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.
On today’s podcast…
1:30 – Adapting to the customer to improve sales performance
4:00 – The future for Anthony Iannarino
6:18 – Disciplines are greater than goals
11:30 – The Lost Art of Closing and the non-linear sales process
16:15 – Avoiding buyer confusion and buyer’s remorse
19:00 – Level 4 Value and becoming a trusted advisor
26:00 – Viewing “differentiation” through a new lens
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