Productive Thinking As The Key to Greater Sales Success, with Tim Hurson – Episode #100
In the Arena
by Anthony Iannarino
2y ago
If you want to learn how to engage in productive thinking, Tim Hurson is the guy to teach you how. Tim is the author of a book called “Think Better: An Innovator’s Guide to Productive Thinking” and this conversation is part of the celebration of the tenth anniversary of that book, which you can pick it up right now on Amazon. Anthony admits that this interview starts off a little weird for him because he and Tim have been acquainted with each other for a long time and they belong to a peer group where they communicate with each other often, but before this conversation, they’d never spoken fac ..read more
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James Muir on Closing the Sale – Episode #95
In the Arena
by Anthony Iannarino
2y ago
Closing the sale is arguably one of the most difficult and most misunderstood parts of the sales process. It’s true for many reasons, including missed steps prior to the close and wrong assumptions about whether or not the prospect is actually ready to close the deal. In this conversation you’ll hear two veteran sales professionals, James Muir and Anthony Iannarino pick each other’s brains about what it takes to have a truly effective sales conversation, the places where most sales professionals miss the mark, and why asking for a commitment is such a hard thing - when it shouldn’t be. James M ..read more
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How You See the World – Episode #110
In the Arena
by Anthony Iannarino
2y ago
What it is that you look for will determine the quality of your life and your experience, making it dangerous to look for only the negative in the world ..read more
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Steve Bryerton: How To Get 95% Accurate Sales Intelligence, Every Time – Episode #106
In the Arena
by Anthony Iannarino
2y ago
The data we refer to as “sales intelligence” is one of the most frustrating necessities for sales teams. It’s information you have to have in order to do your job effectively, but it can be a Catch 22. You can only be as effective as the data you have, and the data is changing all the time and often difficult to find. Steve Bryerton and the team at DiscoverOrg are changing the way that sales data and intelligence is gathered, and have a team of 300 people who are curating data for salespeople by hand, every day. You’ve got to hear what has motivated this unprecedented step and how the Discover ..read more
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Applying a New Daily Productivity Formula, with Allen Brouwer – Episode #89
In the Arena
by Anthony Iannarino
2y ago
While Allen Brouwer probably wouldn't call the system outlined in his new “Self Journal” a productivity formula, that’s exactly what it is. He and his business partner, Cathryn created the Self Journal for themselves as a tool to help them run multiple businesses. When they did and began to realize the power of what they’d created, they decided to launch the Self Journal as a Kickstarter campaign - and were fully funded within 28 hours. When Anthony first saw their video he was blown away and bought his own Self Journal immediately. You can hear about this productivity tool, why it’s different ..read more
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Derek Thompson on How Things Go Viral and The Science of Popularity – Episode #102
In the Arena
by Anthony Iannarino
2y ago
We've all experienced those crazy scenarios when something goes viral - in the old days, we said it was extremely popular or a tremendous hit. We're talking about things like Cabbage Patch Kids, Beanie Babies, or hit albums on the Billboard Chart. What makes them go viral? What makes them so popular? Derek Thompson says the answers to those questions usually surprise people. That's because there is more of a science behind it than you would think. This episode is extremely practical for salespeople because it demonstrates the human tendencies that contribute to popularity and Derek is very ski ..read more
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Artificial Intelligence in Sales – The Sales 3.0 Revolution, with Gerhard Gschwandtner – Episode #85
In the Arena
by Anthony Iannarino
2y ago
The buzz about artificial intelligence is growing every day, and for good reason. The changes happening on a technological level are astounding and will change the landscape we live in for the long term. But very little that is helpful has been said so far about artificial intelligence in sales and how it will impact the people who make their living selling things. That’s why I invited my friend Gerhard Gschwandtner In The Arena today. He’s renamed his popular sales conference to reflect the changes he sees coming - It’s now The Sales 3.0 Conference (previously 2.0). We talk A.I., emotional in ..read more
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Tiffani Bova on Sales Optimization, The Buyer’s Journey, and Expanding Into New Markets – Episode #124
In the Arena
by Anthony Iannarino
2y ago
Sales optimization is the soup du jour in the sales world - every company is working hard to streamline processes and bring in revenue faster. While it’s important to optimize every bell and whistle you can, it’s also important to understand that growth is not only about getting more leads into the pipeline or more customers to sign on the dotted line. You’ve got things like the buyer’s journey to consider, the importance of decreasing churn, and a whole lot more if you really want your company to grow. Tiffani Bova writes about these topics and more in her new book, “Growth I.Q.” and she’s An ..read more
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Donald Miller on Why Building a Storybrand Motivates Buying Decisions – Episode #97
In the Arena
by Anthony Iannarino
2y ago
One of the most influential books in Anthony's life in recent years has been Donald Miller’s, “ A Million Miles in a Thousand Years.” Since the publication of that book, Donald has written another, this time oriented toward business. In this conversation, Anthony chats with Donald about his newest book, "Building a Storybrand" in an effort to unpack exactly what it means to be a Storybrand, how it impacts the way a company relates to its prospects and customers, and the way it leads to success like nothing else. Donald Miller on How Building a Storybrand Motivates Buying Decisions - on this ep ..read more
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Kevin Eikenberry on Effectively Leading From a Distance – Episode #122
In the Arena
by Anthony Iannarino
2y ago
Leading from a distance is a thing these days - because remote teams and distributed workforces are becoming more and more common. With that reality come a number of difficulties, all the leader’s responsibility to solve. In order to bring some insight to the issues involved, Anthony invited Kevin Eikenberry to be his guest. Kevin has given a good deal of his life to thinking about leadership and has made it his mission to learn all he can about the way leaders need to modify and improve their leadership when it comes to dealing with remote teams. This conversation is intriguing - but it’s jus ..read more
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