“Anthony was my guest on the Recruiting Better podcast. The clarity and power of Anthony’s message is plain to see. He resonated deeply with my audience and I get feedback consistently on how valuable the show has been to recruiters and recruitment leaders. Time spent with Anthony is transformational. I reccomend him without hesitation. ”
Anthony Iannarino
![Anthony Iannarino is an influencer]()
Sales Leader, Writer, Author, Speaker — I teach sales professionals how to win in an evolving B2B landscape.
Westerville, Ohio, United States
61K followers
500+ connections
61K followers
500+ connections
About
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.
In each business, Anthony is focused on helping professionals reach their full potential. In 2007, while growing the sales force of his second staffing firm, he discovered a knack for coaching, and realized that he could make enduring contributions to a company’s sales culture. He began blogging about complex selling processes, and gravitated toward B2B companies facing challenges in sales force management and performance. His transition to professional speaking, consulting, and workshop facilitation led to the development of a trademarked methodology that has proven instrumental in helping sales organizations achieve revenue goals.
Throughout his career, Anthony has helped people in a wide variety of industries and markets think through and overcome their biggest business challenges. His greatest strength is in getting others to build consensus around what must change, and identify the resources within themselves that will drive positive results. Be it through the delivery of staffing solutions or sales strategies, Anthony is a trust builder who focuses on leading transformational conversations, those that create and sustain relationships of value. He is a natural mentor who brings the business acumen, situational knowledge, and experience to each engagement, and lays a solid foundation for future growth.
Experience
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Founder & Managing Director
Managed Employee Solutions (MES)
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Sales Coach & Sales Consultant
B2BSalesCoach.com
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Creator & Writer
The Sales Blog
Education
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Capital University Law School
JD Law
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Activities and Societies: Dean's Academic Scholarship, The Federalist Society, Student Bar Association
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Capital University
B.A. Political Science, English Literature
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Activities and Societies: Graduated summa cum laude, Award: Pi Sigma Alpha (Political Science Honor Society)
Skills
Publications
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The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear and Boost Success
Wiley
See publicationA book to reduce your negativity and increase your positivity and your outlook.
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Leading Growth
Wiley
See publicationLeading Growth: The Proven Formula for Consistently Increasing Revenue presents an engaging, easy-to-understand, and actionable blueprint for growing your sales numbers in any organization and in any industry. You’ll learn to apply the author’s two key formulas for growth as you harness effective leadership and maintain a laser-focus on revenue to increase profitability and sales.
In the book, you’ll explore the foundations of sales leadership―including transformation, vision…Leading Growth: The Proven Formula for Consistently Increasing Revenue presents an engaging, easy-to-understand, and actionable blueprint for growing your sales numbers in any organization and in any industry. You’ll learn to apply the author’s two key formulas for growth as you harness effective leadership and maintain a laser-focus on revenue to increase profitability and sales.
In the book, you’ll explore the foundations of sales leadership―including transformation, vision, communication, strategy, and decision-making―and learn to deal with perennial problems and pitfalls, like the buyer’s “task-force” that seems more interested in maintaining the status quo than coming to a firm decision. The author also explains how to shorten your sales cycles and win new opportunities for revenue growth.
An indispensable guide for sales leaders, salespeople, consultants, coaches, and any other professional who works in, with, or for a revenue-oriented team, Leading Growth is an accessible roadmap to sales growth that delivers practical, hands-on solutions for sales professionals on the front lines. -
Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative
Wiley
See publicationHere is what the publisher says about the book: In his fourth book, veteran sales leader and bestselling author Anthony Iannarino delivers an incisive and eye-opening roadmap to commercial success. The book teaches sales professionals to approach every sale from a position of authority and expertise. Emphasizing an ethical obligation towards the client that demands nuanced and helpful advice, salespeople will learn to fully utilize their strengths.
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Eat Their Lunch: Winning Customers Away From Your Competitors
Portfolio
See publicationThe first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition, from the author of The Only Sales Guide You'll Ever Need and The Lost Art of Closing.
Like it or not, sales is often a zero-sum game: Your win is someone else's loss. Most salespeople work in mature, overcrowded industries, your offerings perceived (often unfairly) as commodities. Growth requires taking market share from your competitors, while they try to…The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition, from the author of The Only Sales Guide You'll Ever Need and The Lost Art of Closing.
Like it or not, sales is often a zero-sum game: Your win is someone else's loss. Most salespeople work in mature, overcrowded industries, your offerings perceived (often unfairly) as commodities. Growth requires taking market share from your competitors, while they try to do the same to you. How else can you grow 12 percent a year in an industry that's only growing by 3 percent?
It's not easy for any salesperson to execute a competitive displacement--or, in other words, "eat their lunch." You might think this requires a bloodthirsty "whatever it takes" attitude, but that's the opposite of what works. If you act like a Mafia don, you only make yourself difficult to trust and impossible to see as a long-term partner. Instead, this book shows you how to find and maintain a long-term competitive advantage by taking steps like:
* ranking prospective new clients not by their size or convenience to you, but by who stands to gain the most from your solution.
* understanding the different priorities for everyone in your prospect's organization, from the CEO to the accountants, and addressing their various concerns.
* developing a systematic contact plan for all those different stakeholders so you can win over the right people at the organization in the optimal sequence.
Your competitors may be tough, but with the strategies you'll discover in this book, you'll soon be eating their lunch -
The Lost Art of Closing: Winning the 10 Commitments That Drive Sales
Portfolio - Penguin - Random House
See publicationFor decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close.
But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how…For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close.
But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes.
Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.
Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to:
· Compete on value, not price, by securing a Commitment to Invest early in the process.
· Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders.
· Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns.
The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results. -
The Only Sales Guide You'll Ever Need
Portfolio Penguin
See publicationUSA TODAY NATIONAL BESTSELLER
From Portfolio:
Why are a small number of salespeople in any field hugely successful, while the rest get mediocre results at best?
The answer is simple: it’s not about the market, the product, or the competition—it’s all about the seller. And consequently, any salesperson can sell more and better, all the time.
Over twenty-five years, Iannarino has boiled down everything he's learned and tested into one convenient book that explains…USA TODAY NATIONAL BESTSELLER
From Portfolio:
Why are a small number of salespeople in any field hugely successful, while the rest get mediocre results at best?
The answer is simple: it’s not about the market, the product, or the competition—it’s all about the seller. And consequently, any salesperson can sell more and better, all the time.
Over twenty-five years, Iannarino has boiled down everything he's learned and tested into one convenient book that explains what all successful sellers, regardless of industry or organization, share: a mind-set of powerful beliefs and a skill-set of key actions, including...
·Self-discipline: How to keep your commitments to yourself and others.
·Accountability: How to own the outcomes you sell.
·Competitiveness: How to embrace competition rather than let it intimidate you.
·Resourcefulness: How to blend your imagination, experience, and knowledge into unique solutions.
·Storytelling: How to create deeper relationships by presenting a story in which the client is the hero and you're their guide.
·Diagnosing: How to look below the surface to figure out someone else's real challenges and needs.
Once you learn Iannarino's core strategies, picking up the specific tactics for your product and customers will be that much easier. Whether you sell to big companies, small companies, or individual consumers, this is the book you'll turn to again and again for proven wisdom, strategies, and tips that really work.
Organizations
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Toastmasters
President
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