Leading Growth: The Proven Formula for Consistently Increasing Revenue by Anthony Iannarino About the Book: In Leading Growth: The Proven Formula for Consistently Increasing Revenue, veteran B2B sales professional and coach Anthony Iannarino delivers an expert guide to enabling revenue growth in your sales team. In the book, you’ll explore the fundamentals of organizational leadership, including vision, transformation, strategy, communication, and decision-making. You’ll also define new frameworks for growth involving the people, planning, pipeline, and efficacy that make up your strategy. The author also presents: Strategies to help salespeople create and win new opportunities for revenue growth Ways to grow revenue when you’re required to deal with a “task force” or team of decision-makers who seem bent on preventing any kind of meaningful change Methods for shortening an ever-lengthening sales cycle An indispensable resource for salespeople and sales leaders at every level of organizations, Leading Growth will also earn a place on the bookshelves of consultants, coaches, and other professionals who serve revenue- and growth-oriented firms as they seek to expand. About the Author: Anthony Iannarion is a reader, writer, author, speaker, entrepreneur, sales leader, and trainer. He has written and published a daily post every day since December 28, 2009, amassing over 4,600 posts on sales, success, leadership, and productivity. The main thrust of his work is in human effectiveness.  His previous books are:  The Only Sales Guide You'll Ever Need The Lost Art of Closing: Winning the Ten Commitments That Drive Sales Eat Their Lunch: Winning Customers Away from Your Competition Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative His books have been translated into 18 languages.  And, interesting fact - after high school he moved from Ohio to LA where he was the lead singer in a hair metal band, and where he was at least once mistaken for the lead singer of The Red Hot Chili peppers, Anthony Kiedis! (He later graduated from college and law school.) Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/leading-growth-anthony-iannarino 

Sales experts discuss productivity tips, time management strategies, prospecting techniques, and managing sales pipelines. Highlights include separating research from prospecting, strategic prospecting efforts, and the importance of maintaining a full pipeline and securing clear next steps in sales deals.

On this Sales Gravy Podcast episode Jeb Blount (Virtual Selling) and Anthony Iannarino (Eat Their Lunch) get down and dirty about why salespeople need to adopt a phone first approach to outbound prospecting sequences. Three Reasons Salespeople Default to Email for Outbound Prospecting There is no tool in your sales arsenal that is more powerful than the phone. None. Yet sales professionals across the spectrum have abandoned the phone for spamming prospects with an endless stream of email. Fear of the Phone In many cases this destructive behavior has its origin in fear. These salespeople are afraid of rejection and therefore avoid talking to people. Email allows them to keep people at arms length. Ignorance of the Power of the Phone in Outbound Prospecting In other circumstances, it is a case of ignorance. Salespeople have been blasted with the false message that the "phone no longer works." They've been lead to believe that the only way to effectively prospect is by email. Therefore, they stuff outbound prospecting sequences with spammy emails rather than leading with the phone first. Leadership Failures Finally, there is the failure of leadership. From sales managers to marketing organizations, salespeople are not being taught how to do outbound prospecting by phone or held accountable for talking to people. Leaders, through their actions and inaction, encourage email first vs phone first outbound prospecting sequences. This results in thin pipelines and, in many cases, a negative impact to the company's brand. Phone First Outbound Prospecting Sequences The objective of outbound prospecting sequences is to improve the probability of engaging a prospect. For this reason, sequences deploy multiple communication channels and prospecting touches over set duration of time. The key to effective outbound prospecting is talking to people. So, for best results, front load your outbound prospecting sequences with phone touches. The phone is the easiest and fastest means of engaging in conversations with and setting appointments with high quality prospects. Therefore, to fill your pipeline faster, in less time, lead with a phone first approach on outbound prospecting sequences. We created a new FREE guide to help you build better prospecting sequences called Seven Steps to Building Effective Prospecting Sequences

Anthony Iannarino, an author and B2B sales expert, shares his insights on displacing competitors. He emphasizes the importance of providing valuable information over just features to stand out. Iannarino discusses the triangulation strategy to position oneself as a trusted expert. He also highlights the need to adapt sales tactics by understanding competitor models to build trust with clients. Additionally, he underlines ongoing value delivery and proactive planning as key elements in winning clients away from rivals.

Anthony Iannarino, a renowned sales expert, Ralph Barsi, a seasoned sales leader, and Ryan Oosterveld, a customer engagement professional, dive into the art of displacing competitors. They discuss compelling tactics for getting meetings with buyers bound to competitors and stress the need for a problem-driven sales strategy. Insights on leveraging CRM data for competitive intelligence and the importance of aligning sales strategies with client needs are highlighted. The trio also unpacks the CBD framework to help sales teams stand out in a crowded market.