a race, and to an athlete training to win it. Joe says that signing up for a race is a public commitment that provides accountability. He publicly commits to doing 300 burpees every morning. 300. And sometimes his kids join him. Yes, it is hard. No, it is not fun. But Joe knows that starting the day off engaging in an uncomfortable task, sets him up to tackle task after task.

Today’s guest, John Spence, is an avid reader, researcher, and writer. John has worked in many high level positions, acting as owner or CEO for numerous companies. He is passionate about passing on insight he’s learned along the way. John began pouring over business books early in his career when he realized he needed to know more to do the job he was hired for. All his reading inspired John to eliminate the fluff as he began writing his own material, developing a successful presence and platform with e-books. John built his career from finding patterns in business. Tune in today and learn to identify patterns for your own growth and success.The ROI on John’s advice and experience is worth a listen, on this episode of In the Arena. Flawless fundamentals John Spence developed an equation for success that starts with the fundamentals. In John’s experience, without these fundamentals, there is no success. Six key factors discussed in today’s episode, as well as in John’s books, include vision, best people, robust communication, a sense of urgency, disciplined execution, and extreme customer focus. John starts simple, but breaks the formula down even further for business specific success. Do you have the talent, plus an extreme customer focus? One without the other does not add up in the equation for success. Are you bringing something unique, interesting and valuable to your customers? But are you executing it well? Learn how to do the fundamentals flawlessly, with John Spence. Kindle coaching Reading John Spence’s books is like having a consultant in your living room. His short e-books provide coaching at your own convenience. One book, Letters to a CEO, is filled with actual letters to John’s real clients. When a client asks for advice, John does not immediately dish it out. He looks through his resources and sends them a letter in preparation to discuss matters later. These letters offer real and researched advice these CEO’s used and found helpful. New leaders can read these letters and decide what applies to their current situations. John tackles problem efficiently and dives in deep, for the price of e-book. Hear from John today! Define success for yourself Success is often defined by ideas and experiences from one’s culture, family, and surroundings. So, how do you define it for yourself? John Spence’s book, Strategies for Success, moves past the picture of money, fame and power as marks of success. John argues that success is when your self-concept and daily behaviors match your values. When what you value is in harmony with your reality, you are successful. You might be rich, famous, and powerful, or you might not be. But, if you get to be yourself, you are successful. Success has to be value based, because wealth and power might make you miserable or imprisoned by the fear of losing it all. Your definition of success changes as these values change. As we age, our values usually shift. John shares his own shift of values, after losing all his material possessions. How will you define your success? Brutally honest with yourself When you are able to be brutally honest with yourself, John Spence says you will find a fulfilled life. Can you define your five core values? How well do you actually live those out? When you picture your life three years from now, are you doing things today to move in that direction? When you are living against your values, or traveling away from your goals, you are not happy or successful. It is time to get courageous and do the hard work to change. John encourages you to find congruence with yourself. Whether you are young and have the desire to change and improve, or if you are finding yourself more and more rigid in your beliefs, give John’s message a listen today, on In the Arena. Outline of this great episode [0:48] Introduction of John Spence.

You’ve heard about networking. You’ve been told that you need to make connections. But sometimes those ideas can take on a negative tone simply because it sounds like hitting people up for favors or help. David Bradford doesn’t see it that way at all. He believes that the foundational principle for effective networking is giving expecting nothing in return and on this episode of In The Arena he tells story after story of how that principle has proven to bring some of the greatest and most lucrative connections he’s made in his business career. You won’t want to miss this. You must develop a bent toward taking action. David Bradford believes that his disadvantaged childhood taught him that if things were going to happen in his life, he was going to have to take action to make them happen. His bent toward action has paid off throughout his long business career and he’s a master at teaching others what it looks like and how to enact the principle of action taking in their own lives. On this episode you can hear how David lives out the action principle every day and how he uses it to make connections that bless people and benefit him. There is value in every connection you make. It’s easy, and probably a natural part of human nature, to categorize people into boxes in our minds. We think of a person as a “low level player” or upstart when the reality is that where they are now says nothing about where they will be in the future. It’s important, for that reason, to be an asset to everyone you connect with, being that person who helps them on the way as they build their life. Those kind of intentional actions enfuse the relationship with value and trust that goes both ways - and in time it can reap incredible rewards. You can hear how David Bradford makes that type of connecting a priority in his life as he discusses his book, “Up Your Game” with Anthony Iannarino. Giving with no thought of getting as the key component to networking. David Bradford has learned through the years that other people are interesting and engaging and anything he can do to help people is worth the effort. It’s in helping people that trust and good feelings are developed, and those are the things that enable people to remember you, want to be of benefit to you, and think of you when something that is within your realm of specialization comes across their path. You can hear how David Bradford teaches others to follow the principles and the effect it has had in his life, on this episode. One of the key aspects of effective follow up. When you make a new connection it’s important to follow up with the person after the fact. Doing so can set you apart from everyone else. But more so, the way you follow up can cause you to stand head and shoulders above anyone else. How do you do that? David Bradford says that you have to put some thought into your follow up to make it personal, mentioning something you spoke with the person about or something they mentioned. It’s that kind of personal touch that makes connections more real, more human. You can find out how to become a better connector, on this episode. Outline of this great episode [0:50] David Bradford introduction. [2:44] How David’s childhood shaped his principles of taking action. [4:38] The way David manages his contacts in email, LinkedIn, etc. [7:13] How David saw value in a relationship and capitalized on it. [8:22] Giving with no thought of getting: a key component of networking. [10:20] David’s experience speaking to college students and what it showed him about having a bias for action. [12:03] The power of emotional capital - what is it? How to use it? [16:14] What it means to show up and what it accomplishes for you. [20:37] The 24 hour follow up rule David follows and how he personalizes it...

You see those sales champions out there, the ones who make record sales and lead the company in breaking sales records. It’s clear they are doing things that others aren’t doing, but what are those things? Today’s guest, Mike Schultz has released a book that dives into the research behind the successful sales pros and has formulated his observations into some clear key points that he calls “Insight Selling.” Be sure to listen to this episode to get Mike’s insights into insight selling and learn how you can up your game. Value propositions are not what you thought. Most salespeople think of their value proposition as the key things their product or service does for their clients or customers. But Mike Schultz says that the things that make up your true value proposition have to do with the true value that you are able to provide to THAT particular customer, and it takes time to get to know what those needs are. Insight selling helps you move into the client’s world and discover the things that make your company of greatest value to them. Find out how to go about the insight selling process, on this episode of In The Arena. The best way to help sales prospects deal with their fear and risk. Many salespeople believe that if they bring up the risk or fear related to a purchase, they will lose the sale. But Mike’s research shows that the people who lose the sale are the ones who do NOT bring up the risks and fears the customer faces. Ignoring the real issues the customer is dealing with leaves doubt in their minds as to whether you’re truly interested in helping them, or just getting the sale. Learn how to use the reality of risk to make even more sales, on this episode of In The Arena. Honesty about the risk of a purchase can result in repeat sales. When a salesperson addresses the risks of the customer’s potential purpose head on, trust is built. And when trust is built, a good feeling results in the soul of the customer about the salesperson and the company they represent. The customer feels cared for, that their problems matter to the salesperson, not just the sale. Those are the customers that come back and express loyalty because they appreciate the concern the salesperson has shown for their situation. Learn how to build that kind of trust, on this episode. The trend toward dismissing the personal relationship in sales is a mistake. The personal relationships that occur during the sales process are STILL the most powerful component that salespeople need to take care of. It’s those relationships that build things like trust, repeat business, loyalty, and the other things that every sales professional wants. But ironically many sales books and philosophies recently have said that relationships are no longer as important. Find out why those mentalities are completely false and how you can recapture the relationships that will grow your sales portfolio. Outline of this great episode [0:50] Anthony’s introduction of Mike Schultz, today’s guest. [1:42] What are the underlying foundations for sales organizations? [4:41] What high performers do differently when it comes to value propositions. [8:00] Internal and external value discoveries that make sales happen. [11:37] How can salespeople help prospects deal with fear of risk? [17:28] Why bringing up the fears of prospects is a good idea. [20:16] Repeat business through honesty about the difficulties in the sale. [21:43] A great cause the sales of Mike’s books support. [25:11] What happens when you dismiss the personal relationships in sales. [29:34] What does it really mean to understand the buyer’s needs? [36:0] How you can connect with Mike Schultz. Resources & Links mentioned in this episode www.RainSalesTraining.com

There’s been a shift in recent years toward a more “transactional” model of sales. The ability to anonymously buy something off the internet (Amazon) has made it more and more appealing to many people to purchase items without a consultant or salesperson “hassling” them. They’re able to get what they want, find it themselves, and be done with the process in record time. But Jeb Blount and Anthony Iannarino believe that that preference only applies to the smaller purchases. When a larger purpose is in view or a company is seeking a new service provider, relationship matters most. You’ll find out why Jeb and Anthony feel that way on this great episode. Behind every transaction is a person. It’s very revealing to ask people about their negative customer service or buying experiences. You’ll hear all kinds of complaints and 99% of them have to do with how they were treated as a person. They didn’t like being seen as a number, as a commodity - they wanted to be cared about personally. That’s all the evidence you need to understand why a strictly transactional sales model isn’t best long-term. Jeb Blount has tons of stories that illustrate the point that you’ll want to hear, so be sure you take the time to listen to this important episode. You have to remember that you need your customers more than they need you. It’s easy, as a service provider, salesperson, or contractor to feel that your customers are on the hook for your sake, that they are dependent on you. While that may be true in some senses, the reality is that your income, your company’s longevity, and your overall success depend on having customers who are happy with what you’re doing for them. In that sense, you need them more than they need you. When you’re able to treat them that way, transaction after transaction, you build a relational equity that results in loyalty and ongoing revenue. Jeb Blount shares how to develop that mindset in yourself and your team, on this episode. What will your customers do if you treat them with indifference? They will find someone else to provide what you’re providing them. Why? Because it’s an innate desire in the heart of every human being to be treated well, to be valued, to be cared for as a person. No company or sales team that treats their prospects, customers, or clients as a commodity to be tolerated will keep that customer for long. Jeb Blount has a great story of how that kind of attitude impacted him on a flight, and how he made the decision to pull his $50K annual travel budget from that airline and invest it with another. Listen carefully, you will probably hear your own experience in the story and get some great ideas for how you can up your relational game with your customers. Always, always give more than is required. Jeb Blount purchased a new smartphone a day before recording this conversation with Anthony. His experience in the store was great and his sales representative was very helpful. Then the morning of this interview he received a call from that sales representative. She was checking in to make sure his phone was still working well, to follow up to make sure he had figured out his bluetooth headset, and see if there was any other area where he needed help adjusting to his new phone. She went over and above what he expected, she did more than her job description required. Now Jeb tells the story about her everyplace he goes. What impact will giving more than is required have for you and your sales career? Learn how to implement the practice on this episode of In The Arena with Anthony Iannarino. Outline of this great episode [0:45] Anthony’s introduction to his friend, Jeb Blount. [1:30] Why transactional sales is wrong and relational sales is right. [5:11] Poor customer experiences reveal what’s most important to buyers.

Grant Cardone has become a well known figure in the business world and most people you talk to either love him or hate him. Why? Because he’s willing to call things like he sees them. He’s happy to tell you that your game is not big enough. He’s eager to get in your face to push you to a higher level. And he’s perfectly content telling you that your main problem is you. On this episode Anthony gets Grant on the line to chat about what made him into the business success that he is, how he trains 4 year olds to sell successfully, and why confidence is something that can be built just like a muscle. Whether you love Grant or hate him, there’s great stuff for you to learn from this episode. Being self oriented is not a bad thing. Of course everyone needs to have the ability to care about others. But that’s not what Grant Cardone is talking about when he says that self orientation is a good thing. What he means is that everyone needs to be concerned for their own welfare, their own success, and their own ability to make something of their lives. It’s THAT drive that enables people to accomplish big things, great things, things that matter in the world. On this episode of In The Arena Grant Cardone is asked what he thinks of the people who say he’s arrogant and the tables get turned a bit, so be sure you listen to hear Grant’s insightful response. Confidence can be taught, just like a muscle. People have this strange idea that they are wired to be either confident or unconfident. But that’s not true. Grant Cardone stresses that confidence is something that can be grown, just like a muscle. It takes very hard work and a sense that what you have at present is not enough to make you as successful as you want to be and could be. Be sure to listen to this episode to find out how Grant says people have to go about building their confidence and becoming a success in life and business. Are you sold on your own product? Many salespeople give up on appointments with their prospects too early simply because they run out of belief that their product is the perfect solution for the prospect’s problems. Grant Cardone emphasizes how important it is for sales professionals to be sold on their own product before they even pick up the phone to prospect or set an appointment. It’s that confidence in the solution they have to offer that enables them to push past the objections and fears of their potential customers to help them see the answer that the product will bring to their situation. Why you should not want to be in the middle class. The middle class is not a safe place to be. Why? Because it’s the middle class that bears the burden of the failing economic system we live in. They are the ones who have to worry about meeting their bills. The middle class are the ones who are impacted by layoffs and market downturns. The middle class is stuck in the middle without much hope of getting out. That’s why Grant Cardone believes that the only way toward freedom is to move up and out of the middle class. Find out how Grant coaches people to move their game to a higher place so that they can experience the benefits of true freedom. Outline of this great episode [0:50] Anthony’s introduction to Grant Cardone. [2:40] Dealing with the randomness of a customer interview (and an interview with Grant Cardone). [3:12] Why Grant doesn’t think being self-oriented is a bad thing. [7:29] What happened to Grant between 10 and 25 that changed his life. [10:34] The power of having vision about what you could be. [12:30] How Grant Cardone is driven by fear (as all of us are). [16:21] Mindset, attitude, fear, hustle, and how they lead to success. [20:49] Why salespeople don’t want to take responsibility for their failures. [26:32] The amazing things that happen when you ar...

One of the most influential and insightful books Anthony has ready recently is by his guest today, John Jantsch. “Duct Tape Selling” is John’s approach to the newly emerging marketplace where sales calls happen and look different due to changing company structures and new communication and technology tools. He believes that sales teams that keep selling as they have in the past will be left behind, simply because the old approaches and methods don’t work in light of how businesses and individuals are working in the modern era. You’ll get a ton of great insight from this conversation and a helpful preview into John’s book. Most sales professionals misuse the whitepapers their company creates. John Jantsch laughs as he talks about the emails and calls he receives where a salesperson mentions their great whitepaper that could address a topic of interest and all they do is provide a link to it. John’s suggestion: Copy and paste a pertinent paragraph or point from the whitepaper to include in the email or memo. It’s much more helpful to make it easy for your prospect to see the value you are offering them than it is to wait on them to take that step (which they probably won’t). There’s a ton of value in John’s approach to the new, digital marketplace so be sure you listen to hear how he guides entrepreneurs and businesses to adapt for continued success. If you think THIS is prospecting, you’re wrong. Anthony and John are both flabbergasted by the number of calls and emails they receive that essentially admit that the salesperson on the other end of the communication has not done their homework before reaching out to them. If you’re sending out letters, emails, or calls that say, “I don’t know exactly what you do, but we can offer you…” - then you’re doing one of the most stupid things possible. If you want your potential clients to believe that your product can address the needs they have, you’ve got to demonstrate to them that you’ve taken the time to understand at least some of what their needs may be. John’s got a great approach to this type of interaction and you can get his advice on this episode. Sales managers need to look for different types of salespeople these days. In case you haven’t noticed, the marketplace is changing. In fact, it’s already changed in many significant ways. Companies are no longer doing business on a B2B level like they used to. As one example, many don’t even use the telephone anymore. It’s in this changing landscape that sales managers need to begin thinking in new paradigms, new ways of approaching the still-vital role of their sales teams. John Jantsch says that individuals who are outside the box of the traditional “sales personality” may be the answer and he gives some tips about how managers can identify and enlist those people, on this episode of In The Arena. If you are an entrepreneur, you don’t have time NOT to blog. John Jantsch understands the tension being communicated by busy entrepreneurs when they say that they don’t have time to blog. Running a business, no matter what size, is a very time intensive thing. But his experience has shown him that the discipline of blogging regularly has opened doors for him that never would have been opened if he hadn’t been blogging. In his thinking, all those months of blogging with seemingly no results was really a long-term effort at positioning himself as a thought leader in the sales and marketing arena who had something valuable to say. His commitment showed potential clients that he was not a fly-by-night guy and actually had expertise that would benefit them. Find out how John suggests you get started blogging for your own benefit, on this episode. Outline of this great episode [0:45] How Anthony and John got connected and how John is ramping up things in the sales and marketing world.