Episode 7: Anti-Cold Calling Charlatans & Borrowing Credibility with Anthony Iannarino
Do you want to beat your competition or do you want to EAT. THEIR. LUNCH? Our guest today, Anthony Iannarino, has devoted his life to teaching people and businesses how to dominate their competition through his speaking, blogging and books.
Anthony doesn’t hide cold hard truths and calls out the anti-cold calling charlatans that promise you can win business away from competitors without picking up the phone. Instead, he’s helping salespeople overcome the fear of cold calling and the misconceptions that surround it.
We discuss this, his thoughts on the role of women in sales and his many run-ins with former guest and host of the Sell or Die Podcast, Jeffrey Gitomer. This is an episode you can’t skip over.
About Today’s Guest
Anthony Iannarino is 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. He is also the designer of Level 4 Value Creation™ and Building Consensus, methodologies that help sales organizations achieve transformational, breakthrough results.
On today’s podcast…
2:57 – We read one of your AMAZING five star reviews!
5:20 – Borrowing credibility
9:13 – There are only 2 business models left and they are going in opposite directions
12:37 – Once you have trust, every transaction is easier
17:43 – The 2 things you need to be a trusted advisor
18:53 – Getting better at emotional intelligence
24:35 – Meditation or meltdown?
26:29 – Eat Their Lunch with Anthony Iannarino
29:42 – Prospecting is not a single event.
34:57 – What do you think you’re doing when you make a cold call?
39:49 – Anthony’s thoughts on the role of women in sales
42:17 – Is there such a thing as toxic masculinity?
50:30 – Be wary of the trainer who doesn’t have their own content
More about Gina
Gina Trimarco is CEO/Founder of Pivot10 Results (training and strategy company) and Carolina Improv Company (comedy club and school). She has 25+ years of experience in marketing, sales, operations and people training. Gina combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. A true Chicago city girl, her much older father trained her in sales starting at the age of 10, working in flea markets.
More about Rachel
Rachel Tipton is a Mom, Realtor, Author, and Creator of The Closing Curve, a new real estate software focused on enhancing the buyer experience. With a background in show business, her motto is: Entertain. Inform. Inspire. Find Rachel on social media as RachelonRealEstate, at www.rachelonrealestate.com and www.theclosingcurve.com and pick up her book, The Gift of Wreckage on Amazon
More about Keith Walters
As Managing Principal of Walters Dev Group, LLC, Keith currently assists companies via board and advisory roles. Keith has spent more than 30 years using a strong entrepreneurial focus to lead, advise and grow very successful businesses. His focus on operational excellence brings stability into organizations he leads and guides. Through a unique management system focused on company growth and strong culture development Keith helps build businesses that are true talent magnets.
Women Your Mother Warned You About™ is part of the Sell or Die Podcast Network. Check out these other amazing SORD podcasts.