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S. Anthony Iannarino
Westerville, OH
B2B Sales Coach
Interests: sales management, current affairs, personal development, marketing, strategy, technology, politics, science, cycling, sales effectiveness, reading (history, business-related interests: sales, adaptability, public speaking personal interests: family, futurist thought, personal development), fourth generation warfare.
Recent Activity
Not new! Not subtle! Sound the alarms! Passionate engagement is missing. And not just in sales. It's missing from most things areas of business. Too many people are cynical. They are too cool for school. They won't fully give themselves over to what they are doing. And it kills business. The reasons are too many for comment section to your post. But know it has to be fixed! And fast! It's time to throw down the gauntlet. Get passionate, get engaged, or go somewhere you can be passionate and engaged. You owe your company your best you, and nothing else will do, nothing less should be given or accepted. Thanks for the prompt! I'll have more to say, but right now I have to give myself over completely to another task. A
1 reply
You are so so right, Skip. I have seen reps that are a 10 on the enthusiasm Richter scale roll over a low key prospect. I have also watched in horror as a low key salesperson bored an enthusiastic prospect to sleep. As professionals though, we really need to be able to work within a comfortable range, and that means being able to force ourselves out of our natural comfort zone. I like the idea of working within a couple points. If you are a 4, maybe you should be able to will yourself to a 7, and vice versa. A
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S. Anthony Iannarino is now following
Aug 6, 2009
Thanks for the question, Alyncia. The fact that you asked means I achieved my goal; you are thinking about what this means. Even though I have two posts on sales and Zen last month, I am no Zen master and so I won't leave to answer this for yourself. Yes. And no. I am recommending that you adopt what works for you and your organization, and ditch what doesn't work. Just because something is new doesn't mean it is better or that it should be immediately adopted to replace the old. One reason some things last so long is because they are still effective. And some of Sales 2.0 will prove to be nothing more than fads that disappear as fast as they come to our attention. Some old sales attributes and techniques are still timeless, and are still required if you are to succeed. Don't trade those in for any amount of hype or attention.
Toggle Commented Aug 5, 2009 on Sales 1.0 vs. Sales 2.0 at THE SALES BLOG
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S. Anthony Iannarino is now following Cruise Control
Aug 4, 2009
Motivation, that is. It is not your sales manager's job to motivate you. In fact, he can't motivate you. Truth be told, he can't even threaten you or inspire you. Anthony Robbins can't motivate you. No one can. All they... Continue reading
Posted Aug 3, 2009 at THE SALES BLOG
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Aug 2, 2009
It is now an age-old question: Are salespeople born, or can they be made? It is true that some of the essential attributes commonly possessed by salespeople are part of their DNA. Some salespeople have a natural charisma, the ability... Continue reading
Posted Aug 2, 2009 at THE SALES BLOG
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Jul 29, 2009
There may be no harder lesson to learn in sales. Half of the sale takes place with the prospect. For great salespeople the other half takes place within their own organization. These professionals use the same skill sets that allow... Continue reading
Posted Jul 28, 2009 at THE SALES BLOG
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Jul 24, 2009
Thanks for your two cents, Daniel.
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One old close that is still effective is the Puppy Dog Close. If you have the kind of goods that you can allow the prospect to take home and fall in love with, it is rare that you ever get... Continue reading
Posted Jul 23, 2009 at THE SALES BLOG