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The Sales Blog » In the Arena Podcast

Summary: S. Anthony Iannarino

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 Episode 18 – On Sales Fundamentals with Kelly Riggs | File Type: audio/x-m4a | Duration: Unknown

Episode 18 – On Sales Fundamentals with Kelly Riggs ( is a post from: The Sales Blog | S. Anthony Iannarino ( Kelly Riggs is an author, speaker, coach, and consultant. We’re both part of a big sales tribe where we share each other’s work, share relationships and leads, and generally work to support each other. Kelly just released his new book, Quit Whining and Start Selling (, so I asked him to join me In the Arena to talk about excuses that salespeople make, how your clients to try to sell you on price, the importance of qualifying, and some of the factors of relationships of value. Show Notes * Kelly Riggs ( * Kelly on Twitter ( * Quit Whining and Start Selling: A Step-By-Step Guide to a Hall of Fame Career in Sales (  (affiliate link)

 In the Arena: Episode 17: (with Jason "Jake" Iannarino) | File Type: audio/x-m4a | Duration: 0:22:43

  Jake is my younger brother. He’s a professional comedian and actor with deep roots in improv. When he was 17, he was the youngest member accepted to the national touring improv group, Midwest Comedy Tool & Die, led by Michael Loftus ( (Producer and Head Writer of Charlie Sheen’s Anger Management). Jake was also in The Animal ( and The Hot Chick (, and recently helped write and produce American Wiseass ( for The History Channel. I ask Jake to talk about getting his start in comedy, the rules of Improv, trust in the process, and he writes a “new” theme song for In the Arena (which I promise will never be used outside of this podcast). WARNING: Jake is a professional comedian. You are listening to this podcast of your own free will, and I am in no way liable for your being offended in any way—particularly during the song. Show Notes Jake Iannarino ( Nonsense and Vulgarity on iTunes ( Jake’s Hardcore Travelcast Podcast Show (  

 In the Arena: Episode 16: (with David and Marhnelle Hibbard) | File Type: audio/x-m4a | Duration: 0:20:18

David and Marhnelle Hibbard are the authors of a new book on sales called SOAR Selling: How to Get Through to Almost Anyone--the Proven Method for Reaching Decision-Makers. You know I have strong feelings about salespeople using the telephone. I picked up their book and invited them Into the Arena to talk about whether cold calling is dead, choosing targets when prospecting, and what salespeople need to change to reach decision-makers now. ( Soar Selling: How To Get Through to Almost Anyone—the Proven Method for Reaching Decision Makers ( (Affiliate Link)  

 In the Arena: Episode 15: (with John Robb) | File Type: audio/x-m4a | Duration: 0:52:24

John Robb has a very varied background, so he's difficult to describe. He has a military background, having been in special forces and working with Delta Force. He worked for Forrester as the first internet analyst. Then he built a number of businesses, one in the financial industry that sold for close to 300 million dollars. I found John because I hang around on the outskirts of a group of people that study fourth generation warfare. His book, Brave New War is, for my money, more eye-opening and enlightening than Thomas Friedman's The World is Flat. John is now focused on helping people build Resilient Communities. I ask John to talk about being a red team player, which means thinking like an underdog. I ask him to share his ideas about super-empowered groups. We also chat about this disruptive age and how the legacy systems and structures are struggling to deal with the technological changes. We also chat a lot about networked, resilient communities--and their importance in the way we organize our lives in business in the future. Show Notes Resilient Communities ( Global Guerillas ( Brave New War ( (Affiliate Link)  

 Episode 14 – The Power of Consistency with Weldon Long | File Type: audio/x-m4a | Duration: 0:25:52

Episode 14 – The Power of Consistency with Weldon Long ( is a post from: The Sales Blog | S. Anthony Iannarino ( Weldon Long has an amazing, inspirational story. If you have any doubts that mindset is the foundation of all of the results you produce in life, I offer you Weldon Long as my refutation of your doubts. While in his third term in a federal prison, his father said these words to him right before passing away, “As long as you’re still breathing, you’ve got a shot.” Weldon went on to pick up a few key books, and he infected himself with a whole new belief system. That belief system allowed him to build multi-million dollar businesses and to succeed beyond anyone’s imagination  . . . except his own. I talk to Weldon about the importance of mindset, that no matter what has come before you can change, the power of taking responsibility for where you are (as opposed to a victim mentality), and why success isn’t a knowledge problem. Show Notes: Weldon Long ( Free Sales Coaching ( The Power of Consistency ( (Affiliate Link) The Upside of Fear ( (Affiliate Link)

 Episode 13 – What Winners Do Differently with Mike Schultz | File Type: audio/x-m4a | Duration: 0:31:41

Episode 13 – What Winners Do Differently with Mike Schultz ( is a post from: The Sales Blog | S. Anthony Iannarino ( Mike Schultz is the President of Rain Group. Mike and Rain Group just released their new report, What Winners Do Differently: The surprising difference between sellers who win the sale and the second place finishers (  Rain evaluated 700 purchases totaling over 3 Billion dollars. I ask Mike to share their findings, whether solutions selling is dead, whether relationship selling is dead, why you need still need to pitch and persuade, and where their research conflicts with the Challenger Sale model. Show Notes Rain Group ( What Sales Winners Do Differently ( Mike Schultz on Twitter (

 In the Arena: Episode 12: (with Jill Rowley) | File Type: audio/x-m4a | Duration: 0:33:07

Jill Rowley ( is social selling evangelist. As one of the first 100 employees hired at (, as the Eloqueen at Eloqua (, and now in her new role as a social media evangelist in sales enablement at Oracle (, Jill is the perfect example of someone who possess the attributes that allow the social tools to work. I speak with Jill about the early days of, success in sales before social selling, the value of curiosity and business acumen, the water cooler effect, salespeople as marketers, the value of perseverance when pursuing your dream client, standing and connecting in a social world.

 In the Arena: Episode 11: (with Michael Port) | File Type: audio/x-m4a | Duration: 0:34:26

  Michael Port is a New York Times best selling author, a speaker, and an entrepreneur. I had a chance to spend some time with Michael at Chris Brogan’s ( ImpactNext event in New York City, and I asked him to step In the Arena to talk about the Red Velvet Rope Policy, the hero inside of each of us, why the common sales wisdom is often wrong, and how acting has helped him with his speaking. Oh, and we pitch Michael’s new book, Book Yourself Solid Illustrated. Michael Port (applewebdata://B684F8A0-4866-400F-8617-1D9FC239B353/ Book Yourself Solid Illustrated ( Affiliate Link  

 Episode 10 – Women in Business and Sales with Jill Konrath | File Type: audio/x-m4a | Duration: 0:18:03

Episode 10 – Women in Business and Sales with Jill Konrath ( is a post from: The Sales Blog | S. Anthony Iannarino ( Jill shares part of her journey as a woman leader in the sales space, why bald white guys don’t get it, ideas about women in sales and business, and the difficult choices women make when it comes to their careers. Jill Konrath ( Download Jill’s eBook: Cracking the LinkedIn Sales Code ( SNAP Selling: Speed Up sales and Win More Business with Today’s Frazzled Customers ( Selling to Big Companies (

 In the Arena: Episode 9: (with Jill Konrath) | File Type: audio/x-m4a | Duration: 0:24:24

  Jill shares ideas about what’s changed in sales, gives a wake up call to sales leadership, shares how social media is a like a small town, and shares some of the results of her LinkedIn survey. Jill Konrath ( Download Jill’s eBook: Cracking the LinkedIn Sales Code ( SNAP Selling: Speed Up sales and Win More Business with Today’s Frazzled Customers ( Selling to Big Companies (  

 In the Arena: Episode 8: (with Jack Malcolm) | File Type: audio/x-m4a | Duration: 0:26:00

Jack Malcolm is President of Falcon Performance Group where he prepares and trains salespeople. His focus is the complex sale, but jack weaves military history, behavioral economics, and cognitive psychology into a powerful approach to influence and persuasion. Jack is also a public speaker, and we caught up between my trip to Australia and his trip to China. I ask Jack to share his best ideas about how to give better presentations, how stories are like handles but need data, and how to open bigger. Jack Malcolm ( Bottom Line Selling ( (Affiliate Link) Strategic Sales Presentations ( (Affiliate Link)


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