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

Today we hear from David and Marhnelle Hibbard. Their formula for reaching decision makers and getting through to almost anyone is available now in their book, SOAR Selling. The Hibbards use a methodology and strategy that becomes lethal when you make contact with clients. Tune in today as they discuss if cold-calling is dead, the role of social media and networking, and how to get out of your comfort zone in selling. Step into the arena with this power couple today. A complete set of tools For the people who think cold-calling is dead, it is. If you do not know how to do it, it is easy to declare it dead. If you don’t know how to do something well, of course you are averse to it. For the Hibbards, strategic cold-calling is not dead. They use it along with social media, not in place of. The Hibbards believe you should have a toolbox with all the tools, and learn how to use them. Their formula for success has fine tuned making contact with the decision makers you are after. If you are good at what you do, you become a trusted advisor with the tools a client needs. How is luck working for you? Strategic targeting will shift the results in your selling. The fundamental premise the Hibbards discuss today is making contact with decision makers and influencers. Instead of relying on good old fashioned luck, try strategy. Are you stuck in the mindset of By the numbers plus luck equals cold-calling? Get out of that old mindset and use cold-calling to your advantage. Financial results today, are owned by low level employees. You have to make contact where it matters. You have to create value. Learn how to express your value to the right contacts on today’s episode of In the Arena. A new formula What is SOAR all about? David and Marhnelle Hibbard’s forward research focuses on finding out the corporate initiative of your client. What is motivating the decision makers you are attempting to reach? You have to get into the mindset of the person you are speaking to. You have to know who your client is. Close more sales and drive new business with the Hibbard’s new method. You’ll have to tune in to learn the secrets of SOAR. Training in mindset The Hibbards think the key to success is in your mindset. If you do your homework, you have product knowledge. But do you have anything else of value? Salespeople are not trained in the mechanics of how to be successful. They are trained in product knowledge. But that is no longer enough. If you can learn the mindset behind success, you will go beyond every other salesperson that stops at product knowledge, in the value they bring. Have the courage to get out of the current numbing product knowledge value and bring more to your arena. Outline of this great episode [0:58] Introduction of today’s guests, Marhnelle and David Hibbard. [1:49] Is cold-calling dead? [4:34] Reaching your dream clients. [6:03] The SOAR formula. [8:59] Prospecting: a target approach. [10:33] Why do we place so much emphasis on efficiency over effectiveness? [11:37] The luck factor is no longer working. [13:46] Actionable changes to reach decision makers. [18:22] Resources to reach the Hibbards. Resources & Links mentioned in this episode The Hibbard’s website: SOAR Selling [asa]0071793712[/asa] The theme song “Into the Arena” is written and produced by Chris Sernel. You can find it on Soundcloud Connect with Anthony Website: www.TheSalesBlog.com Youtube: www.Youtube.com/Iannarino Facebook: https://www.facebook.com/iannarino Twitter: https://twitter.com/iannarino Google Plus: https://plus.google.com/+SAnthonyIannarino LinkedIn: https://www.linkedin.com/in/iannarino

The impact technological change is having on the way our society works is incalculable. It’s impacting everything from governments, to armed conflicts, to sales and marketing of products and services. On today’s episode Anthony chats with John Robb, a man with a varied background who is particularly interested these days in what he calls “resilient communities,” groups of people who come together around the shared desire to be self sustaining and able to provide everything they need for themselves. It may sound like a 1960s commune idea but it’s much more because of the way technology impacts the idea. You can hear how Anthony and John believe this approach to production and living impacts many areas of life, including sales and business. Groups that are able to become super empowered change the world. It doesn’t take much observation to realize that even the smallest group can impact the entire world in powerful ways. Al Qaeda, ISIS, and other terrorist organizations have proven it to be true. With a handful of people and the use of modern technology the political and economic stability of numerous nations have been radically shaken. It’s one example of how the world we live in is changing and how super empowered communities can be a force for good or evil in the world. Today’s guest, John Robb, chats with Anthony about how it’s come about, how it can be leveraged for good, and what it’s going to take for companies and business people to shift into this new way of living. Resourcefulness is the primary attribute an entrepreneur needs to have. That’s because the technological age we live in is changing rapidly, almost daily. Those who want to stay on the cutting edge have got to be resourceful with not only what they have on hand but also with what is available if they are going to keep up. New ways of doing their job will have to emerge as technology forces the industrial age out and the digital age in. Today’s guest discusses how flexibility and teamwork can help companies and sales forces stay on top in the changing world we live in. You can hear Anthony’s chat with John Robb on this episode. The educational system is not keeping up with the way the world is changing. Every year college graduates enter the job market and every year more and more of them are being employed as managers of fast food restaurants or construction workers. There’s nothing wrong with those professions, but it’s a sign of how the educational system is not keeping up with the needs of the changing economic and business landscape. Rather than learning old ways of thinking and doing business, job seekers need to learn how to adapt to the changing landscape and use the technological resources available to create new and cooperative ways of making the things that the world needs. You can hear this engaging conversation on this episode. How a small company can beat the industry giants. When John Robb is asked how small companies can truly compete in a marketplace where more and more large companies are dominating their space he says that the keys to being a successful smaller company are to niche-down and change its approach to the market. When a smaller company is able to specialize it carves out an area of the market that the larger companies don’t want to take the time to address, and it gives the smaller company a large enough slice of the pie to keep moving forward. And when it’s able to approach what they do as a service instead of a commodity, the smaller company is able to provide personalized attention and concern that larger companies are simply unable to give. John Robb has plenty of other insights where that came from, and you can hear them on this episode. Outline of this great episode [0:42] Anthony’s introduction of John Robb and this episode’s discussion. [2:20] John’s experience and interest in 3rd ge...

Success stories are a dime a dozen. But success against all odds - like 3 different stints in prison - is unheard of. Today’s guest, Weldon Long, is a man who has lived that story and was the force behind making it happen. On this episode Weldon walks through how he landed in prison, why he went back 3 times, and what it was that turned him around and had in running his own successful business within 2 years of leaving prison. It’s more than an amazing story, it’s proof that with the right mindset and determination you can make a success of your life, your career, whatever it is that you want. It’s easy to develop a victim mentality and an entitlement mindset. Weldon Long knows how easy it is because he had both in the first half of his life. It’s those mindsets and beliefs that landed him in prison, not just once, but three times. When a turn of events, including his father’s death, led him to recognize that he was responsible for his own life and destiny, everything changed. Now he’s not only the owner of several very successful businesses but also the author of 2 bestselling books. Anthony’s conversation with Weldon on this episode is both inspirational and instructive. You won’t want to miss it. Success in life and in sales is a consistency problem. It’s amazing the things we know to do but simply don’t do. We know smoking causes cancer, but still many, many people are killing themselves with cigarettes. We know that unhealthy eating and lack of exercise causes obesity and a slew of obesity related diseases - yet we overeat. Weldon Long is convinced that when the consequence to negative behaviors is not immediately apparent we tend to brush off those consequences. The key to change is learning to engage the emotion surrounding that consequence to bring yourself to a point of consistency in taking the right actions to avoid it. You can hear how Weldon explains it on this episode of In The Arena. Mindset may be a buzzword these days, but for good reason. It’s been said that what you think about will impact the way you live, and the way you live will impact the life you have. Weldon Long completely agrees with that statement. He’s seen it proven true in his own life as he experienced the tremendous differences that positive, can-do thinking has enabled him to achieve. After leaving prison for the third time, Long was able to establish a successful life as a business owner and author that most people only dream about. Yet, he did it - and he attributes all of it to a change in mindset. You can hear his story and learn how to do the same thing in your life, on this episode. Would you like some free sales training? When Weldon Long started his first business, a heating and air conditioning company, he didn’t know anything about heating and air. But he did know that no money changes hands unless a product or service is sold. So he concentrated on learning marketing and sales, got his first customer, then hired the specialists who could service them. Rinse and repeat a thousand times and you have the raging success that is Weldon Long. That’s a man who can teach you a thing or two about sales, and he’s offering a free set of sales training videos and a complimentary membership to his coaching calls for a year. Find out how to get in on the deal on this episode. Outline of this great episode [0:55] Anthony’s introduction of Weldon Long. [5:41] What entered Weldon’s mind the 3rd time back in prison. [7:40] How Weldon developed a victim mentality and a sense of entitlement. [12:00] Weldon’s success story with his first business after prison. [15:09] Success is a consistency problem. [17:43] Weldon’s book and how it has become a bestseller. [19:22] The power of mindset and how it connects to emotion.

There are almost as many theories about how the sales climate has changed as there are studies done about the sales process. But Mike Schultz decided to take a different approach when he wanted to know what made the biggest difference between sales winners and their closest competitors - he went to the customers. On this episode Mike shares the results of his survey of 900 customers about their experience with a winning salesperson and gives some simple, actionable things that sales professionals can and should do to become winners in sales. What has changed in solution selling over the years? Contrary to articles that have been published lately about the end of solution sales, solution sales is very much alive and well. But it doesn’t work like it used to. Those who still use a solution sales model effectively combine their SS approach with relationship sales that is focused around value. The point is that relationships alone are not the core of what will get you the sale, but if you don’t have an established relationship with your prospect you’re much less likely to gain the trust needed for your solution selling approach to work. You can hear the details from today’s guest, Mike Schultz, on this episode. Does your buyer believe that you get what they are trying to do? Sellers who consistently win are able to do what it takes to understand the goals of their prospects, communicate that understanding, and come alongside the prospect to help them figure out how to get what they want. That’s an approach that doesn’t contain near as many pitches, it’s a consultative approach where the salesperson is a trusted advisor rather than an adversary who’s trying to “sell” them something. If you’re in need of a fresh boost of inspiration about where to improve your sales approach, this is the episode for you! Sales winners are pros at collaborating with their prospects. In many ways the type of relationship you are able to establish with your prospect will determine how successful you are at getting the sale. If you’re seen as a collaborator, someone who is helping them achieve their goals, you have a great deal more influence not only over their buying decision (from you) but over the course of their business as well. How do you build a relationship that is one of collaboration? The main tool you can use toward that end is questions. Find out who they are, what they do, what they’re hoping to accomplish, and truly come to understand why it’s so important to them. When you do, you’ll be able to see more clearly how your service or product can help them accomplish their goals. Becoming a collaborator with your prospects helps them make better decisions. Naturally, as a salesperson you want to get the sale from your prospect. But you should never want the sale more than you want to help your prospect make the best decision for their situation and need. Building trust is key in doing that. You need to communicate to your prospect that you are committed to helping them succeed in their goals, that you are eager to lend them your expertise to help them make better decisions. It’s about your virtue of purpose, the belief that your prospect develops that you are truly FOR them. That requires candor and straight shooting even if it’s not something the prospect wants to hear. Find out more from Anthony’s guest, Mike Schultz, on this episode. Outline of this great episode [0:42] Anthony’s introduction to this episode! [1:52] Why Mike decided to do a survey about those who win in sales. [6:16] What has changed in solution selling over the years. [9:21] What kind of relationship selling makes a difference? [12:34] Winning sellers drive their own demand. [15:35] Establishing trust and helping clients make better decisions. [19:43] Using collaboration with the prospect ...

When it comes to making connections and getting attention in the marketing and sales arena, things are changing every day. New apps and social platform make it nearly impossible to keep up with all the opportunities to promote what you have to sell. Jill Rowley has been in the sales arena for a long time and her experience includes some of the first online ventures. She’s seen the way salespeople have become marketers and how the lines are being blurred. In this conversation she talks with Anthony about sales curiosity, helping prospects make changes to adapt to your solution, nurture sequences for prospects and customers, and how salespeople can stand out in the noisy social world. It’s a packed conversation you’re really going to enjoy. How curiosity helps the prospecting and sales process. Jill Rowley is a naturally curious individual and with a background and education in business she’s become naturally curious about the way businesses work and turn a profit. On this episode of In The Arena you’re going to hear how her curiosity about businesses and their owners points her toward intelligent and revealing questions that fuel her prospecting and sales process. You’ll also get an earful of advice about how you can begin to think about the prospecting puzzle that will help you build trust based relationships rather than “sale based” pitches. You’re going to benefit greatly from this one. Are you helping your sales prospects make the changes needed to adopt your solution? Many sales professionals don’t recognize that in order for a prospect to take on your solution for their problem, they and their company are going to have to make some changes. Sometimes those are small changes and many times they are rather large. On this episode Jill Rowley shares how she goes about helping her prospects make the changes need to adopt her solutions and tells how that extra step has helped her close more and more sales and build long term relationships. What goes into an effective nurture sequence for prospects or clients? Jill Rowley was on the forefront of developing nurture sequences when she worked in sales back in the early stages of the internet’s development. But she didn’t use emails and autoresponders. She used paper printouts of articles and brochures, hats and T-shirts, and postal mail. Nobody told her to do it, she intuitively knew that she needed to build the level of trust her prospects and customers felt toward her and wanted to be  useful to them in order to facilitate that process. If you’re a sales professional you’ve got to do the same thing. Find out how Jill advises you go about it, on this episode. How sales professionals can stand out in the noisy social media world. The saying, “Content is King” used to mean something, but now that the social media world has gotten to be so noisy, it’s no longer about content first - it’s about being noticed. It doesn’t matter if you create incredible content if nobody is able to see it through the noise and hustle of a busy social media feed. Jill Rowley has taken a different approach by using social media to find the individuals who need the solutions she has to offer and doing what she can to connect with them on more personal levels. With all genuineness she interacts, reshares, tweets, and makes conversation with them and their social circles. When the time comes for the pitch, she’s laid a foundation of familiarity that often translates into rapid trust. You can hear her story and how she manages her social media presence on this episode of In The Arena. Outline of this great episode [0:42] Anthony’s introduction to this episode’s focus on the Social Tools and his guest Jill Rowley. [2:05] Why Anthony believes Jill is successful in social because she was already successful. [3:33] Why Jill was successful right away at SalesForce.

When it comes to making any kind of presentation, from a keynote address to a crowded hall to the one on one sales presentation that could push your sales numbers over the top of your annual goals, you’ve got to know what you’re doing if you want to be effective. On this episode of In The Arena Anthony taps the experience and knowledge of one of the best presenters in the business, Michael Port. Michael is a classically trained actor who’s moved into the entrepreneurial world by authoring some incredible books and creating incredibly helpful tools to equip those who speak or present for impact. You’re going to enjoy this refreshing interview. Overcoming dyslexia to build his own entrepreneurial business. When you first hear that Michael Port was a successful classically trained actor before he became an entrepreneur and speaking coach, you may think that he had all the advantages he needed to make that transition happen successfully. But you would be wrong. His struggle with dyslexia made it difficult for him to learn anything new in rapid fashion but it was his determination to overcome the voice of his inner critic and bring something of value to the world that enabled him to push forward. If you have that struggle against your inner critic you will learn a lot from Michael in this conversation as he talks about how to encourage the “inner hero” who can help you get moving in your best direction. Be sure to listen. What is marketing - really. When it comes to marketing most people feel that the tried and true definitions and approaches are what they need to adopt. But Michael Port says that when he began studying the marketing approaches of the last century he felt a bit uneasy taking it all in wholesale. He discovered the source of that feeling of unease when he realized that many of the tactics we follow in modern marketing were created by crooks who only wanted to manipulate people into purchasing things that weren’t always good for them. Michael talks about his departure from traditional marketing and how he’s forged a new path for himself on this episode, so be sure you listen to learn what marketing with integrity really looks like. How to find your ideal clients using the “Red Velvet Rope.” Michael Port realizes that every beginning business or entrepreneur has to build a client base so that revenue can begin coming in. It’s natural and it’s part of the process. But over time it’s important to narrow your focus to serve your ideal client, the one you are able to serve with the highest degree of output and integrity, AND the one who brings you the most life and energy through your interaction with them. He calls this the process of establishing a “red velvet rope” policy that excludes some potential clients and invites others into the exclusive club of what you offer. You can learn how he fashioned this approach and how it could translate into your business endeavors, on this episode. How you can improve your next sales presentation. Any time you are presenting to others your goal is to make a connection on an emotional level. It’s not touchy-feely stuff, it’s the normal way that human beings establish rapport and build trust. If you can’t do that you’ll have a very difficult time making the sale, even if you know all the facts and features of your newest service or widget backwards and forwards. Michael Port says that the emotional and vulnerable aspects of what he learned from acting are what make up the vital aspects of every presentation, whether on the stage or in the sales office, and on this episode he gives some important tips for how you can build the kind of emotional connection that will increase your sales numbers over time. Outline of this great episode [0:41] Anthony’s introduction to Michael Port and this episode. [2:20] The harsh reality Michael was faced with when ...

Even in our day and age when women have moved effectively into more and more fields of study and expertise, the sales arena is still one of the most lopsided and difficult areas for women to advance in. Jill Konrath has risen to the surface as one of the premiere woman leaders in the sale world and on this episode she chats with Anthony about what it’s like to be a women in the sales arena, the particular challenges women face in sales, and the needs businesses have to leverage their company structure and workflows to accommodate the unique needs women on their sales force have so that they as a company can benefit from the amazing skills these women have to offer. It’s a great conversation, on this episode. Becoming a voice for women in the sales arena. Jill Konrath found herself frustrated by both the language and the attitudes that circulated in the sales arena. Most of what she heard was oriented toward men and in many ways excluded or ignored the contributions women were making to the sales world. She found herself wishing that some successful woman sales professional would stand up and become a voice for women in sales and eventually realized that she would have to be that woman. You can hear Jill’s story and the way she’s risen to be a dominant voice for the incredible things women bring to the sales world and the sales process, on this episode of In The Arena. Why is sales advice always coming from bald headed white guys? Jill Konrath laughs as she says it, but wonders why the sales leaders and gurus in the sales arena always seem to be bald headed white guys who only use illustrations about football and war. The typical approach these sales speakers bring to the table is clearly oriented toward a male perspective, which she feels needs to stop. It’s not that Jill is anti-man, it’s that she’s pro-woman and wants to see the sales arena become a more hospitable place for women to thrive. But it’s even more than that. She wants to see companies benefit from the talents women bring to the table that men simply don’t find intuitive or natural… and that benefit the bottom line in the end. You can hear Jill’s insights and passion on the topic by listening to this great episode. Advice to young women starting out in sales. After many years in the sales world Jill Konrath has seen many of the pitfalls that women have to avoid in order to make it in the world of corporate, direct, and B2B sales. She’s worked hard to not only navigate those pitfalls but to also put her observations and lessons learned into digestible form for women who are coming up behind her. On this episode of In The Arena she shares her story with Anthony and gives some sage advice to younger women who are navigating the sales world for the first time. It’s great advice that any young female sales professional will benefit from. How women are often able to relate to clients in a way that fosters trust and generates sales. One of the primary components of any trust based relationship is the emotional or personal connection that those in the relationship feel. That area is one that women find natural and one that they are able to foster very effectively in the sales process. On this episode Jill Konrath talks about the benefits companies receive when they have skilled, intelligent women on their sales forces. She highlights the things that make women so effective in sales and the things company leaders can do to make the work environment more amenable to women - so that everyone can benefit from the strengths they bring to the table. You won’t want to miss this one. Outline of this great episode [0:43] Why Anthony invited Jill Konrath to be on the show. [1:28] How Jill became a leader in the sales space and in leading women in sales. [6:59] Jill’s advice to young women who are starting out in sales.

When Anthony first entered the sales field one of the most generous and helpful people he met was Jill Konrath. She was incredibly patient as he asked his thousand questions and she responded with very helpful answers. Anthony has invited Jill onto the show to discuss the changing climate in sales, the things that sales leaders today are doing to succeed that are different than what they did years ago, and to take a deep dive into her study on how top sales earners are using LinkedIn to foster relationships and gain real world sales. It’s a great conversation, so be sure to listen. The sales climate has changed. What can salespeople do to succeed in this “new world?” Over and over Jill Konrath works alongside sales teams where the training that is being implemented is years behind where the actual consumer attitudes and responses are at. Salespeople today, and especially those experienced pros who are training their teams, are using outdated techniques that simply don’t work. It’s a recipe for sales failure that nobody wants to see happen in their organization. On this episode Jill shares the kinds of things that need to change if sales leaders are going to continue to be leaders in the modern era and gives her advice for how sales teams can work together to reach higher levels of success. How important is social media for today’s salesperson? Many sales pros don’t get social media. They feel that it’s a waste of time to share things on Twitter or Facebook, afterall - who wants to know what they had for lunch? Jill Konrath says that comments like that reveal that these salespeople are missing the point of social media. It’s not about sharing what you had for lunch, it’s letting people get to know you - and in turn, getting to know them on a deeper level. THAT is the stuff successful sales careers are made of and social media makes it easier than ever if you’re willing to take the time to use the tools wisely. Jill shares her insights into social media for sales professionals on this episode. Jill Konrath’s deep dive survey of successful LinkedIn sales strategies. One of the most helpful studies to come out in recent years is the study Jill Konrath did where she surveyed sales professionals who have proven to have great success making contacts and closing deals by using LinkedIn. What she’s discovered is so helpful in learning how to think about social platforms and how to use them to find out about potential customers for the sake of building rapport and trust. You can hear some of the most powerful insights from Jill’s survey on this episode and get your own free copy of the report in ebook form, so be sure you listen to this episode. The critical attributes of successful salespeople. When asked what has made her so successful as a leader, trainer, and salesperson, Jill Konrath says it’s her desire to always be better, to always learn and grow and become a better version of herself tomorrow than she is today. She believes that successful salespeople have that same trait - a willingness to stretch outside what is normal, to build a skill set that adapts to the changing climate their clients and customers live and work in. If you want to hear more of what Jill looks for in a successful sales pro, it’s all in this episode of In The Arena. Outline of this great episode [0:45] Why Anthony loves to connect with guests like Jill Konrath. [2:04] What needs to change for salespeople if they are going to succeed in the changing market. [6:30] Why sales training these days is not simple or easy. [8:20] How many sales trainers are teaching their proteges the wrong things. [9:49] How important is social media for salespeople today? [13:13] The survey Jill did about LinkedIn and what she discovered. [20:28] How you can get the ebook on Jill’s website.

How much do you recall of the last sales presentation you heard? Chances are it’s not very much. Today’s guest is Jack Malcolm, a sales professional who has made a career out of figuring out the key aspects of an effective sales presentation so he can not only practice them but teach them to others. Anthony’s feeling is that Jack is a super smart guy who knows what he’s talking about when it comes to sales, so be sure you take the time to listen to this one. There’s at least one thing in her that will increase your sales percentage. How to approach a major sales presentation. Powerpoint slides have become synonymous with sales presentations and many people have become sick of them as a mode of communicating ideas. That’s because those who have used them have overdone it, leaning too heavily on the tool and not heavily enough on their skill at building relational connection with their prospects. On this episode of In The Arena Jack Malcolm shares how to build a presentation that you can present backwards and forwards, with or without your slide deck, and increase your closing rate at the same time. When the room is full of stakeholders how do you make your sales presentation? It used to be that the most important person to influence toward a sales solution was the person at the top of the food chain. But it’s not that way anymore. Now it’s not uncommon to have a room full of people at varying positions within an organization who are a part of the decision making process. It’s decision by consensus. That changes the dynamic of a sales presentation dramatically. How should you deal with it? On this episode Anthony’s guest, Jack Malcolm gives some solid advice about how to build relationships all the way around so that you can get the sale more often. Work the relationships at all levels of the sale. It’s a natural tendency to feel that those who are at the top of the organizational chart have the most influence over a purchasing decision. But it’s no longer the case. Roles in organizations have become more and more segmented - to the point that top executives lean more heavily on those who bear delegated authority for specific aspects of the company’s strategy. That means the salesperson needs to be building confidence and trust with everyone in the mix, from the top all the way down. Today’s guest, Jack Malcolm teaches us how to do that so be sure you listen. What can you do to provide proof for your sales arguments? Jack Malcolm says that the emphasis lately on the usefulness of stories has led some to believe that facts and data are no longer needed in the sales process. But he’s convinced that the two have to work hand in hand. Without a story you won’t engage the prospect on the level of needs and solutions. Without data you won’t be able to convince him/her that your solution is the right one. Hear how you can incorporate both into your sales presentations on this great episode. Outline of this great episode [0:40] Anthony’s introduction of Jack Malcolm. [1:55] Death by powerpoint and how to approach a major sales presentation. [4:23] Why you should know your presentation without slides. [5:26] How salespeople can manage a room full of various stakeholders. [10:56] How to work relationship at all levels of the sale. [11:35] How to choose the message when it’s time for a sales presentation. [16:41] Providing proof for your arguments in a sales presentation. [19:41] How do you get comfortable starting a sales presentation big? Resources & Links mentioned in this episode www.JackMalcolm.com [asa]1935961527[/asa] [asa]1935961322[/asa] The theme song “Into the Arena” is written and produced by Chris Sernel. You can find it on Soundcloud

There’s nobody more committed to the free enterprise system than Bob Burg. You can find him talking passionately about the subject in almost every setting he’s in. Why? Because he believes in the good that the free enterprise system makes in the world. On this episode you’re going to hear Bob define in detail what the free enterprise system is, how you can benefit from it, and why being a Go-Giver (the title of his newest book) is the only way you’ll build a long terms sales career in a free enterprise system. Bob’s passion is contagious and his wisdom is unmistakeable. Take the time to listen to this one. What IS free enterprise? There are all kinds of twisted notions about the system we call “free enterprise.” From greed and pushy sales techniques to those “evil rich” people, the philosophy of free enterprise has been colored in every shade but the truth. But it’s really not that complicated. The basic premise is that both parties in any monetary transaction are “free” to engage in the transaction (nobody is being coerced) and the transaction happens when each deems that the transaction would give them the value they are seeking. How does that happen? Bob Burg explains it as only he can, on this episode of In The Arena. Why a Go-Giver fits the free enterprise economic system. In Bob Burg’s most recent book, “The Go Giver,” he tells a modern parable highlighting 5 important principles that need to exist in any transaction in order for everyone involved to walk away with the value they were seeking in the first place. The main shift that most people need to make in order to be the kind of person who can make that happen is a mental shift. You have to adjust your focus from taking, to giving - and though it seems counterintuitive it will make perfect sense after you hear Bob explain it, so be sure you listen. Do salespeople have a right to make a profit? When asked if those in professional sales have a right to profit from the work they do in bringing solutions to the problems their prospects have. Bob Burg says that it’s not so much an issue of “right” as it is an issue of what they deserve. Are they creating the level of value (or greater) that the prospect is looking for? If so, the prospect will gladly part with their money to receive the solution to their problem. If not, the salesperson has not made the case for why their solution is the one that is of greatest value to the prospect. It may sound confusing but it’s actually very simple, and Bob explains it clearly in this conversation. Do you have what it takes to be a Go-giver? One of the most beautiful things about the free enterprise system is that it rewards good behavior. Those who focus on adding maximum value to their prospects, customers, or clients are the ones who benefit the most. It’s a win-win scenario for both salesperson and customer. Bob Burg’s insight into this Go-giver philosophy is not to be missed, so set aside some time on your commute or during your workout to hear this conversation with Anthony. One little shift in your focus could exponentially grow your level of sales success. Outline of this great episode [0:36] Anthony’s introduction of Bob Burg. [1:50] What it means to be a Go-giver and why it matters in sales. [5:26] Why the idea of being a Go-giver is being received more these days. [8:07] Why low prices is not a good idea. [9:05] Do salespeople have a right to make a profit from adding great value? [12:52] The reasons people discount their inner value. [18:45] Influence is an attraction, not a coercion. [22:51] The key thing to do with Bob’s book, The Go-Giver. Resources & Links mentioned in this episode Bob Burg’s Website [asa]159184200X[/asa] [asa]0071462074[/asa]

Howard Bloom is a polymath, which is a fancy way of saying he’s into all kinds of things and does extraordinarily well at all of them. He’s a scientist, mathematician, a promoter, and much more. His insights and expertise span over so many areas it’s hard to have a conversation with him and stay on track in your own head. But Howard knows exactly where he’s going. This conversation digs into things like influence, perception, how we make inroads into convincing others to champion our cause, and why personal belief in yourself and your cause are instrumental to success. What are memes and how do they work? That’s the question Anthony asked Howard Bloom and the answer was not what you would expect. Howard pointed out that memes are ideas, passed along from person to person but also went into the biological and psychological reasons that memes and cliches are powerful in human interactions and how they can be used to influence and persuade. This is a fascinating conversation with a man of many talents who has deep insight into the psychology of persuasion, something every salesperson could use more of. Where does personal belief come from? Howard Bloom tells the story of how he began making phone calls to specific influencers about a project he was working on. There were 102 people on his list. Every call from the first until the 98th was a firm “No.” Then came the 99th and he got the response he was looking for. What is it that keeps a person going like that, in spite of rejection? What kind of belief has to exist in order to keep knocking until the answer comes? Howard explores that idea on this episode so be sure you listen. From the mass behavior of quarks to the mass behavior of human beings. When speaking with Howard Bloom about topics like influence you have to be ready for a circuitous ride. Howard is not going to stay on the surface of how conversations work or verbal tricks to lead you to success. He’s going to go deep. Howard has studied mass behavior extensively and believes he’s found common principles that govern the mass behavior of everything from microbes to human beings. He’s got a lot to say about the role salespeople play in the world of persuasion, so be sure you take the time to hear it. Salespeople must believe in what they’re selling. “In order to be successful at anything, you’ve got to believe in it. Why would you be selling a product if you don’t believe in it?” That’s what Howard Bloom says about the importance of belief in the sales arena. His believe that conviction comes before a conversion leads him to talk about the most effective things to do before, during and after a sales call and how your personal level of confidence will impact your success - both negatively and positively. Outline of this great episode [0:43] Anthony’s introduction to Howard Bloom. [1:47] What are memes and how do they work? [13:40] Do we choose our infections or do they choose us? [17:40] How do people pick up the right beliefs to succeed? [28:16] Why is an optimistic vision vital to success? [33:55] What makes one person influential to another? [35:43] The hardest sale Howard had to make when he was representing artists. [42:46] A lesson Howard learned from reading T.S. Elliot in high school. Resources & Links mentioned in this episode www.HowardBloom.net [asa]0871136643[/asa] [asa]0192860925[/asa] [asa]161614551X[/asa] [asa]0374529272[/asa] The theme song “Into the Arena” is written and produced by Chris Sernel. You can find it on Soundcloud Connect with Anthony Website: www.TheSalesBlog.com Youtube: www.Youtube.com/Iannarino Facebook: https://www.facebook.

We have now left the linear world As a publisher of a very successful magazine that has now lost much of its revenue to the digital shift that’s taken place, Gerhard Gschwandtner knows that things have changed. In his mind, it’s a change away from what is linear into what is multifaceted and diverse. In this conversation, Anthony chats with Gerhard about what it was like to see his company’s revenue leak away as the digital age was born and how he’s weathered the storm with such optimism. It’s a great conversation with a great guy. Adversity is the diamond dust nature used to polish its jewels Many traditional publishers have done nothing but bemoan the changes that have happened in the publishing industry due to the advent of the digital age. But Gerhard Gschwandtner has taken a different approach. He believes that the changes are for the betterment of mankind and that publishers need to learn how to adapt what they do to the new methods of doing them. In this episode, you’ll hear Gerhard’s contagious optimism about where the publishing industry is headed and how he’s doing his part to continue the trends by adapting to them. Everybody is a publisher but some are better than others. Like any business vertical, publishing has its share of players. Now that the ease of self-publishing on the internet has made it possible for anyone to become a publisher, the marketplace is more crowded than ever. But not all publishers are created equal. Gerhard Gshwandtner is convinced that the game is still the same and that those who survive and even thrive are the publishers who do the best job at publishing. He’s proving that the switch can be made effectively through his own pivots, so be sure you listen to hear the lessons he’s learned. What tools can I use to align marketing with sales? Though his business is a publishing house his area of focus is sales. That’s one of the many things that makes Gerhard Gshwandtner such an interesting guest for the In The Arena podcast. With his  years at the helm of “Selling Power” magazine Gerhard has learned much about sales from thousands of people whose stories have been told within the pages of his magazine. On this episode of In The Arena, Anthony picks the brain of a man who has seen, learned, and taught more about sales than most people will learn in a lifetime. You’ll want to hear this one. Outline of this great episode [0:39] Anthony’s introduction of Gerhard Gschwandtner. [1:45] Why Gerhard decided to become a publisher of a sales magazine. [7:39] How the electronic age has impacted Gerhard’s magazine. [8:41] What is it about Gerhard that makes him willing to thrive in the digital age. [11:23] Changing the format but not changing the message. [14:31] Why Gerhard is happy to be part of the new type of publishing. [16:16] The selling power conference and what’s on the horizon. [21:19] The interview Gerhard is most proud of. [27:45] What is Sales Op Shop? Resources & Links mentioned in this episode www.SellingPower.com The theme song “Into the Arena” is written and produced by Chris Sernel. You can find it on Soundcloud Connect with Anthony Website: www.TheSalesBlog.com Youtube: www.Youtube.com/Iannarino Facebook: https://www.facebook.com/iannarino Twitter: https://twitter.com/iannarino Google Plus: https://plus.google.com/+SAnthonyIannarino LinkedIn: https://www.linkedin.com/in/iannarino Tweets you can use to share this episode [smartads]

In a world where technology is moving things forward rapidly, one of the things that will help you differentiate yourself and your organization from others is HOW you handle the sales process. Your prospective customers are busy people and want to get through the process in a way that provides them maximum benefit in the least amount of time. That’s what Andy Paul calls “Zero Time Selling” and on this episode, he’s going to tell you the basics of how to go about getting sales done in less time.    M.I.L.T. - Maximum Impact in the Least Time. The sales strategy that Andy Paul adheres to is MILT - Maximum Impact in the Least Time. His book, “Zero Time Selling” is filled with both the practical reasons and the practical ways you need to modify your sales process to make that a reality. Listen in to this conversation as Anthony and Andy chat about the things that go into zero time selling. You’re going to find a lot of common sense baked into Andy’s perspective. The only thing you have control over in the sales process is what you do There are lots of things that can go sideways in a sales process. But that shouldn’t change the things that you do as a regular part of the process. In this conversation Anthony and Andy chat about why many sales professionals are not following up every sales lead and how doing so could increase sales effectiveness significantly. They are also going to reveal how keeping the customer’s time equalling value in the forefront of your mind can help you be a benefit to them instead of a liability. You need to make the most of every sales lead you get If you had a scratch ticket for the lottery in your hand could you tell someone if it was a winner? No way. You’d have to scratch off the little gray ovals to find out, wouldn’t you? Every sales prospect is the same way. Andy Paul says that he’s heard sales pros say that they can tell that a particular lead is no good, but how do they really know if they don’t investigate? On this episode, Andy shares why he believes salespeople should follow up on 100% of leads to ensure that they are not leaving money on the table. More importantly, he shares best practices for doing that and making those leads that don’t pan out into referrals. Why you need to always sell with the sharp end of the stick. Simply put, your prospects will not appreciate it if you waste their time. That means when you set up a sales call you need to ensure that the people going to meet with the prospect are the exact people they need to give the answers required to close the deal. There’s a place for training, but never at the expense of the prospect’s time. Andy Paul unpacks his concept of zero time selling on this episode of In The Arena. Listen and learn. Outline of this great episode [0:24] Introduction to Andy Paul and why he’s on the show. [4:30] How to sell with maximum impact in the least amount of time. [7:48] Why the only thing you have control over is what you do. [8:52] Why you have to follow up on 100% of all sales leads. [14:48] Always sell with the sharp end of the stick. [22:11] Why it’s very difficult to catch up these days. Resources & Links mentioned in this episode www.ZeroTimeSelling.com [asa]1614480508[/asa] The theme song “Into the Arena” is written and produced by Chris Sernel. You can find it on Soundcloud Connect with Anthony Website: www.TheSalesBlog.com Youtube: www.Youtube.com/Iannarino Facebook: https://www.facebook.com/iannarino Twitter: https://twitter.com/iannarino Google Plus: https://plus.google.com/+SAnthonyIannarino LinkedIn: https://www.linkedin.com/in/iannarino Tweets you can use to share this episode

Not only was he one of the original employees at Apple computer comma guy has taken his insights and skills to the highest levels of achievement when it comes to publishing, social media, and everything in between. On this candid interview, Anthony asks Guy his opinion about self-publishing versus traditional publishing and gets a very straightforward answer.  You won't have any Illusions as to what Guys think about the state of publishing in modern times after listening to this episode. The death of the traditional publisher (for most authors). Most people in today's business and professional world can't afford to publish with a traditional publisher simply because the amount of time they will have to spend marketing their own book for such a small percentage of the profits of the book will not make sense in terms of return on investment.  on this episode of the podcast, Guy Kawasaki make the ultimate leave clear that he is not interested in traditional publishing…unless someone were to call him up and offered him a two-million-dollar advance on his next book. Any kind of publishing requires you to market yourself. Many people make the mistake of thinking that they will self-publish a book simply because they don't want to be put in a position where they have to market themselves. If that is the case, self-publishing is definitely not for them. Guy Kawasaki makes the point of 1 self-publishing requires just as much if not more effort from the author as does traditional publishing, on this episode. If you are debating whether you should pursue a traditional publisher or take on the task of publishing your book on your own, the opinions you hear on this podcast will definitely influence you one way or the other. Why a publisher’s advance is not as good as Indiegogo or Kickstarter The days when a traditional publisher would forward and advance in the millions of dollars is long gone for most people. The market is simply too full of contents for publishers to be able to afford that kind of advance. As a result, advances are usually 10 to $20,000 at the most. Guy Kawasaki believes most business professionals could raise that much themselves Crowdfunding platforms like Indiegogo or Kickstarter. On this episode, you can hear how he explains that scenario so that you can decide which route is best for you. How print on demand has changed publishing forever Using some of the popular print on demand platforms that exist today such as Createspace or LightningSource, you could have a book uploaded, published, and ships to you within a matter of days. That is an incredible advance in the publishing industry and one that Guy Kawasaki believes will continue to push more and more authors into the realm of self-publishing, simply because no traditional publisher can match the speed and efficiency of that kind of turnaround. On this episode of In The Arena,  Anthony interviews entrepreneur and social media guru, Guy Kawasaki. Be sure you take the time to listen to this one. Outline of this great episode [0:42] Anthony’s introduction to Guy Kawasaki. [1:29] Who should use a traditional publisher these days? [5:30] Why self publishing is not a good fit for people who don’t like to market themselves. [7:44] The changes that will happen in book formats and publishing with ebooks. [10:41] Why a publisher’s advance is not as good as Indiegogo or Kickstarter. [13:03] What it means for a first time author to publish in parallel. [16:25] What Guy would love to see happen in the perfect world of publishing. [19:25] How print on demand has changed publishing forever. [20:56] What’s next for Guy Kawasaki? Resources & Links mentioned in this episode [asa]0887309968[/asa] [asa]1591840562[/asa]

One of the most influential authors in the business realm in recent years is Dan Pink. His books, “Free Agent Nation,” “The Adventures of Johnny Bunko,” “A Whole New Mind,” “Drive, and now, “To Sell Is Human” are reshaping the way professionals think about business and the mindsets and fundamental drives behind it. On this episode, you’re going to hear a valuable conversation that could help you make some adjustments to your thinking and practices to increase your production and sales volume. The audio is a bit rough but the content is entirely worth the struggle so be sure you listen. No matter who you are - you are in sales Dan Pink has come to the conclusion that a fundamental part of being human is the desire to help people solve their problems. That kind of service is what is at the heart of sales. In this conversation, you’ll hear Dan unpack how he came to that conclusion and his insights regarding the repercussions that realization has on salespeople, sales organizations, and the business world as a whole. You’ll enjoy Dan’s easy-going manner and the expertise with which he addresses these foundational issues. Why the changes that have happened in sales matter As the culture changes so must the sales approach that professional salespeople use. Dan Pink has noticed that throughout the early 2000s much has changed on the sales landscape and that sales professionals who are wise will adapt as needed. One of the fundamental changes that have happened has to do with the mindset behind what sales truly is. It’s not pushing an unneeded item on someone who doesn’t want it. Sales is helping - pure and simple. Dan Pink puts action steps in place to support that belief on this episode of In The Arena. The power of OUR story over my story or your story One of the best things you can glean from this conversation between Anthony and his guest Dan Pink is the importance of discussing things in mutually beneficial ways. Sales presentations and pitches can easily become about you, your company, your product, etc. - but the savvy and wise salesperson - and the most effective - are those who are able to place their product or service into the context of the customer’s needs. Then the pitch becomes about OUR story rather than just yours or theirs. You can hear Dan Pink unpack this idea on this episode of the podcast. Why sales is a fundamentally human quality Sales is a fundamentally human quality simply because every human being has it within themselves to help others. Sales is nothing more than discovering the needs of a particular person or group of people, including a business, and providing a solution or satisfactory answer to that need.  In this great conversation Anthony and his guests Dan Pink chat about how important it is for salespeople to understand that truth and implemented into their attitude and approach to selling. Outline of this great episode [0:39] Anthony’s introduction to this conversation with Dan Pink. [2:43] What hooked Dan on the idea that everyone is in sales. [7:41] The changes that have happened in sales over the last 20 years and why they matter. [10:24] The ABCs Dan has highlighted for salespeople. [15:28] The philosophy for dealing with rejection. [19:18] The power of OUR story over MY story or YOUR story. [24:45] What Dan feels about the profession of sales. [28:00] Dan’s views about sales compensation, bonus structures, etc. Resources & Links mentioned in this episode [asa]0446678791[/asa] [asa]1594484805[/asa] [asa]1594631905[/asa] www.DanPink.com The theme song “Into the Arena” is written and produced by Chris Sernel. You can find it on Soundcloud Connect with Anthony Website: www.TheSalesBlog.