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!
1 year, 1 month 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.
1 year, 5 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!
1 year, 7 months ago on 11 Blogs Every Small Business Person Should Be Following
@Lucy OBrien Thanks, Lucy!
2 years 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?
2 years, 1 month ago on Self-Publishing vs. Publisher: Why You Should Do Both
@ojojor innocent You're welcome!
2 years, 4 months ago on 12 Most Essential Attributes of the Best B2B Salespeople
Thanks for including my eBook here, @douglaserice !
2 years, 5 months ago on 12 Most Compelling Free eBooks by Business Bloggers
@AmyMccTobin Join, Amy! You won't regret it!
2 years, 7 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, 8 months 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, 10 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, 10 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, 10 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, 11 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.
@jeanniecw Thanks, so much! I think we do our clients a huge disservice when we don't help them to understand what they are giving up in value by making the decision on price alone.
Thanks! No doubt that the sales process and methodology help you stack the deck in your favor. Numbers 4, 5, and 6 are critically important and keep your opportunity from the at-risk column.
@wadvisor Thanks so much for your thoughtful (and complete!) response, Amir! I might have to write a whole post on #12; Daniel thinks I need to.
2 years, 11 months ago on 12 Most Valid Reasons You Should Disqualify a Prospective Client
One thing I know with great certainty is that you cannot automate relationships. It just doesn't work that way when it comes to things like trust and caring. When it comes to engagement with your brand, be it a company or a personal brand, you actually have to do the work. But alas, some people don't understand the commitment and effort required to produce results through any form of marketing.
That said, I have a group of people I am associated with that produce killer content, best-in-class in their space. I could go out and hit the Retweet button on each of their sites each time they post, but I don't (the Retweet button itself is a form of automation, right?). I automate some of that so I can spend more of my limited time actually engaging with the communities of which I am a part.
I hope I have the balance right!
2 years, 11 months ago on The Automation Debate
@ShennandoahDiaz@prosperitygal@pbehnia I agree completely with your comments, Shennandoah. It's not being a prima donna. Disqualifying isn't about being difficult to work with or carrying yourself as if you are above your clients. It's about being able to create value for all the stakeholders to a deal, including you and your company.
We are all charged with being the best version of ourselves, and we can't do that when we do work that isn't meaningful and valuable to others.
@westfallonline Thanks, Chris. You are too kind, my friend.
@ShennandoahDiaz I think most salespeople and entrepreneurs know that this is all right and true, it's just difficult when the opportunity is sitting in front of you and the rationalizing brain takes over.
@danielnewmanUV Thanks, Daniel! You want the 12 Most Damaging Sales Problems You Need to Face Now?
@PhilipHesketh I think that's right, Phillip. Sales Management has a "more" button, but not a "Better" button. They think more opportunities means more sales. But growth is best found in the sweet spot, even if it where selling is most challenging.
@pbehnia You are so right. But most people buckle under the need to do more prospecting so they can save themselves from heartbreak.
@tedcoine Thanks, Ted! I love number 4, too. We want to do good work, we need to good work, and the prospect believes there is no difference and treats as such. This leaves us no profit to do the work that creates value.
I never thought of number 6 as charity. I am stealing that!
Number 10 is overlooked, too. When we do work that is less than it should be, word spreads. It isn't worth trying to capture a few dimes if it costs dollars to do so.
@MeghanMBiro Number 7, Complaining, is so much more than annoying. It can completely undo a team. Negativity is the only cancer that spreads by contact, and the power to continually complain and chip away at the great attitudes of others should be stopped as soon as it is recognized. This stinks worse than the salmon.
2 years, 12 months ago on 12 Most Annoying Workplace Habits – Why Can’t We All Just Get Along?
@danielnewmanUV How dare you, Daniel! Are you suggesting that I am not my Klout score?
2 years, 12 months ago on 12 Most Incredibly Useless Conditions for a High Klout Score
@pbehnia Thanks, Parissa! I like your thoughts about the presenting pain not always being the actual pain we need to resolve. Too often, we accept things at face value, when in reality, they are often far more complicated. It helps to get this right when you have to execute.
2 years, 12 months ago on 12 Most Damaging B2B Sales Call Mistakes
@danielnewmanUV Thanks, Dan! I appreciate the kind words. I am so with you on 1 and 2. The stuff that should be easy is sometimes the most difficult. But if you get these two wrong, the game is lost!
@westfallonline@danielnewmanUV Thanks, gents. I can't tell you how many times I have salespeople call on me and launch into a pitch. Useless. If they would listen, they would have a much greater likelihood of getting the solutions right . . . because I'll give them the answer if they let me!
@wadvisor Thanks for sharing your thoughts! This list could go on and on and on, but I think it covered the big ones.
As to the agenda, it works best when it is "ours," right?
@MeghanMBiro Thanks, Meghan! There is no doubt that listening is a differentiator! Needs to be treated as such . . . our clients do!
Mothers are often more horrified to discover that the oldest child living under their roof, not only encourages this behavior, but is also an active participant.
3 years ago on 12 Most Important Reasons Boys Need To Pee In The Woods
@LeanneHoaglandSmith Great addition!
3 years ago on 12 Most Important Rules for Prospecting
@Steveoday thanks, Steve! Ride them like a birthday pony!
@MaureenB2B Heart you right back!
@douglaserice I like opening relationships. That's the outcome we are all really after anyway!
@pbehnia I am afraid we may have to agree to disagree. I believe that if you've you done your job well, you aren't perceived as pushy and you've earned the right to ask.
@danielnewmanUV Thanks, Dan! You don't know how often I have to defend the idea of just getting in. It's nice to have a power sponsor high up the org chart, but the dissatisfaction lower on the org chart often enables you to have meaningful conversations with the people you need to move an opportunity.
There isn't right or wrong, just effective and ineffective. You have to do what works.
@JohnPatrick Thanks for the kind words, John! I know that you know that hype is just that: hype. The ideas only generate money for the ones who sell them, not for those who follow the advice.
@wadvisor Thanks! There is nothing wrong with re-reading Dale Carnegie every 18 to 24 months--there is always something new there (or it feels like it anyway).
3 years ago on 12 Most Important Books for B2B Sales Professionals
@danielnewmanUV Thanks for having me here, Daniel. I appreciate it! I am a big fan of Rackham's work, and it has not only had a great impact on my thinking about sales, it's had an equal great impact on my results--that's what counts!
Thank you, my friend! I really appreciate the shout out here. And to be included on this killer list!. Honored and humbled!
3 years, 1 month ago on 12 Most Prolific Bloggers I Read Daily
@DanWaldschmidt As did you, my friend.
I just had a client who was struggling to reach his dream client. He was frustrated, and I told him that he was assuming too much by believing that his dream client was blowing him off. Turns out, hip replacement and off work for 90 days, and very interested. It's so not about all the things our little minds cooks up.
3 years, 6 months ago on Non-Responders 101
Why is step one an email?
If this is a critical prospect, why did you choose to attempt to communicate with them using a half-duplex method that simply broadcasts your message in their direction? Email allows your message to be received, possibly heard, and ignored for days, weeks, months, or more likely, forever. (Ever see most people's inbox? It's a tragic landscape of missed commitments and lost opportunities all wrapped up in the worst storage system for tasks ever).
If your prospect missed an appointment with you, you pick up the phone and you call them. You leave a message that you understand that they may be tied up, and that you will be waiting for them. If in fifteen minutes, they haven't called you back, you call and leave another message explaining that you assume something came up, and that you will call them again in 24 hours to reschedule. (I'll have to write a post about what to do when you reach this point)
What's with this "waiting" business? You do have something for them that is worth their time, don't you?
PS: The higher level the executive, the greater likelihood you can expect your email to be unreturned. Executives prefer to face-to-face first, phone second.