Show notes
Anthony Iannarino is a highly respected international speaker, bestselling author, entrepreneur, and sales leader specializing in complex business-to-business sales. Anthony is a top thought leader in sales strategy. His most recent book, Elite Sales Strategies: A guide to being one-up, creating value, and becoming truly consultative.What does it mean to be a sales guide?4:44.428 – 7:20.708 Why does it require more of a salesperson of being one-up?7:53.623 – 9:45.219 Are you the hero or the guide in sales?10:23.127- 11:05.288 the difference between buyer's journey and buyers' journeys11:19.093 – 13:41.318 What happens when desperation kicks in for salespeople?13:58.910 – 15:17.980 Why should you stop talking about solutions and start talking about outcomes? [Solution mode vs. Outcomes Mode]Uncertainty kills decisions16:26.820 - 19:29.620 Why Should Salespeople create certainty over credibility?19:43.782 – 21:12.486 Decisions Makers Seek Trusted Advisors21:26.678 – 23:05.03 Why prevents clients from ChangeHow to create certainty so clients change25:20 – 27:12.029ABOUT NICK GLIMSDAHLSubscribe to my weekly newsletterFind me on TwitterFind me on LinkedInLISTENER SUPPORTPurchase Nick’s books: Reasons NOT to Focus on Employee Experience: A Comprehensive GuideApparel: https://www.teepublic.com/user/press-1-for-nick Support this show through Buy Me A CoffeeBOOK RECOMMENDATIONS:Learn about all the guests book recommendations here: https://press1fornick.com/books/ BROUGHT TO YOU BY:VDS: They are a client-first consulting firm focused on strategy, business outcomes, and technology. They provide holistic consulting services to optimize your customer contact center, inspiring and designing transformational change to modernize and prepare your business for the future. Learn more: https://www.govds.com/ This podcast is under the umbrella of CX of M Radio: https://cxofm.org/Podcast-Shows/ SPONSORING OPPORTUNITIES:Interested in partnering with the Press 1 For Nick podcast? Click here: https://press1fornick.com/lets-talk/
