Aug 14, 2019
As part of our Thought Leader series we're welcoming Anthony Iannarino, a highly respected international speaker, bestselling author, entrepreneur, and sales leader specializing in the complex business-to-business (B2B) sale. He is also a founder and managing partner of two closely-held, family-owned businesses in the staffing industry, leading both entities in strategic planning while growing sales. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy.
Throughout his career, Anthony has helped people in a wide variety of industries and markets think through and overcome their biggest business challenges.
This episode originally aired on March 14th, 2018
On today’s podcast...
3:26 - Adapting to the customer to improve sales performance
5:54 - The future for Anthony Iannarino
8:12 - Disciplines are greater than goals
14:26 - The Lost Art of Closing and the non-linear sales process
18:11 - Avoiding buyer confusion and buyer's remorse
20:54 - Level 4 Value and becoming a trusted advisor
27:54 - Viewing "differentiation" through a new lens
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