Embracing the Consulting - Sales Balance with Anthony Iannarino

Anthony Iannarino is an international speaker, author, and sales leader of the top ½% of all businesses in America. Between consulting, writing, sales, and running a staffing firm,  Anthony has proven that he is on a mission to serve and to help people achieve better business results than they could otherwise. He shares transformation that his career took, as he learned to embrace the necessary balance between consulting and sales, which he defines simply as the ability to create opportunity and bring value to other people. This episode is filled with valuable insight for consultants who are trying to leave the stigma of sales behind, why Anthony believes that is a mistake, and how exactly to embrace the value of sales instead.

Key Takeaways:

[:40] Is sales a dirty word? Anthony explains the shift of power that has taken the dirt out of previously used sales tactics.

[4:50] Anthony is on a mission to serve and help other people achieve the results they’re looking for.

[6:54] From rock band to multi-million dollar leader, this “golden boy” details his career path.

[10:40] Anthony’s first deal was worth $10 million, but the bullying tactics he used back then are not the same ones that he uses today.

[12:26] Books by Neil Rackham became his playbook, and self-discipline, his secret weapon.

[15:05] Anthony’s three-faceted approach to solving consultants’ greatest challenges includes examining their mindset, skill set, and tool kit.

[17:15] Embracing the mindset that sales will deliver value to companies, will always be part of the work that the most effective consultants do.

[19:50] A recipe for success that starts at 5 AM has been the start of Anthony’s day since 2009.

[24:00] Anthony shares his approach to writing blog posts. His commitment to daily blog posts has landed him many of the clients that he has today.

[24:50] Despite peer criticism, Anthony isn’t afraid to share his intellectual property with anyone.

[26:30] What kind of timeline to success can new writers expect to see?

[28:40] Frequent, consistent, blog posts filled with good content, are the key to connecting to potential clients.

[30:20] Anthony’s typical initial interactions with potential clients last no less than an hour, and start with both qualifiers and disqualifiers to find the perfect fit.

[33:00] To become a better writer, continue to read and continue to write. The more you write, the better you will get.

Mentioned in This Episode:

Anthony Iannarino

Solutions Staffing

TheSalesBlog.com

Neil Rackham

Seth Godin

Chris Brogan

On Writing, by Stephen King

On Writing Well, by William Zinsser