S. Anthony Iannarino
B2B Sales Coach and Consultant: Helping sales organizations Advance | Sales | Faster
It's sometimes startling for people to find out that they're salespeople (okay, it's almost always startling). But once you understand that all of your results come from your ability to create value for others--and that you have to persuade them that you are the right person to do so--you quickly discover you are a commission-only salesperson. The sooner you embrace your need to sell, the sooner you produce results.
Thanks for the killer wrap up here. And you're right that Mike Bowers built a great program with the Ohio Growth Summit. More entrepreneurs need to take the day away from their business to work "on" the business. No one should miss OGS!
6 months ago on We’re All in Sales :: Greatest #OGS13 Takeaway [VIDEO]
@douglaserice Thank you, my friend. I am humbled and honored to be included on your list. More still, if that's what you have taken from my message, I couldn't be any more pleased.
10 months ago on 8 Life Lessons I've Learned from the 8 Most Influential Men in My Life
Thanks for including me in your killer list, Doug! I appreciate you!
12 months ago on 11 Blogs Every Small Business Person Should Be Following
@Lucy OBrien Thanks, Lucy!
1 year, 5 months ago on 12 Most Salient Sales Blogs
Thanks for including me in your top 12 list, Doug! One of THE GREATEST outcomes my humble blog has achieved is that it helped give you the nudge you needed to start sharing yourself with us!
Thanks for the shout, Gini! I enjoyed chatting with you last week (and someday, a bike ride!).
I have been diligently writing for two and half years, and I am going to publish a more traditional book late this year. It's interesting how those of us that write and traditional publishers are both struggling to find a model that works.
When I was young kid, I fronted a rock band. I remember the story of how Motley Crue couldn't get anyone to give them a deal, so they found the money, recorded their own album (that's what we used to use to listen to music for the young folks here), and they went out and sold 10,000 copies themselves. After the record companies got wind that they were hustling their own record, they were immediately signed. It turns out, the industry needed Motley Crue. Seems that even then the establishment struggled to allow money to be made without claiming their share.
Maybe that's what is happening here? If you can do it yourself, you're worth having. The value that publishers claim is out of balance with the value that they create. But perhaps we are finding our way here?
1 year, 6 months ago on Self-Publishing vs. Publisher: Why You Should Do Both
@ojojor innocent You're welcome!
1 year, 9 months ago on 12 Most Essential Attributes of the Best B2B Salespeople
Thanks for including my eBook here, douglaserice !
1 year, 9 months ago on 12 Most Compelling Free eBooks by Business Bloggers
AmyMccTobin Join, Amy! You won't regret it!
1 year, 11 months ago on Most “12 Most Speak-tacular Reasons to Join Toastmasters”
danielnewmanUV Ask, and ye shall receive. How about because it works?
2 years, 1 month ago on 12 Most Indispensible Methods of B2B Prospecting
margieclayman Thanks, the Ubiquitous Margie! All things being equal, relationships win. All things being unequal, relationships still win. I think the part where you care and create value before claiming it is an important point!
2 years, 2 months ago on 12 Most Critical Sales Skills for B2B Salespeople
Opening commitments are more important than closing commitments. No deal is ever closed that isn't first opened! (I love number 6, too!)
margieclayman Thanks, Margie! You are everywhere, all of the time! How do you do it?
2 years, 3 months ago on 12 Most Essential Attributes of the Best B2B Salespeople
douglaserice Thanks, Doug. I love this list. I am compiling the eBook as we speak. Without these attributes, selling is difficult. I think number 7 is critical. Your dream clients can feel whether or not you care. If you don't care, you're done, as simple as that. Number 5, resourcefulness, is a big part of the game. You have to figure it out!
danielnewmanUV Thanks, Dan! None of this stuff matters if you aren't into it! But if you are into it: WHOA! Passion matters a lot! Who wants a half-hearted effort? Not your clients, that's certain!
douglaserice Demonstrates you can produce results. Proves other people trust you. Means you have run across some problems. Prior or existing clients are a great source of proof!
2 years, 3 months ago on 12 Most Useful and Convincing Proof Providers
westfallonline Thanks, Chris! Fertilizer? Is that a euphemism? There is no doubt that what other people say about you counts for more than what you say about yourself. But, that said, why not work to be a thought leader and demonstrate your ability to help your clients by creating a bunch of tools? Thanks for your support, and your leadership here on @12most!
Thanks, Margie! I think white papers--and any thought leadership pieces--help build your credibility.
danielnewmanUV Thanks, brother! Happy to write the post and happy it lives here on 12most!
2 years, 3 months ago on 12 Most Dangerous Threats to Winning Your Deal
westfallonline Thanks for the kind words, Chris. This is tough stuff, but you have to pay attention to the threats . . . lest you lose.