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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.
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Passion in Sales: Where Has it Gone?
When I start working with a company and their sales force, it doesn't take long to identify which salespeople have a real passion for their customer, for their product, and for the sales activity. These are the individuals who have a superior drive to achieve, a sparkle in their selling eye, and...
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.
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The One Thing Better Than Selling with Enthusiasm
"Enthusiasm really IS contagious, and many times your customers buy your belief in your product as well as the product itself." -Mike Brooks "People naturally get swept up into excitement and enthusiasm when they are surrounded by what they think is natural and authentic excitement." -K.B. "......
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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.
Sales 1.0 vs. Sales 2.0
Not everything about the old sales tools, techniques and processes were good and some were dreadful. But they weren't all bad. Some of the reason the old tools sound "sales-y" is because the object was to sell something. That outcome hasn't changed. Not everything about the new sales tools and ...
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Aug 4, 2009
It's Not Your Sales Manager's Job
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
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Aug 2, 2009
Are Salespeople Born Or Made?
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 31, 2009
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Jul 30, 2009
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Jul 29, 2009
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Jul 29, 2009
100 Ways to Succeed in Sales: # 8 Sell Within Your Own Organization
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 25, 2009
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Jul 24, 2009
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Jul 24, 2009
Thanks for your two cents, Daniel.
Zen and My Sales Process Agnosticism
There are a couple Zen principles that apply to sales (or anything else, for that matter). One is Shoshin, or beginner's mind. I love this concept. What it means is that we need to approach every endeavor with the open mind of a beginner. But, as we gain competence in anything, we tend to believ...
Still an Effective Close (mostly): The Puppy Dog Close
Posted Jul 23, 2009 at THE SALES BLOG
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