Adam and Jeannie interview bestselling author and leading sales expert Anthony Iannarino.
About our guest
Anthony Iannarino is an international speaker, bestselling author of two books, and a sales leader.
Anthony is the Managing Director of B2B Sales Coach & Consultancy, a coaching and consulting firm he started in 2007. He has worked for—and spoken to—global giants like Accenture, Abbot Laboratories, IDEXX, NetJets, Novo Nordisk, BAE Systems, Toro, TransUnion, Wells Fargo, General Electric, RR Donnelly, Wells Fargo, and CH Robinson.
Anthony graduated from Capital University with a summa cum laude dual major in Political Science and English Literature. He then attended Capital University Law School on the Dean’s Academic Scholarship. He also attended Harvard Business School, completing their Owner President Manager Executive Education program.
Anthony is an internationally recognized thought leader in sales and leadership, and his award winning The Sales Blog is read by 65,000 people each month. His Sunday Newsletter reaches 80,000 people each week.
Anthony has been named one the 50 most influential people in sales by Top Sales World. He was also named one of the 25 most influential people in sales and marketing by Open View Partners.
In addition to writing daily at The Sales Blog since 2010 and posting a daily vlog on YouTube, Anthony is also a contributing editor at SUCCESS Magazine and ThinkSales Magazine. He also writes an occasional column for Selling Power Magazine and Forbes Magazine.
Anthony’s first book, The Only Sales Guide You’ll Ever Need, released in October, 2016 is a national bestseller. His second book, The Lost Art of Closing: Winning the Ten Commitments That Drive Sales, immediately shot up to number 1 in new releases in sales and selling. Anthony’s books have already been translated into two forms of Chinese, Italian, Polish, Arabic, and Indonesian.
Connect with Anthony
Closing in on meaningful relationships with Anthony Iannarino
Automation is great, but it makes creating lasting relationships with sales prospects much harder. What’s more, dated sales tactics drive what we don’t automate. So that personal attention we’re giving often chalks up to wasted energy where both salespeople and customers are concerned.
While automation and dated closing tactics may lead to better sales for the short-term, they lack the Customers today are smarter, busier, and demand more meaningful engagement from the companies they do business with.
Not only to close more sales, but to create better long-term value from clients and prospects, we need to become “trusted advisors” to our customers, not just salespeople. So in this ever-connected, fast-moving world, that means finding the right balance between technology and one-on-one engagement. It’s not an easy thing to do!
We’re lucky to have leading sales expert Anthony Iannarino to help us sort these things out! In fact, we found out most of us could benefit from a better approach.
In this episode, Anthony shares his world-class sales experience and tips from his bestselling books. He shares his very best advice on building trust, using automation, researching prospects, amazing closing techniques, and more!
- What piqued Anthony’s interest in helping others produce better sales results? [4:40]
- Anthony outlines modern challenges in becoming a trusted advisor to customers, rather than just a salesperson. [7:10]
- Researching sales prospects online helps start relationships on a more meaningful level, but Anthony has an interesting take on this. [9:20]
- Anthony shares tips for balancing automation with human interaction, and how to anticipate when a distinction is necessary. [14:00]
- Anthony shares highlights from his book The Lost Art of Closing to help us understand better closing techniques. [17:20]
- How can we counsel salespeople to not only make reasonable, meaningful promises, but always deliver on them? [21:40]
- Many sales professionals believe in the concept of “under-promising and over-delivering,” but Anthony has a better idea… [26:10]
Listen To This Episode!
Start creating a successful strategy
Are you ready to build a customer experience strategy on a solid foundation for the long term? Then you’re in luck, because we’re covering the top 5 CX strategy myths in our latest evergreen webinar.
You will learn:
- How to avoid the 5 so-called “Customer Experience Strategies” that aren’t strategies at all
- What drives a winning customer experience strategy, plus examples of companies that “get it”
- How to create a foundation for a customer experience strategy that not only works, but scales for the long term
Join Jeannie at a time that works for you for some serious mythbusting, plus a head start on creating a customer experience strategy that works!
- 360Connext® post, Which Comes First? Customer Experience or Sales?
- Customers That Stick® post, 5 Lessons Salespeople Can Teach Customer Service Professionals
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- Episode 104: Pat Helmers, Sales Babble Podcast
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