In the Arena

Making better decisions - in business and in life - is one of the top goals for many people. On this episode of In The Arena, Anthony interviews author and professor Steven E. Landsburg, a global expert in economics, philosophy, and the science behind rational decision making. Steven and Anthony dig into why people make poor decisions and rationalize them afterward, as well as seek out the answer to why people are irrational in predictable ways. You’ll hear insider information behind the thought experiments in Steven’s latest book, “Can You Outsmart an Economist?” and it’s an episode not to be missed. Listen now! Author @StevenLandsburg & @iannarino dig into why people make poor decisions & rationalize them afterward, as well as seek out the answer to why people are irrational in predictable ways, all on this ep of #InTheArena. Listen now!Click To Tweet Thought experiments such as this one demonstrate how people make rational, or irrational, decisions Steven’s newest book is full of logic puzzles that are sure to entertain and educate. He and Anthony walk through one on this episode. Let’s say you have 2 urns, each filled with black and white balls. The first urn is filled with 70% white and 30% black balls. The second is filled with 30% white and 70% black balls. You pick one of the urns at random, pull out 12 balls, and 4 of them are white while 8 are black. Which urn did you select from? Most people decide that they were 40% likely to pull from the predominately white urn and 60% likely to pull from the predominately black urn. However, the most rational conclusion is that you had a 98% chance of pulling from the predominately black urn. Why? Be sure to listen to this episode for the full explanation. The key to making better decisions lies in understanding our own biases and downfalls Steven has learned through decades of research that most people are irrational, but that they’re irrational in predictable ways. People have a habit of simply “going with their gut” and not evaluating all of the options. Steven encourages people to think smarter about their decisions, and by starting with this question, you can be well on your way to becoming a more rational thinker. Ask yourself, “Do I have any reason to trust my own opinion more than the opinion of someone else, who has been thinking about this problem as hard as I have?” This question can shed valuable light on questions you’re asking about real estate, finances, sales, marketing, and more. If you always suspect that people think differently than you do when it comes to big decisions, you can be better prepared to consider the viewpoints you might have otherwise overlooked. People have a habit of simply “going with their gut” when making decisions & not evaluating all of the options. Learn how to combat this tendency on this ep of #InTheArena featuring author & economist @StevenLandsburg, hosted by @iannarino. Check it out!Click To Tweet The obvious answer to a problem isn’t always the best answer So many people revert to the most obvious answer to a statement. They fall into a trap of going with the first explanation that comes to mind, but Steven and Anthony counter this tendency on this episode. Steven outlines an example scenario, based on systems that allow students to rate their professors on their ability to teach well. Studies have shown that good-looking professors almost always score higher than average-looking professors. Many people would conclude that it’s because students are simply shallow and that they only notice looks. However, Steven offers the idea of good-looking people who choose to be professors are inherently better at teaching than average-looking counterparts. This could be because of the multitude of additional career opportunities for good-looking individuals (acting, modeling, etc.). Thus, great-looking people who choose to teach may be exce...

On Tuesday, November 6th, I am releasing my third book in three years. If you read this newsletter each week (or even most weeks), you know the book is titled “Eat Their Lunch: Winning Customers Away from Your Competition.” It’s a book about competitive displacement, or put more directly, “stealing your dream clients from your competition.” Eat Their Lunch is a book about living, thriving, and surviving in the red ocean, where there is fierce competition, where clients want to commoditize what you sell, and where you are necessarily a large part of the value proposition (and in many cases, the largest). When someone writes a book, they have something they absolutely must share, some question they must answer, some problem they need to solve, or some complicated knot they are attempting to unravel. When you think about sales, there aren’t too many things more difficult than taking your dream client away from a competitor they believe is satisfying their needs. It’s not that they don’t have a compelling reason to change, but rather they don’t think they have a compelling reason to change. Unless and until you help them believe they need to do something different, you are not going to have an opportunity to win your dream client away. You also can’t wait to win your dream clients. In the past, it was customary to wait patiently for your dream client to become dissatisfied enough to let an RFP or rummage through a box business cards to invite different companies in to present to them. This behavior, waiting passively and being reactive, is how you become a commodity. Here’s the terrible truth about commoditization: If you act like a commodity, your dream client will treat you accordingly. The right approach for both of these problems is to get on your front foot, to be proactive, to dictate the tempo, to control the narrative. Is Eat Their Lunch for You? When you write a book proposal, you are supposed to include a section to describe the audience for your book to the publisher. The wrong answer is “everyone.” The right answer is a small niche that is large enough to publish a book profitably. It's Not For You If . . . If you want to know how to speak poorly about your competitor, this book is not for you. I offer the opposite advice. The best way to “eat their lunch” is to say nice things about your competitor and then differentiate yourself and your approach. If you want tricks and shortcuts that will provide you with a result without any effort on your part, I am afraid I am going to disappoint you. Eat Their Lunch is practical and tactical, and the frameworks require disciplined effort on your part. It's For You, For Sure However, if you are the kind of person who wants to know how to create so much greater value than their competitors that their dream clients will switch providers, Eat Their Lunch will show you how to do so. If you want to make ideas like Challenger and selling with insights actionable, the chapter on capturing mind share will provide you with a framework and exercises that will allow you to do so. Prospecting isn’t an event. Prospecting is now a campaign, where you professional persist and pursue your dream client over time. If you want to know how to professionally persist effectively and use your greater value creation to capture mind share and gain appointments with your dream clients, you’ll find the strategy in Eat Their Lunch. For me, discovery is now about helping the client discover something about themselves. If you want the newest and sharpest lens for understanding your client’s real challenges, Eat Their Lunch will stretch you, and in doing so, give you a much clearer view, one that opens up opportunities and creates an advantage. It will help you see what is invisible to your competitor. You know how there seem to be more people involved in every deal and how...

On Tuesday, November 6th, I am releasing my third book in three years. If you read this newsletter each week (or even most weeks), you know the book is titled “Eat Their Lunch: Winning Customers Away from Your Competition.” It’s a book about competitive displacement, or put more directly, “stealing your dream clients from your competition.” Eat Their Lunch is a book about living, thriving, and surviving in the red ocean, where there is fierce competition, where clients want to commoditize what you sell, and where you are necessarily a large part of the value proposition (and in many cases, the largest). When someone writes a book, they have something they absolutely must share, some question they must answer, some problem they need to solve, or some complicated knot they are attempting to unravel. When you think about sales, there aren’t too many things more difficult than taking your dream client away from a competitor they believe is satisfying their needs. It’s not that they don’t have a compelling reason to change, but rather they don’t think they have a compelling reason to change. Unless and until you help them believe they need to do something different, you are not going to have an opportunity to win your dream client away. You also can’t wait to win your dream clients. In the past, it was customary to wait patiently for your dream client to become dissatisfied enough to let an RFP or rummage through a box business cards to invite different companies in to present to them. This behavior, waiting passively and being reactive, is how you become a commodity. Here’s the terrible truth about commoditization: If you act like a commodity, your dream client will treat you accordingly. The right approach for both of these problems is to get on your front foot, to be proactive, to dictate the tempo, to control the narrative. Is Eat Their Lunch for You? When you write a book proposal, you are supposed to include a section to describe the audience for your book to the publisher. The wrong answer is “everyone.” The right answer is a small niche that is large enough to publish a book profitably. It's Not For You If . . . If you want to know how to speak poorly about your competitor, this book is not for you. I offer the opposite advice. The best way to “eat their lunch” is to say nice things about your competitor and then differentiate yourself and your approach. If you want tricks and shortcuts that will provide you with a result without any effort on your part, I am afraid I am going to disappoint you. Eat Their Lunch is practical and tactical, and the frameworks require disciplined effort on your part. It's For You, For Sure However, if you are the kind of person who wants to know how to create so much greater value than their competitors that their dream clients will switch providers, Eat Their Lunch will show you how to do so. If you want to make ideas like Challenger and selling with insights actionable, the chapter on capturing mind share will provide you with a framework and exercises that will allow you to do so. Prospecting isn’t an event. Prospecting is now a campaign, where you professional persist and pursue your dream client over time. If you want to know how to professionally persist effectively and use your greater value creation to capture mind share and gain appointments with your dream clients, you’ll find the strategy in Eat Their Lunch. For me, discovery is now about helping the client discover something about themselves. If you want the newest and sharpest lens for understanding your client’s real challenges, Eat Their Lunch will stretch you, and in doing so, give you a much clearer view, one that opens up opportunities and creates an advantage. It will help you see what is invisible to your competitor. You know how there seem to be more people involved in every deal and how...

Word of mouth marketing is essential to the success of any business. Why is it then, that so many marketers don’t have a specific word of mouth marketing strategy? Jay Baer, the author of the new book “Talk Triggers,” joins Anthony on this episode of In The Arena to answer that exact question. He’ll walk you through 4 criteria to keep in mind when creating a talk trigger for your business, as well as share stories of how talk triggers have led to immense success for some of the top businesses in the United States. It’s an episode not to be missed - listen now! The persuasive power of offline #WordOfMouth #marketing is 43% higher than stand-alone posts on social media. Learn how to leverage WOM through #TalkTriggers on this episode of #InTheArena with @JayBaer, hosted by @iannarino.Click To Tweet What are talk triggers and why are they important in word of mouth marketing? Jay explains talk triggers as, “something that you choose to do differently that creates conversation.” They’re not to be confused with marketing tactics. Rather, they’re operational choices that are designed to specifically generate discussions about your business. The single greatest way to grow any business is for your customers to do the growing for you through storytelling. You story arises from your talk trigger - are you giving your audience a story to tell? There is persuasive power in both online and offline conversations about your organization Recent studies have shown that verbal marketing occurs equally online and offline. However, the persuasive power of offline word of mouth marketing is 43% higher than stand-alone posts on social media. The conversations that occur online and offline typically remain separate, and they are triggered by different things. Jay explains how a stellar talk trigger can be powerful both online and in person on this episode, and you don’t want to miss his insights. Creating a great #TalkTrigger to incorporate in your word of mouth #marketing strategy isn’t easy. Luckily, @JayBaer shares his top 4 criteria to follow when brainstorming ideas on this episode of #InTheArena hosted by @iannarino. Listen now!Click To Tweet Follow these 4 criteria to craft a great talk trigger Creating a great talk trigger to incorporate into your word of mouth marketing strategy isn’t easy. Luckily, Jay shares his top 4 criteria to follow when brainstorming trigger ideas, and they’re all featured on this episode of In The Arena. But don’t miss the full story - be sure to check out his book on Amazon and wherever you buy books. Remarkable - it needs to be worthy of remarks - people don’t share mediocre stories Relevant - it cannot simply be about gathering attention, because chatter only lasts for a short period of time Reasonable - different enough to attract attention, but not so “out there” that people are wary of the offer Repeatable - a talk trigger isn’t just a one-time stunt Learn from their success - both The Cheesecake Factory and Doubletree have stellar talk triggers Two of the best examples of profitable talk triggers come from The Cheesecake Factory and Doubletree. At 5,940 words, the Factory’s menu is impressively long. But the menu is so much more than an expansive offering of entrees - it’s a specific marketing strategy. Their menu has become so infamous that when Jay and his team polled hundreds of Cheesecake Factory customers, they discovered that 38% had told someone else about the menu in the past 30 days, without being asked or prompted. This allows the Factory to spend $276 million less per year on marketing than the Olive Garden or Outback Steakhouse. Consider also Doubletree’s goal to give hotel guests the warmest welcome in the hotel industry, complete with a fresh, warm chocolate chip cookie upon arrival. Their cookies fit within the context of what they do,

Word of mouth marketing is essential to the success of any business. Why is it then, that so many marketers don’t have a specific word of mouth marketing strategy? Jay Baer, the author of the new book “Talk Triggers,” joins Anthony on this episode of In The Arena to answer that exact question. He’ll walk you through 4 criteria to keep in mind when creating a talk trigger for your business, as well as share stories of how talk triggers have led to immense success for some of the top businesses in the United States. It’s an episode not to be missed - listen now! The persuasive power of offline #WordOfMouth #marketing is 43% higher than stand-alone posts on social media. Learn how to leverage WOM through #TalkTriggers on this episode of #InTheArena with @JayBaer, hosted by @iannarino.Click To Tweet What are talk triggers and why are they important in word of mouth marketing? Jay explains talk triggers as, “something that you choose to do differently that creates conversation.” They’re not to be confused with marketing tactics. Rather, they’re operational choices that are designed to specifically generate discussions about your business. The single greatest way to grow any business is for your customers to do the growing for you through storytelling. You story arises from your talk trigger - are you giving your audience a story to tell? There is persuasive power in both online and offline conversations about your organization Recent studies have shown that verbal marketing occurs equally online and offline. However, the persuasive power of offline word of mouth marketing is 43% higher than stand-alone posts on social media. The conversations that occur online and offline typically remain separate, and they are triggered by different things. Jay explains how a stellar talk trigger can be powerful both online and in person on this episode, and you don’t want to miss his insights. Creating a great #TalkTrigger to incorporate in your word of mouth #marketing strategy isn’t easy. Luckily, @JayBaer shares his top 4 criteria to follow when brainstorming ideas on this episode of #InTheArena hosted by @iannarino. Listen now!Click To Tweet Follow these 4 criteria to craft a great talk trigger Creating a great talk trigger to incorporate into your word of mouth marketing strategy isn’t easy. Luckily, Jay shares his top 4 criteria to follow when brainstorming trigger ideas, and they’re all featured on this episode of In The Arena. But don’t miss the full story - be sure to check out his book on Amazon and wherever you buy books. Remarkable - it needs to be worthy of remarks - people don’t share mediocre stories Relevant - it cannot simply be about gathering attention, because chatter only lasts for a short period of time Reasonable - different enough to attract attention, but not so “out there” that people are wary of the offer Repeatable - a talk trigger isn’t just a one-time stunt Learn from their success - both The Cheesecake Factory and Doubletree have stellar talk triggers Two of the best examples of profitable talk triggers come from The Cheesecake Factory and Doubletree. At 5,940 words, the Factory’s menu is impressively long. But the menu is so much more than an expansive offering of entrees - it’s a specific marketing strategy. Their menu has become so infamous that when Jay and his team polled hundreds of Cheesecake Factory customers, they discovered that 38% had told someone else about the menu in the past 30 days, without being asked or prompted. This allows the Factory to spend $276 million less per year on marketing than the Olive Garden or Outback Steakhouse. Consider also Doubletree’s goal to give hotel guests the warmest welcome in the hotel industry, complete with a fresh, warm chocolate chip cookie upon arrival. Their cookies fit within the context of what they do,

The recognition that there is a beginning and an end means that you can do what you want with the time you have here. I have seen this idea described as “the dash,” the little mark between the day of your birth and the day of your departure. You get to decide what you do with your “dash.” You are free from having to worry about all the inconsequential things that happen from day-to-day, as they are meaningless in the big scheme of things. Nor do you have to consider what other people think about you, since almost none of them will be standing up to provide the eulogy Covey recommends you write as a way to live in line with your values.

The recognition that there is a beginning and an end means that you can do what you want with the time you have here. I have seen this idea described as “the dash,” the little mark between the day of your birth and the day of your departure. You get to decide what you do with your “dash.” You are free from having to worry about all the inconsequential things that happen from day-to-day, as they are meaningless in the big scheme of things. Nor do you have to consider what other people think about you, since almost none of them will be standing up to provide the eulogy Covey recommends you write as a way to live in line with your values.

After spending a lifetime in the industry, Jen Gluckow knows a thing or two about how to make better sales. She talks with Anthony on this episode of In the Arena about how you can own your career as a salesperson and how to connect better with your peers and leaders. She also answers 5 main questions that will help you become a better salesperson and ignite your career. All of these insights and more are included in Jen’s upcoming book, “Sales in a New York Minute,” available for pre-order now on Amazon and everywhere January 1. Be sure to check it out, and catch the full story on this podcast episode. After spending a lifetime in the #sales industry, @JENinaNYminute knows a thing or two about how to make better sales. She shares her invaluable insights on this episode of #InTheArena, and it’s a conversation you don’t want to miss. Listen now! @Iannarino Click To Tweet #1 - Why do you need to pursue your own leads as a sales leader? Most salespeople enter into the business wanting to make a difference, either in their own life or in the lives of others. Why is it, then, that so many salespeople sit back and seemingly wait for marketing to send them quality leads? You cannot afford to rely on others to make your career happen, and you have to be diligently working on securing your own top leads. Start talking with everyone you meet, and don’t hesitate to act because you’re waiting for the “perfect lead” to appear that simply doesn’t exist. #2 - What can you do to become a better networker? Networking can change your life if you let it, but great networking is not about quantity. The ultimate goal of networking should always be about making quality connections with people who can either send you business referrals or add value to your life. How can you make those types of connections? Start by being specific and targeted in the meetings and groups you pursue. Then, become a value-provider for the people you meet. You can’t expect quality results from new connections if you don’t first convince them you’re worth building a relationship with. Why do you need to pursue your own leads as a #SalesLeader? @JENinaNYminute shares her answer to this critical question, and so much more, on this episode of #InTheArena. Listen now! @IannarinoClick To Tweet #3 - How can you combat the temptation to make excuses for your work? No matter what market you’re involved in, the temptation to make excuses for poor performance is always present. Making better sales starts with taking responsibility for your action - and inaction. Both Jen and Anthony believe in the power of a great mindset and attitude when striving for selling success. Take 10 minutes and identify your top excuses that you tell yourself and your boss. Then, figure out ways to crush those excuses. The minute you stop making excuses is the minute you start making better sales. #4 - How can you become the CEO of your territory? If you aspire to become the CEO of your sales territory, you can’t spend all your time analyzing every decision. Company CEOs take action and implement strategies daily - they don’t overthink everything. Becoming a top sales leader is all about identifying your own style of leadership, committing to that method, and owning it. Excuses get you nowhere in #sales. Learn how to combat the temptation to become stagnant by listening to this episode of #InTheArena featuring @JENinaNYminute. You won’t be disappointed. @IannarinoClick To Tweet #5 - What’s the key to effectively following up with prospects and making better sales? No one enjoys getting those calls from salespeople that say, “Hey, I’m just checking in!” What that message actually conveys is a nagging need to know how the sale is coming along - not a desire to help the prospect make a good decision for their business. Jen encourages sales leaders to add value to their prospects’ lives inste...

After spending a lifetime in the industry, Jen Gluckow knows a thing or two about how to make better sales. She talks with Anthony on this episode of In the Arena about how you can own your career as a salesperson and how to connect better with your peers and leaders. She also answers 5 main questions that will help you become a better salesperson and ignite your career. All of these insights and more are included in Jen’s upcoming book, “Sales in a New York Minute,” available for pre-order now on Amazon and everywhere January 1. Be sure to check it out, and catch the full story on this podcast episode. After spending a lifetime in the #sales industry, @JENinaNYminute knows a thing or two about how to make better sales. She shares her invaluable insights on this episode of #InTheArena, and it’s a conversation you don’t want to miss. Listen now! @Iannarino Click To Tweet #1 - Why do you need to pursue your own leads as a sales leader? Most salespeople enter into the business wanting to make a difference, either in their own life or in the lives of others. Why is it, then, that so many salespeople sit back and seemingly wait for marketing to send them quality leads? You cannot afford to rely on others to make your career happen, and you have to be diligently working on securing your own top leads. Start talking with everyone you meet, and don’t hesitate to act because you’re waiting for the “perfect lead” to appear that simply doesn’t exist. #2 - What can you do to become a better networker? Networking can change your life if you let it, but great networking is not about quantity. The ultimate goal of networking should always be about making quality connections with people who can either send you business referrals or add value to your life. How can you make those types of connections? Start by being specific and targeted in the meetings and groups you pursue. Then, become a value-provider for the people you meet. You can’t expect quality results from new connections if you don’t first convince them you’re worth building a relationship with. Why do you need to pursue your own leads as a #SalesLeader? @JENinaNYminute shares her answer to this critical question, and so much more, on this episode of #InTheArena. Listen now! @IannarinoClick To Tweet #3 - How can you combat the temptation to make excuses for your work? No matter what market you’re involved in, the temptation to make excuses for poor performance is always present. Making better sales starts with taking responsibility for your action - and inaction. Both Jen and Anthony believe in the power of a great mindset and attitude when striving for selling success. Take 10 minutes and identify your top excuses that you tell yourself and your boss. Then, figure out ways to crush those excuses. The minute you stop making excuses is the minute you start making better sales. #4 - How can you become the CEO of your territory? If you aspire to become the CEO of your sales territory, you can’t spend all your time analyzing every decision. Company CEOs take action and implement strategies daily - they don’t overthink everything. Becoming a top sales leader is all about identifying your own style of leadership, committing to that method, and owning it. Excuses get you nowhere in #sales. Learn how to combat the temptation to become stagnant by listening to this episode of #InTheArena featuring @JENinaNYminute. You won’t be disappointed. @IannarinoClick To Tweet #5 - What’s the key to effectively following up with prospects and making better sales? No one enjoys getting those calls from salespeople that say, “Hey, I’m just checking in!” What that message actually conveys is a nagging need to know how the sale is coming along - not a desire to help the prospect make a good decision for their business. Jen encourages sales leaders to add value to their prospects’ lives inste...

Napoleon Hill’s keys to success are sought after by salespeople around the globe. On this episode of In the Arena, Anthony interviews the King of Sales, Jeffrey Gitomer, and asks him how he earned the opportunity to annotate a special new book of Hill’s earliest works, entitled “Truthful Living.” You’ll hear about 3 main keys to success that Hill refined over his years of teaching, as well as why sales advice can be applied to every aspect of your life. You won’t want to miss this sneak peek look at the upcoming book, so be sure to listen. Focusing on THESE steps every day will make the difference between a good #salesperson and #leader and a phenomenal one. Hear the full story on this episode of #InTheArena featuring the King of #Sales, @Gitomer. @Iannarino Click To Tweet Jeffrey’s journey towards annotating the upcoming “Truthful Living” book and uncovering Napoleon Hill’s keys to success Jeffrey is an expert in sales. Since his early days of writing columns for the Charlotte Business Journal, to being one of the first to create digital marketing content for an internet that didn’t quite exist yet, Jeffrey has become an authority in the sales world. A lifelong fan of Napoleon Hill, he has written for the Napoleon Hill Foundation for over 15 years. So when Don Green gave Jeffrey a collection of Hill’s greatest, unpublished, personal notes and asked about an annotation project, Jeffrey jumped on the opportunity. This two-year endeavor has culminated in the “Truthful Living: The First Writings of Napoleon Hill” (available for pre-order on Amazon and available everywhere October 30). Jeffrey explains that the longer something lasts, the longer something will continue to last, and Hill’s advice on sales, business, and life are invaluable lessons to be learned. Key #1 - Maintaining an attitude of success makes all the difference Napoleon Hill’s keys to success start with mindset and attitude. Going far beyond feel-good thinking, maintaining an attitude of success allows you to achieve greatness by giving you confidence in your product, business, and career. This confidence then allows you to focus on developing 5 main characteristics outlined by Hill. Here they are. Imagination Desire Enthusiasm Self-confidence Concentration You’ll notice these 5 characteristics have nothing to do with sales specifically. A success mindset is transferable to every aspect of your life, and it starts with positivity and always keeping your end-goal in mind. Discover @Gitomer’s journey towards annotating the upcoming #Truthful Living book and uncovering #NapoleonHill’s keys to #success. Catch the full story on this episode of #InTheArena! @IannarinoClick To Tweet Key #2 - Understand the difference between managing TIME and managing YOU Very few people have a time management problem - most people have a self-management problem. Jeffrey explains the key difference between managing your time and managing yourself, all on this episode. Narrowing down your timewaster activities, avoiding distractions, and leveraging spare minutes throughout your day are all great ways to increase productivity and stay focused. That’s why Jeffrey poses the question, “Can you manage YOU?” Key #3 - Identify and claim a chief aim in life Finally, one of Napoleon Hill’s keys to success lies in having a chief aim in life. Without it, you’ll wander aimlessly through life without making much progress. Start with identifying your chief aim. This could be tied to your passions, skill sets, interests, etc. Then, create a plan of how to achieve this aim. Finally, develop the 5 characteristics that allow you to maintain a healthy mindset and self-control. Focusing on these few steps every day will make the difference between a good salesperson and leader and a phenomenal one. For the full story,

Napoleon Hill’s keys to success are sought after by salespeople around the globe. On this episode of In the Arena, Anthony interviews the King of Sales, Jeffrey Gitomer, and asks him how he earned the opportunity to annotate a special new book of Hill’s earliest works, entitled “Truthful Living.” You’ll hear about 3 main keys to success that Hill refined over his years of teaching, as well as why sales advice can be applied to every aspect of your life. You won’t want to miss this sneak peek look at the upcoming book, so be sure to listen. Focusing on THESE steps every day will make the difference between a good #salesperson and #leader and a phenomenal one. Hear the full story on this episode of #InTheArena featuring the King of #Sales, @Gitomer. @Iannarino Click To Tweet Jeffrey’s journey towards annotating the upcoming “Truthful Living” book and uncovering Napoleon Hill’s keys to success Jeffrey is an expert in sales. Since his early days of writing columns for the Charlotte Business Journal, to being one of the first to create digital marketing content for an internet that didn’t quite exist yet, Jeffrey has become an authority in the sales world. A lifelong fan of Napoleon Hill, he has written for the Napoleon Hill Foundation for over 15 years. So when Don Green gave Jeffrey a collection of Hill’s greatest, unpublished, personal notes and asked about an annotation project, Jeffrey jumped on the opportunity. This two-year endeavor has culminated in the “Truthful Living: The First Writings of Napoleon Hill” (available for pre-order on Amazon and available everywhere October 30). Jeffrey explains that the longer something lasts, the longer something will continue to last, and Hill’s advice on sales, business, and life are invaluable lessons to be learned. Key #1 - Maintaining an attitude of success makes all the difference Napoleon Hill’s keys to success start with mindset and attitude. Going far beyond feel-good thinking, maintaining an attitude of success allows you to achieve greatness by giving you confidence in your product, business, and career. This confidence then allows you to focus on developing 5 main characteristics outlined by Hill. Here they are. Imagination Desire Enthusiasm Self-confidence Concentration You’ll notice these 5 characteristics have nothing to do with sales specifically. A success mindset is transferable to every aspect of your life, and it starts with positivity and always keeping your end-goal in mind. Discover @Gitomer’s journey towards annotating the upcoming #Truthful Living book and uncovering #NapoleonHill’s keys to #success. Catch the full story on this episode of #InTheArena! @IannarinoClick To Tweet Key #2 - Understand the difference between managing TIME and managing YOU Very few people have a time management problem - most people have a self-management problem. Jeffrey explains the key difference between managing your time and managing yourself, all on this episode. Narrowing down your timewaster activities, avoiding distractions, and leveraging spare minutes throughout your day are all great ways to increase productivity and stay focused. That’s why Jeffrey poses the question, “Can you manage YOU?” Key #3 - Identify and claim a chief aim in life Finally, one of Napoleon Hill’s keys to success lies in having a chief aim in life. Without it, you’ll wander aimlessly through life without making much progress. Start with identifying your chief aim. This could be tied to your passions, skill sets, interests, etc. Then, create a plan of how to achieve this aim. Finally, develop the 5 characteristics that allow you to maintain a healthy mindset and self-control. Focusing on these few steps every day will make the difference between a good salesperson and leader and a phenomenal one. For the full story,

Sales optimization is the soup du jour in the sales world - every company is working hard to streamline processes and bring in revenue faster. While it’s important to optimize every bell and whistle you can, it’s also important to understand that growth is not only about getting more leads into the pipeline or more customers to sign on the dotted line. You’ve got things like the buyer’s journey to consider, the importance of decreasing churn, and a whole lot more if you really want your company to grow. Tiffani Bova writes about these topics and more in her new book, “Growth I.Q.” and she’s Anthony’s guest to talk about them, on this episode of In The Arena. Hear .@Tiffani_Bova speak about #sales optimization, the buyer’s journey, and expanding into new markets on this episode of #InTheArena with @Iannarino.Click To Tweet Churn can actually be leveraged as an offensive strategy Most of the time when sales organizations address the issue of churn, they approach it defensively, like there’s a problem to be fixed or someone to blame. While it’s true that you may have adjustments to make that can decrease the churn rate in your sales process, it's is often an indication that rather than being defensive you need to go on the offense when it comes to existing customer relationships. Tiffani Bova explains how you can use churn to reveal ways you can keep the gold you already have, in this conversation. When is expansion into new markets a good idea? One of the ways large companies attempt growth is through the expansion of the company into new or foreign markets. But Tiffani Bova doesn’t think that’s always the best idea. In her mind, you have to ask yourself a vital question before proceeding. What’s the question? “Can what you’re doing successfully in your existing market(s) be replicated EXACTLY in the new one?” In other words, you need to analyze whether the things you’re doing so successfully in your present market are easily transferable to the potential opportunities you see elsewhere. If you don’t take the time to figure this one out you could spend months and lots of money only to discover that your efforts in the new market are not going to gain anything. When is expansion into new markets a good idea? @Tiffani_Bova explain the key question to ask yourself before expanding on this episode of #InTheArena with @Iannarino. #salesClick To Tweet Sales optimization and the buyer’s journey are very different things Sales optimization is about processes and procedures. It might include the way things are done as well as the successful integration of a tech stack that makes the process itself smooth and quick. It’s a linear process: this happens, then this, then this. The buyer’s journey is not linear at all - it’s a very circuitous route that customers travel according to their unique biases, needs, and fears. Tiffani Bova points out that too many sales organizations try to stuff their customer’s journeys into their sales optimization efforts like square pegs into round holes. It simply won’t work and the customer winds up being served poorly. You can hear Tiffani’s insights nad recommendations on this episode. Your invitation to the very best sales conference you’ve ever attended The Outbound Conference is like no other sales conference you’ve attended…. and for two days of stellar content that moves your sales success forward, the ticket price is ridiculously low. The conference addresses something no other event does - how to keep your pipeline full of high-value prospects. Four giants in the sales world, Anthony Iannarino, Mark Hunter, Mike Weinberg, and Jeb Blount bring you the sessions and you’ll also be led through your choice of sixteen high-impact training tracks delivered by today’s top speakers, authors, and experts. Join Anthony and his friends in Atlanta, April 23-26, 2019. Get your tickets here: Click Here

Sales optimization is the soup du jour in the sales world - every company is working hard to streamline processes and bring in revenue faster. While it’s important to optimize every bell and whistle you can, it’s also important to understand that growth is not only about getting more leads into the pipeline or more customers to sign on the dotted line. You’ve got things like the buyer’s journey to consider, the importance of decreasing churn, and a whole lot more if you really want your company to grow. Tiffani Bova writes about these topics and more in her new book, “Growth I.Q.” and she’s Anthony’s guest to talk about them, on this episode of In The Arena. Hear .@Tiffani_Bova speak about #sales optimization, the buyer’s journey, and expanding into new markets on this episode of #InTheArena with @Iannarino.Click To Tweet Churn can actually be leveraged as an offensive strategy Most of the time when sales organizations address the issue of churn, they approach it defensively, like there’s a problem to be fixed or someone to blame. While it’s true that you may have adjustments to make that can decrease the churn rate in your sales process, it's is often an indication that rather than being defensive you need to go on the offense when it comes to existing customer relationships. Tiffani Bova explains how you can use churn to reveal ways you can keep the gold you already have, in this conversation. When is expansion into new markets a good idea? One of the ways large companies attempt growth is through the expansion of the company into new or foreign markets. But Tiffani Bova doesn’t think that’s always the best idea. In her mind, you have to ask yourself a vital question before proceeding. What’s the question? “Can what you’re doing successfully in your existing market(s) be replicated EXACTLY in the new one?” In other words, you need to analyze whether the things you’re doing so successfully in your present market are easily transferable to the potential opportunities you see elsewhere. If you don’t take the time to figure this one out you could spend months and lots of money only to discover that your efforts in the new market are not going to gain anything. When is expansion into new markets a good idea? @Tiffani_Bova explain the key question to ask yourself before expanding on this episode of #InTheArena with @Iannarino. #salesClick To Tweet Sales optimization and the buyer’s journey are very different things Sales optimization is about processes and procedures. It might include the way things are done as well as the successful integration of a tech stack that makes the process itself smooth and quick. It’s a linear process: this happens, then this, then this. The buyer’s journey is not linear at all - it’s a very circuitous route that customers travel according to their unique biases, needs, and fears. Tiffani Bova points out that too many sales organizations try to stuff their customer’s journeys into their sales optimization efforts like square pegs into round holes. It simply won’t work and the customer winds up being served poorly. You can hear Tiffani’s insights nad recommendations on this episode. Your invitation to the very best sales conference you’ve ever attended The Outbound Conference is like no other sales conference you’ve attended…. and for two days of stellar content that moves your sales success forward, the ticket price is ridiculously low. The conference addresses something no other event does - how to keep your pipeline full of high-value prospects. Four giants in the sales world, Anthony Iannarino, Mark Hunter, Mike Weinberg, and Jeb Blount bring you the sessions and you’ll also be led through your choice of sixteen high-impact training tracks delivered by today’s top speakers, authors, and experts. Join Anthony and his friends in Atlanta, April 23-26, 2019. Get your tickets here: http://outbound.ticketspice.

There are systemic challenges, in some ways greater than earlier times. That said, a scrappy go-getter always bends the system to their will.

There are systemic challenges, in some ways greater than earlier times. That said, a scrappy go-getter always bends the system to their will.