In the Arena
103 episodes - English - Latest episode: over 4 years ago - ★★★★★ - 315 ratingsIf you want to learn the most current and powerful sales techniques and mindsets from the top professionals in the business, In The Arena is the place to find them. Host Anthony Iannarino is himself a successful and consummate sales professional with the know-how and experience to coach you on your way. But more than that he interviews the top authors, salesmen, sales managers, and experts in the fields of B2B and B2C sales to give you the edge you need to move your numbers and profit to the next level. In the Arena is for you. Find out more at http://thesalesblog.com
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Episodes
Cort Dial on Why Real Leadership Comes From “All In” Leaders – Episode #93
August 11, 2017 13:00 - 30 minutes - 24.6 MBThere are many organizational and leadership consultants out there. But real leadership is something most of them don't know anything about. That’s because they are focused on things like performance and data without taking a serious look at what brings those things about - the inner world of the leader. Cort Dial is an exception to that rule. He’s made it his mission to understand the personal and relational things that make great leaders great, the things that make them what he calls “All-i...
Alan Alda on The Importance of Communication Skills That Truly Serve Relationships – Episode #92
August 04, 2017 13:00 - 39 minutes - 31.8 MBOne of the most important things for every sales or business professional to understand is the importance of communication skills. But as Anthony’s guest, award-winning actor, Alan Alda makes clear in this conversation, those skills are more than just skills - and they don’t come in the form of tips or steps. They are learned through diligent practice over time. This is a very enjoyable conversation with a much-loved man who continues to touch many lives through his company, Alda Communicatio...
Phil M. Jones on Knowing Exactly What to Say in Your Sales Conversations – Episode #91
July 14, 2017 13:00 - 41 minutes - 33 MBOne of the most fundamental but overlooked pieces of any sales presentation is being confident in what to say to your prospect. It’s not about product features, though that’s necessary. It’s about understanding the way human beings work, how they listen, and how they naturally respond to specific language. Anthony’s guest on this episode is Phil M. Jones, author of “Exactly What To Say” - an incredibly practical book for salespeople that shows you the nuanced changes you can make to the thing...
Nigel Green on Listening Skills for Salespeople – Episode #90
June 16, 2017 12:55 - 33 minutes - 26.5 MBWhen Anthony first saw Nigel Green’s article about developing listening skills for salespeople, he knew it was time to ask him to be a guest on In The Arena. Anthony and Nigel met long ago through a mutual acquaintance but it was that post that reminded Anthony how much Nigel has to share with salespeople about listening, sales effectiveness, and scaling a sales force. This conversation is a powerful demonstration of that. You’ll learn some of the most common things salespeople do wrong in sa...
Applying a New Daily Productivity Formula, with Allen Brouwer – Episode #89
June 15, 2017 21:33 - 25 minutes - 20.8 MBWhile 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...
Team Selling, Group Performance Dynamics, and the Power of Tightly Knit Sales Teams, with Michael Dalis – Episode #88
June 15, 2017 14:34 - 38 minutes - 31 MBTeam selling is a skill that MUST be developed these days. Gone are the days of the lone ranger approach to effective sales. Subject Matter Experts, Sales Professionals, and Support staff must come together these days to make the sales needed to move everyone forward. And the better any team operates - in sales and in any other team-based discipline - the better the outcomes. We only have to look to sports or music to see the power of a well-oiled team dynamic. This conversation with Michael ...
Claire Diaz-Ortiz on The Mentoring Process And The Power of Mentoring – Episode #87
May 19, 2017 13:00 - 30 minutes - 24.6 MBWe’ve all heard of mentoring, but do we really understand what it is and how it can work powerfully in life and business? Claire Díaz-Ortiz is the co-author of “The One Minute Mentor” with Ken Blanchard and is In The Arena with Anthony on this episode to discuss the mentoring process, how to find a mentor, and how to benefit the most from a mentoring relationship. Claire is an author, speaker, and technology innovator who has been named one of the 100 Most Creative People in Business by Fast ...
How Leaders Can Overcome The Leadership Gap, with Lolly Daskal – Episode #86
May 05, 2017 13:00 - 29 minutes - 23.7 MBOne of the people who was incredibly generous and helpful to Anthony when he launched his book recently was a woman he had heard about but didn’t really know, Lolly Daskal. Lolly helped promote the book, wrote articles about it, and more - which shows a bit of the type of person she is. Lolly has a new book coming out, herself - The Leadership Gap: What Gets Between You and Your Greatness - and Anthony highly recommends that everyone grab a copy of it. What he loves most about Lolly’s book is...
Artificial Intelligence in Sales – The Sales 3.0 Revolution, with Gerhard Gschwandtner – Episode #85
April 07, 2017 13:00 - 25 minutes - 20.4 MBThe 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 ...
The Sales Mindset Of A Top Salesperson, with Lee Bartlett – Episode #84
March 17, 2017 13:00 - 33 minutes - 26.7 MBThere are salespeople you meet who smell of bravado and ego and even though they are successful, you don’t really want to listen to them. Anthony’s guest today is one of the most successful sales professionals in the world and he’s none of those things. On this episode of In The Arena, Lee Bartlett shares what he believes goes into a successful sales mindset and why cultivating the ability to believe in your ability to work hard and mastering elementary things - like talking to people - is wh...
How To Become A Trusted Sales Advisor & The New Sales Imperative, with Nick Toman and Brent Adamson – Episode #83
March 16, 2017 18:55 - 32 minutes - 25.9 MBIn their work at CEB Global, Nick Toman and Brent Adamson are on the cutting edge of what’s happening in the sales arena. They also do studies to determine what their observations really mean. In response to their recent article posted on CEBG, “The New Sales Imperative,” Anthony invited them to come on the show to talk about what they are seeing in this new age of sales when buyers have more information prior to contacting a salesperson than ever before. New times require a new approach and ...
Jeff Shore on Deeper Meaning in Life and Business – Episode #82
March 03, 2017 14:00 - 41 minutes - 33 MBThere are people in your life who spur you on in ways that others don’t. They prod you, challenge you, and make you better. Jeff Shore is one of those people for Anthony. Though they are both avid sales champions they are also both drawn to pondering the deeper meaning of life and the reasons we do what we do as human beings. This conversation is not directly about business or sales but about the things that motivate us and make us what we are. The guys share a handful of challenging books, w...
Mark Schaefer on Becoming Known Instead of Becoming Famous – Episode #81
February 24, 2017 14:00 - 45 minutes - 36.8 MBThere are few people who know what it takes to become known, like Anthony’s guest on this episode, Mark Schaefer. Mark has spent his entire adult life consistently generating the quality content that has placed him in the spotlight in the business world. From studying under Peter Drucker to engaging with business leaders worldwide, Mark’s experience has led him to write his newest book, “Known” - an examination of how we become known and why it’s more important and powerful to be known than t...
Subir Chowdhury: Make the Difference You Are Meant To Make – Episode #80
February 10, 2017 14:00 - 1 hour - 48.6 MBAre you ready to make the difference you are meant to make in the world? Anthony’s guest on this episode of In The Arena is Subir Chowdhury. He is chairman and CEO of ASI Consulting Group, LLC, a strategic initiatives, consulting, and training company that advises some of the highest level businesses in the world. Subir is considered one of the “50 Most Influential Management Thinkers in the World.” He is the author of fifteen books, including several international bestsellers. His latest boo...
Hector LaMarque On Building The Leadership Skills That Bring Success – Episode #79
January 13, 2017 14:00 - 35 minutes - 28.6 MBOne of the most influential and powerful voices in the sales community today is Hector LaMarque. He’s been a salesperson and sales leader for over 30 years and has applied the hard work and hustle it takes to continually be that leader in the field. In this conversation, Anthony chats with Hector about what it takes to build real leadership skills, why many salespeople act like they are working but really aren’t, how adversity and competition are the only roads that lead toward growth, and mu...
Tell and Sell: Why Stories Build Trust and Sell Things For More, with Paul Smith – Episode #78
October 14, 2016 13:00 - 35 minutes - 28.9 MBEvery salesperson needs to learn how to tell and sell. Simply put, you need to know how to tell better stories to increase your sales numbers. There’s a great new book out by a guy named Paul Smith, “Sell With A Story.” Paul considers himself a storyteller, not a sales guy - but the book is packed with insightful things about the way humans build trust and the role of stories in that process. If you listen to this episode you’ll want to go right out and get the book. It’s a great read and a v...
John Robb on The Future of Social Media And Global Change – Episode #77
October 07, 2016 13:00 - 52 minutes - 42.4 MBThe future of social media is going to be about more than new or faster ways of sharing the latest stupid cat video or meme. The technology that enables immediate communication via social is the same technology that’s going to impact seemingly unrelated areas like economies, governments, and world-changing movements. On this episode, Anthony takes a deep dive into what the future may hold as it relates to social media with his friend and guest, John Robb. If you’re at all curious about what t...
Phil Gerbyshak on Selling Techniques for Social Media and Beyond – Episode #76
September 30, 2016 13:00 - 1 hour - 60.2 MBThere is no end to the books and blog posts you can find hawking selling techniques. And that’s a good thing. But many of the authors who post that content haven’t done the work needed to become an expert at the new landscape that sales professionals are presented with in the digital age. Social sales and the RIGHT way to approach it is one of the most important things any salesperson can learn, and on this episode of the podcast Phil Gerbyshak and Anthony Iannarino take on that topic and muc...
The Immunity To Change and the Process of Sales, with Bob Kegan – Episode #75
September 23, 2016 13:00 - 1 hour - 49.6 MBAnthony was incredibly honored to have Bob Kegan as his guest on this episode of In The Arena. Bob is a psychologist who teaches, researches, writes, and consults about adult development, adult learning, and professional development. The focus of his work is to explore the possibility and necessity of ongoing psychological growth throughout adulthood and to connect the dots between that growth and professional and career development. This is an important conversation with a handful of foundat...
Jamie Shanks: Selling Via Social Media – Episode #74
September 16, 2016 13:00 - 36 minutes - 33.1 MBSelling via social media has been touted as the next big thing in sales, the “end” of traditional cold calling and dialing for dollars. But even though he’s written a book on the subject of social selling Jamie Shanks doesn’t believe those are accurate portrayals of the role social plays in selling. If you want to learn the right way to approach social media as a tool in your sales toolbox, this episode is packed with great insights that are just a taste of what’s in Jamie’s new book. Jamie ...
Why Sales Managers Need the Sales Manager’s Survival Guide From Dave Brock – Episode #73
September 09, 2016 13:00 - 49 minutes - 40 MB“Sales managers are one of the least equipped roles in business.” That is what Dave Brock says when he looks over the sales landscape. That’s one of the main reasons he wrote “The Sales Manager’s Survival Guide,” available now on Amazon and other Bookstores. The book is formatted into easily digestible, short chapters that enable you to keep the book on your desk as a quick reference guide to the sales scenarios you face day to day with clients and with your sales team. In this conversation, ...
Bruce Turkel: What Is Branding and What Makes For a Great Brand Today? – Episode 72
September 07, 2016 13:45 - 59 minutes - 47.5 MBWhat is branding? Branding is the relationship between you and your customer that does two vital things. Do you know what they are and why they are so important in the digital age? Today’s guest is Bruce Turkel, a branding and design expert who has written a great new book, “It’s All About Them.” Bruce takes us deep into the way consumers today think, what really makes a difference to them when it comes to purchasing decisions, and how salespeople and business owners need to think differently...
Mark Hunter on How to Target and Win High Profit Prospects – Episode #71
August 22, 2016 12:11 - 41 minutes - 77.6 MBMark Hunter is one of those guys you never forget once you’ve heard him speak. That’s because he’s got such penetrating insight and such unreserved passion behind his opinions. This episode commemorates the release of Mark’s newest book, “High Ticket Prospecting.” Anthony asks Mark a lot of questions about the content of the book including why he felt the book was needed in the first place. In characteristic style Mark’s going to give it to you straight on this one, so be sure you take the ti...
Ken Wilber on Levels of Consciousness, Integral Theory, and Their Effect on Business – (part 2) Episode #70
August 12, 2016 13:00 - 1 hour - 54 MBAs a business professional are you aware of the various levels of consciousness? It sounds like a strange question when you remember that this is a sales blog. But it’s important from a very fundamental level. The level of consciousness your prospects and clients are at, at any given time, is going to impact the way you interact with them and the way they understand and receive the things you have to say - including your sales presentation and responses to their objections. Today’s episode is...
Ken Wilber on Stages of Development and How They Show Up in The Business World – Episode #69
August 05, 2016 13:00 - 1 hour - 53.2 MB“Stages of development” is a term you hear more in the philosophical and psychological realms than you do in the business realm. But Anthony has come to believe that a better understanding of human development and these “stages” we go through in our growth is very beneficial for sales and business leaders. This episode is a deep dive into psychological and philosophical theories surrounding this idea of “stages of development.” Anthony’s aim is to help you better understand yourself as a busi...
Lewis Howes: What Is Greatness and How to Be Great – Episode #68
July 29, 2016 09:00 - 48 minutes - 38.9 MBWhat is greatness? Have you ever thought about it? We look at athletes and leaders and musicians and say they are “great,” but what do we really mean? It has something to do with skill and competence, but there’s more to it than that. It has to do with the character that has enabled that person to achieve the things they have, to attain levels of expertise or knowledge or ability that few others reach. On this episode Lewis Howes talks with Anthony about what it means to be great and what it ...
Chris Brogan: Futurist Predictions About the Internet, Talk About Personal Disciplines, and More – Episode #67
July 27, 2016 13:00 - 40 minutes - 32.7 MBThere aren’t many people who can adeptly make futurist predictions, but Chris Brogan is one of those guys who has been around long enough to actually pull it off with some degree of believability. He’s been around the internet space - and using it effectively - since the very beginning. That means he’s seen lots come and go and understands the way trends and technological changes happen. On this episode Anthony asks Chris where he sees social media going and whether or not some of the more tr...
Dr. Carmen Simon on Persuasive Techniques for Business and Life – Episode #66
July 16, 2016 01:19 - 53 minutes - 42.8 MBEveryone in sales could use some more training in persuasive techniques - not for the sake of being manipulative or pushy, but for the sake of truly helping prospects see how their problems can be solved with the salesperson’s solution. It’s a win-win situation when that happens. On this episode of In The Arena Carmen Simon, Ph.D., author of “Impossible to Ignore” chats with Anthony about her research into how the brain works, what it takes to be memorable, and how persuasion can not only be ...
Chet Richards on Strategy, Morale, and Agility in Warfare and Business – Episode #65
July 08, 2016 13:00 - 1 hour - 61.9 MBIf you haven’t picked up on it by now, Anthony is quite a history buff, particularly when it comes to military strategy and history. He’s discovered that much of what makes a great military strategist and leader is transferrable to the business context. Today’s conversation features Chet Richards, an author who has studied a great deal of military history and has written widely on how to apply the truths found there to the business context. You can hear this engaging conversation and the insi...
David Allen on Getting Things Done (GTD), Proactive VS Reactive, and The Power of Daily Review – Episode #64
July 01, 2016 13:00 - 57 minutes - 45.9 MBAnyone who’s been in the business world over the course of the past 30 years has heard of Getting Things Done (GTD), the productivity approach that David Allen revealed in his incredible book by the same name. Anthony points to the GTD approach as the one thing that has turned around both his desire and his ability to be truly productive day in and day out - a massively needed thing for his busy life. Today’s episode features a conversation between Anthony and David that gets into some of the...
The Art of Possibility, Authentic Living, and Success in Life and Sales with Rosamund Zander – Episode #63
June 22, 2016 17:50 - 43 minutes - 35.3 MBToday’s episode features one of Anthony’s all time favorite conversations on the podcast. He’s speaking with Rosamund Zander, a family therapist and leadership coach who specializes in helping people recognize and move away from what she calls their “child stories” so they can be free of the limiting beliefs and scarcity mindsets that hold them back from giving the best of themselves to the world. Anthony wanted to bring this conversation to you because he feels that too many people in the sa...
Ryan Holiday Author of The Ego Is The Enemy and Thoughts on Practical Stoicism – Episode #62
June 15, 2016 21:32 - 1 hour - 48.4 MBRyan Holiday is a prolific author who’s become notable as being a clear thinking person in a disruptive age. This conversation digs into the philosophy behind much of what Ryan believes and writes about - Stoicism. Anthony digs into Ryan’s first exposure to the philosophy, why it’s so appealing to him, and how it’s benefitted his life. But they go beyond that to the topics of Ego, building space into life, and the struggle each of us has to feel significant about our lives. It’s a packed conv...
Max Altschuler on Hacking Sales, Sales Stacks, and Automation in the Sales Process – Episode #61
June 10, 2016 13:31 - 34 minutes - 27.3 MBAnthony is not a tech guy - meaning he’s not the guy to figure out the ways software and technological tools can be used to make sales work better, even though he is an avid user of the tech that exists. With that said, he’s very glad there are people out there who are into the tech and know how to take the deep dive into it in order to make it work better for sales professional. Max Altschuler is that guy. He’s on the show today to talk about sales stacks, the powerful benefits technology ca...
Frank Sopper: Sales Success by Understanding Your Own and Your Prospect’s Thinking – Episode #60
June 03, 2016 13:00 - 58 minutes - 47.3 MBSales is the ultimate people business. In interacting with those who need the services or products you provide or the decision makers above them in the hierarchy, you’ve got to be able to interact in a way that shows you understand and empathize with them as people. One of the key things to doing that is understanding the ways in which people think - the actual way they see the world and process what they see. On this episode of In The Arena you’re going to hear from someone who has influence...
Dave Brock on Sales Manager Success and His new Book, “The Sales Manager’s Survival Guide” – Episode #59
May 27, 2016 13:00 - 1 hour - 49 MBWhen Anthony hits a snag in how he feels he should approach a managerial or administrative issue within his business or with one of his clients, he turns to Dave Brock, his guest on today’s episode. Dave is one of those guys that Anthony and many others felt should write a book, but the guy is simply so busy he’s never had time. But now, suddenly, he’s cranked out his first book and says that he’s got a series of books in the works based on this first one. The Sales Manager’s Survival Guide i...
Steve Andersen and Dave Stein: Building Long Term Customer Relationships By Moving Beyond the Sales Process – Episode #58
May 20, 2016 13:00 - 40 minutes - 32.4 MBAccording to Steve Andersen and Dave Stein, most salespeople make a vital mistake in the way they approach sales: They think of the sell itself as a short-term gain rather than look to a long-term gain that will sustain relationship and ongoing sales. In this insightful conversation Anthony speaks with Steve and Dave about their new book, “Beyond the Sales Process” and how they are bringing a new approach to the sales process through looking to that long gain. Sales is a long term connection...
Pete Turner on Cultural Understanding, Caring, And True Influence – Episode #57
May 13, 2016 13:00 - 1 hour - 50.6 MBVery few people have had the types of life experiences Pete Turner has had. His experience as a soldier and then later as a cultural consultant to the military and U.S. State Department during the Bosnian and Afghanistan conflicts gives him a perspective and skill set far beyond those of the average person. And you may wonder why a guy with that background is on a sales focused podcast. It’s because so much of what Pete has learned about culture and how to deal with people applies directly to...
Matt Abrahams on Strategic Communication in Presentations and Sales – Episode 56
May 06, 2016 13:00 - 41 minutes - 33.2 MBStrategic communication has long been an area of interest for Matt Abrahams, so much so that after leaving high school he decided to pursue degrees in communication. Fast forward to today and Matt can be found as a professor of communications at Stanford University and the author of a great new book, “Speaking Up Without Freaking Out.” On this episode of In The Arena Anthony Iannarino chats with Matt about the intricate dynamics that go into strategic communication and how sales professionals...
Nancy Duarte and Patti Sanchez on Storytelling, Leadership, and Fulfilling Dreams – Episode #55
April 29, 2016 13:00 - 40 minutes - 32.6 MBAnthony first became aware of Nancy Duarte when he watched the Al Gore TED talk that featured the slide deck created by Nancy Duarte and her team. That’s when he began grabbing her books every time they came out and applying her concepts about storytelling and leadership to the things he was doing in the sales world. On this episode Anthony has the honor of speaking with Nancy and the co-author of her latest book “Illuminate,” Patti Sanchez. You’ll get an earful of great advice about how lead...
Bob Burg on the Power of Being a True Go Giver – Episode 54
April 22, 2016 13:00 - 45 minutes - 36.5 MBMany people hate sales because they don’t understand that it’s not about getting money from people, it’s about serving them. Today’s episode is a gem among gems because it features the incomparable Bob Burg. Bob is a legend in the sales, leadership, and marketing world for his many books and lectures on the topic of serving people through sales. Anthony’s questions today set the stage for Bob’s great answers and you’re the one who’s going to benefit, so make sure you set aside plenty of time ...
Jay Baer on Hugging Your Haters and the Real Value of Stellar Customer Service – Episode 53
April 15, 2016 13:00 - 48 minutes - 38.8 MB“For years, customer service has been a necessary evil.” That’s what Jay Baer says, but he’s convinced that even though it’s never been true, it’s especially not true in the digital age. Customer service is the lifeblood of truly impacting businesses. During this conversation Anthony asks the kind of questions that unpack the gold of Jay’s new book, “Hug Your Haters” and shows you why keeping customers through outstanding customer service is tons more important that getting new customers. Aft...
Forbes Riley: What it Takes to Generate Over 2 Billion in Sales – Episode 52
April 08, 2016 13:00 - 41 minutes - 33.5 MBOver $2 billion in sales. Yes, you read that correctly. Today’s guest, Forbes Riley is an amazing woman and one of the most successful infomercial and product saleswomen on the planet. But ironically, she doesn’t like to think of herself as doing “sales.” Instead, she prefers the word “pitching.” It’s an interesting distinction and she and Anthony get into the differences and similarities on this episode. But that’s just the beginning. You’re going to hear Forbes talk about confidence, mindse...
Martin Lindstrom on Branding, Small Data, and Knowing Consumers – Episode 51
March 23, 2016 01:31 - 49 minutes - 39.7 MBThere is so much talk about “big data” these days and the impact it has on helping companies and brands understand the choices and activities of their market. But today’s guest believes that the best approach to understanding consumers is not big data, but what he calls “small data.” Martin Lindstrom is a branding consultant who has made a name for himself by his “on the ground” approach to interacting with and understanding consumers by trying to see the world through their eyes. This is a f...
Shawn Murphy on the Optimistic Workplace – Episode #50
March 17, 2016 01:03 - 28 minutes - 26 MBShawn Murphy is the CEO of Switch + Shift, a site that explores the Human Side of Business. He's also the author of The Optimistic Workplace: Creating an Environment That Energizes Everyone. Shawn shares the destructive behaviors that cause leaders to ruin culture, aligning work and purpose, the hard stuff of human work and soft stuff of profit. [asa]0814436196[/asa] Shawn at Switch and Shift. Shawn on Twitter Stop by and visit our sponsor, Selling Power, and give them some support. [smartads]
Tim Sanders on Dealstorming – Episode 49
February 14, 2016 16:32 - 38 minutes - 30.6 MBWe are all familiar with how brainstorming brings random people together to create long lists, of any and every idea. We let our brains rumble in hopes of finding the most brilliant plan hiding within the collaborative explosion of thought. Today, we hear from Tim Sanders about a better idea: dealstorming. Tim’s new book, Dealstorming, gives away the secret weapon to solve your toughest challenges. He combines innovation with the process of closing deals. Closing deals, especially in a niche ...
Stu Heinecke on How To Get a Meeting with Anyone – Episode 48
February 03, 2016 13:30 - 42 minutes - 34 MBToday’s guest, Stu Heinecke, approaches marketing in a surprising and unique way. Stu is a cartoonist, using creativity as a truth-telling and marketing device. Today, we hear about Stu’s new book, How to Get a Meeting with Anyone. His unconventional combination of an education in marketing and a talent for drawing has morphed into a lucrative profession and inspiring marketing avenue. Stu has worked for big magazines, reached out to important names through cartoons, and set meetings with pro...
Jeb Blount on Fanatical Prospecting – Episode 47
January 19, 2016 01:38 - 52 minutes - 42.4 MBToday’s guest, Jeb Blount, wrote his book Fanatical Prospecting to remove the complexity of prospecting and provide a formula for it’s use. Jeb’s core belief is that salespeople are the elite athletes of the business world. He empowers salespeople to fill their pipelines with traffic, believing that you fail when you neglect prospecting and have an empty or anemic pipeline. The basics of prospecting were instilled in Jeb by his teacher, Bob Blackwell. Jeb learned from Bob how to say the right...
Jim Keenan on What Is Not Taught – Episode 46
December 22, 2015 00:06 - 22 minutes - 20.5 MBToday 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 publishe...
Mike Weinberg Simplifies Sales Management – Episode 45
October 25, 2015 15:14 - 26 minutes - 24.6 MBOne 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 det...
Gerhard Gschwandtner on a Fierce Loyalty to Life – Episode 44
September 12, 2015 19:59 - 31 minutes - 25.2 MBToday’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 i...