Summary

Anthony Delonardo, VP of Sales at LinenMaster, joins Justin Ashby on the Great Day in Sales podcast. They discuss the importance of mindset in sales and how focusing on controllables and daily execution can lead to success. They also talk about the challenges of selling in a niche industry and the need to create a sense of urgency for potential customers. Anthony emphasizes the value of agency in sales and the importance of educating customers based on the salesperson's institutional knowledge. A great day in sales, according to Anthony, is one where a clear goal is set and executed well.

Takeaways

Sales success is driven by mindset and focusing on controllables
Creating a sense of urgency is crucial in selling to niche industries
Giving salespeople agency within a framework leads to better performance
Salespeople's institutional knowledge can be a valuable asset in educating customers
A great day in sales is one where a clear goal is set and executed well

Sound Bites

"It's the process, not the outcome, that defines a great day for us and our team."

"Let's set a goal and then largely forget about the goal and figure out how to have a great day each and every day."

"Set a goal, then focus on having a great day every day; the results will follow."

Chapters

00:00 Introduction and Background

03:35 The Power of Mindset in Sales

09:11 Empowering Salespeople with Agency

12:55 Leveraging Institutional Knowledge in Sales

Great Day In Sales Podcast Intro

Great Day in Sales Podcast Outro

Anthony Delonardo: The Power of Process Over Results