In the Arena

“Sales managers are one of the least equipped roles in business.” That is what Dave Brock says when he looks over the sales landscape. That’s one of the main reasons he wrote “The Sales Manager’s Survival Guide,” available now on Amazon and other Bookstores. The book is formatted into easily digestible, short chapters that enable you to keep the book on your desk as a quick reference guide to the sales scenarios you face day to day with clients and with your sales team. In this conversation, you get a great peek into the contents of the book and what Dave hopes to happen your sales management because of it. Why Sales Managers Need the Sales Manager’s Survival Guide From Dave Brock - Episode #73Click To Tweet Sales managers are some of the least equipped people in the industry. When the sales manager doesn’t know what he’s doing the entire team and the entire organization suffers. It’s an obvious fact, but what’s not so obvious is that very few sales managers have been adequately trained to know how to actually BE a sales manager. That’s a fundamental premise of Dave Brock’s book and in this conversation you’ll hear him defend the statement and give examples of why sales managers need help in knowing how to do things like establishing a cadence in their sales cycle, review their sales pipeline, and hold sales executives accountable in good ways. You will gain a good deal from this conversation so be sure you take the time to listen. A field manual for sales managers to up the entire team’s sales game. When you’re in the midst of a difficult situation with a member of your sales team, you don’t want to be ignorant of what to do or how to think about what’s going on. That’s why Dave Brock wrote “The Sales Manager’s Survival Guide” in a short chapter, easy to reference format. He wants you to be able to find the solutions to your situations quickly and have the experience of a “sales coach” at your fingertips. If you haven’t grabbed a copy of the book yet, you’ve got to get one right now. You can find it in the links on the show notes page for this episode. A field manual for sales managers to up the entire team’s sales gameClick To Tweet How many potential customers exist in your territory? Do you know? Part of doing a good review of a sales professional’s strategy is to assess how many of the organization’s target clients exist within their sales territory. It’s a surefire way of understanding the breadth of the prospects the salesperson has to call and visit. Every sales manager should be able to instruct their sales force how to do that kind of assessment and make the most of the results. On this episode of In The Arena, Dave Brock walks through that type of assessment and explains how it helps the entire organization remain organized, active, and accountable. Sales accountability: The uncomfortable but needed asset in sales. Many sales organizations are lax when it comes to the kind of accountability that generates active pursuit of prospects and increase in sales revenue. One of the reasons accountability is such a difficult task for most sales managers is because they’ve not established clear expectations in terms of the number of leads in the sales pipeline, the timing and duration of the typical sales cycle, and what steps should be taken to move prospects through the cycle in a reasonable amount of time. Dave Brock lays it out for us on this episode. Sales accountability: The uncomfortable but needed asset in salesClick To Tweet Outline of this great episode [3:22] The reason Anthony invited Dave Brock back to the show. [7:42] The feedback Dave is getting from his book so far. [10:56] What Anthony likes best about Dave’s book: the easy use format. [12:15] The need for training for sales managers and middle sales leaders.

What is branding? Branding is the relationship between you and your customer that does two vital things. Do you know what they are and why they are so important in the digital age? Today’s guest is Bruce Turkel, a branding and design expert who has written a great new book, “It’s All About Them.” Bruce takes us deep into the way consumers today think, what really makes a difference to them when it comes to purchasing decisions, and how salespeople and business owners need to think differently about what they offer as goods and services. You’ll come away from this conversation thinking differently about what it means to deliver value and build a brand in the modern world. No question. Bruce Turkel: What Is Branding and What Makes For a Great Brand Today? - Episode 72Click To Tweet What difference does it make to brands that the world is hyper-connected? When you live in a world where most people are able to connect to the internet you’ve got to realize that there is more competition for the attention of your consumers than ever before. And that’s the world we live in today. Brands especially need to be aware that whatever they do, someone else does it. And the interconnected world we live in makes it possible that they can do it with the same level of quality you do. So what is left to make you stand out from that massive crowd? Bruce Turkel is a branding expert who is on today’s episode of In The Arena, and he’s got the answers to that question. Branding is the relationship between you and the customer that does these 2 things: What is branding? It’s NOT the color shirt you wear. It’s also not the style sheet you use to ensure that everything you create looks the same. Branding is the relationship between you and your customer and it does 2 vital things: #1 - It reinforces the purchase they make. But more importantly, #2 - It pre-inforces the purchase. What does that mean? It’s an amazing and powerful concept that Bruce Turkel unpacks for us on this episode, so be sure you take the time to listen, learn, and transform your sales numbers by applying what you learn. Branding is the relationship between you and the customer that does these 2 things:Click To Tweet Why today’s consumer tells people who they are by what they consume. It used to be that people represented who they were by the style or look of clothing they wore. And while that’s still true to a degree, it’s less about the style these days and more about the brand. Today’s consumer tells who they are by what they consume, what they purchase. Just look around next time you’re in Starbucks and see how many glowing white apples you see looking back at you. What does that say about the person sitting at the computer? On this episode of In The Arena, you’re going to learn how to leverage this fact to your advantage in the way you approach and do sales. You won’t want to miss it. Why content is no longer king and what you must do about it. For a very long time, we’ve heard that content is king. And for most of the time, we’ve heard it the statement has been true. But something has changed in the world since that phrase was coined. The internet has connected everyone and given the ability to create content to everyone. Yes, everyone. That means that content is no longer king, it’s just the price of admission. On this episode, you’re going to hear Bruce Turkel expand on that idea and tell how you’ve got to raise the level of what you bring to the party in a variety of ways if you are going to be one of the brands that succeeds in the new world we live in. Why content is no longer king and what you must do about itClick To Tweet Outline of this great episode [3:20] Anthony’s introduction to Bruce Turkel [4:56] How Bruce got started in design and branding. [9:24] Why is nobody happy and what does it have to do with sales?

Mark Hunter is one of those guys you never forget once you’ve heard him speak. That’s because he’s got such penetrating insight and such unreserved passion behind his opinions. This episode commemorates the release of Mark’s newest book, “High Ticket Prospecting.” Anthony asks Mark a lot of questions about the content of the book including why he felt the book was needed in the first place. In characteristic style Mark’s going to give it to you straight on this one, so be sure you take the time to listen. If you’re not seen as a leader you won’t be seen as a good salesperson ~ Mark HunterClick To Tweet Find your ideal client by starting with the outcomes you can provide. One of the most important things Mark Hunter teaches is that in order to find the ideal prospect you have to first know who your ideal client is. But you won’t be able to identify them unless you start with the outcomes that you uniquely provide. On this episode, Mark Hunter chats with Anthony about how that process works and gives you some steps to follow to build that ideal client profile and get your prospecting in high gear as a result. You’ve got to communicate with people using the method they appreciate most. Prospecting is about communication and Mark Hunter is no stranger to picking up the phone to make that connection. But he’s also aware that not everyone gravitates toward or appreciates the telephone. So as a salesperson you’ve got to pivot in the way you make contact with people, learning how to connect with them using the means they prefer, whether that’s email, phone, or something altogether different. Why should the prospect engage if you’re a babbling idiot on voicemail? ~ Mark HunterClick To Tweet Why have salespeople shifted to email over the telephone? Mark Hunter believes that most sales professionals have shifted to email because it makes the sting of rejection easier to handle. It’s also a way that they are able to show their managers that they are making contacts consistently - but just how effective ARE those contacts anyway? On this episode, Mark chats with Anthony about the right and wrong way to do email prospecting. He even gives you a brief example of what his prospecting emails are like and how he uses them. The greatest lesson Mark Hunter has learned in life is to get back up. The sales arena is not a place for the faint of heart or timid. Rejection is real. Closed doors happen often. Mark Hunter has learned that one of the most important skills for any human being, but especially a sales professional is the ability to get up when they are knocked down. Discouragement cannot be allowed to win. Pessimism must be crushed. On this episode, Mark shares why he’s come to believe that so strongly and how it has served him in life and sales. Get back up. The greatest lesson Mark Hunter has learned in life - on this episodeClick To Tweet Outline of this great episode [0:43] Anthony’s introduction of Mark Hunter. [2:00] The elephant in the room about Mark’s new book. [3:36] Why Mark decided he needed to write a second book about prospecting. [5:04] How Mark plans to target high profit customers. [9:19] Why have sales people shifted to email? [11:48] What salespeople have to do to maximize their time for prospecting. [14:25] The difference between a prospect and a suspect and why it’s important to qualify leads immediately. [17:05] Why sales managers are responsible for accuracy in the prospecting pipeline. [18:19] Should salespeople still be using the telephone? What about leaving voicemail? [24:53] How email can be used effectively to prospect. [32:24] The person who’s had the biggest influence on Mark’s thinking. [34:18] The biggest lesson Mark has learned in life.

As a business professional are you aware of the various levels of consciousness? It sounds like a strange question when you remember that this is a sales blog. But it’s important from a very fundamental level. The level of consciousness your prospects and clients are at, at any given time, is going to impact the way you interact with them and the way they understand and receive the things you have to say - including your sales presentation and responses to their objections. Today’s episode is a conversation with Ken Wilber, a leading philosopher who has done a lot of research about these levels of consciousness and what he has come to call “Integral Theory.” If you take the time to work through this conversation you’re going to benefit a good deal. As a business professional are you aware of the various levels of consciousness?Click To Tweet Business people tend to be strong in certain levels of consciousness. When it comes to being a superstar in business or sales there are characteristics that lend themselves to greater success. Performance. Accomplishment. Competitiveness. When a person reaches the higher stages of consciousness in terms of intellect and reasoning, he or she can be very good at sales or business leadership. But if that person has not grown equally in other areas that have to do with their moral center as an individual, extortion, insider trading, and much more is the result. Ken Wilber explains these issues on this episode, so be sure you listen. You need to understand where your company culture is in these stages of consciousness. It’s obvious that companies have cultures. What we see is that the culture is often made up of people at varying levels of development within the company. Those differences in development often determine the roles the individuals play within the company. And when those differing levels of consciousness come into conflict with each other, personality and interpersonal problems begin to occur. Often the problems are never addressed because the root of the conflicts is not understood adequately. You need to understand where your company culture is in these stages of consciousnessClick To Tweet Why you can’t say that all hierarchies are bad. One of the trends we see in the world and in business today are trends that are moving away from the idea of hierarchical business structures and organization. But the root belief of the movement is that hierarchy and ranking are inherently bad. But the reality is that there are different types of hierarchy and throwing all of them out causes a narcissistic dominance that nobody benefits from or wants. On this episode Ken Wilber explains why growth hierarchies are actually a good thing and how they function in any organization or business to bring about advancement and growth How mindfulness can profoundly affect health and longevity. Mindfulness is a practice of dropping beliefs and judgments and becoming aware of the moment. Meditation is one of the practices that enables people to become more mindful and the regular practice of it will help people move from one level of consciousness to another, effectively growing the person in a “waking up” sort of way. Ken Wilber chats with Anthony about the issue of mindfulness and its helpfulness to business and business practices, on this episode. How mindfulness can profoundly affect health and longevity and success, on this episodeClick To Tweet Outline of this great episode [2:58] Anthony’s introduction to Ken Wilber and why he’s on this episode. [4:25] The 8 stages of personal growth in humans. [23:20] Why 50% of world population are in the rational/achievement stage of development. [24:35] How business people tend to be those strong in certain areas of development. [31:10] Why the stages cannot be skipped and the impact it has on ...

“Stages of development” is a term you hear more in the philosophical and psychological realms than you do in the business realm. But Anthony has come to believe that a better understanding of human development and these “stages” we go through in our growth is very beneficial for sales and business leaders. This episode is a deep dive into psychological and philosophical theories surrounding this idea of “stages of development.” Anthony’s aim is to help you better understand yourself as a business or sales leader and to better know your team members and clients, so that you can better help your customers and work with your team, for greater success. Ken Wilber on Stages of Development and How They Show Up in The Business World - Episode #69Click To Tweet What IS consciousness? Anthony starts this conversation with Ken Wilber by asking perhaps the deepest question of all: “What IS consciousness?” On one hand, Ken says that defining consciousness is not all that difficult. In his thinking, anytime you are aware of something, conscious of something, you’re experiencing consciousness.  For most of us, it is primarily associated with the “I” dimension of how we think about the world; the things we think about in relationship to ourselves. But there are others that think of consciousness in terms of “it.” It’s an objective structure of thinking that is strictly related to brain function and physiological process. On this episode Anthony chats with Ken about the reality of consciousness and how our thinking about it impacts the way we approach relationships with others - which can dramatically impact sales. Understanding the stages of growth can help you discern your customer’s motives and goals. Philosophers and psychologists categorize human development into stages of growth and try to label them in ways that describe what’s going on in the human psyche during that stage. For example, there are stages of growth that are entirely focused on the self, others that expand to include a concern about immediate community, and then even further during another stage to think about the broader world. As a sales or business leader, if you’re able to discern how your customer is thinking (which of those stages of growth they are operating out of), you’ll be better able to address the concerns they are likely to have as you interact about your sales solution. Understanding the stages of growth can help you discern your customer’s motives and goalsClick To Tweet Do you understand where your team members are at in their developmental growth? If you can make that leap and begin to grasp their motivations and desires (based on their stage of growth) you’ll be able to lead them, motivate them, and energize them more effectively through the messaging, encouragement, and coaching you provide. That’s because you’ll have the ability to tailor your approach to each person to best fit into their view of the world at that time. You can hear this deep dive conversation about personal and cultural development as Anthony chats with Ken Wilber, on this episode. How we see the stages of development showing up in the business world. The importance of understanding the stages of development that people go through not only has to do with how to lead better, but also how to BE a better leader. For example, If a leader is stuck in an egocentric stage of growth they’ll clearly be leveraging things to their own advantage, which could impact the health and success of the company and clients. It’s an incredibly in depth conversation on this episode but is also filled with practical insights into the way people grow and interact with others. If you’ll take this one seriously it will put you way ahead of the competition on a number of different levels. How we see the stages of growth showing up in the business worldClick To Tweet

What is greatness? Have you ever thought about it? We look at athletes and leaders and musicians and say they are “great,” but what do we really mean? It has something to do with skill and competence, but there’s more to it than that. It has to do with the character that has enabled that person to achieve the things they have, to attain levels of expertise or knowledge or ability that few others reach. On this episode Lewis Howes talks with Anthony about what it means to be great and what it takes to get there. You won’t hear a better conversation on the subject of greatness, so be sure you set aside the time to listen to this one. Lewis Howes on What Is Greatness and How to Be Great - on this episodeClick To Tweet Becoming a great speaker, entrepreneur, and coach. Lewis Howes was a 20-something year old when he walked into an Ohio Toastmasters group where he first met Anthony Iannarino. It was there that Anthony saw Lewis mature into a truly powerful speaker who was aiming at the top - at greatness. The two of them quickly became friends and each think deeply about the subject of greatness - that’s why this conversation is so enjoyable. You’ll hear Lewis talk about his own pursuit of greatness as a speaker, business leader, coach, and athlete - and you’ll get to hear his thoughts on what truly makes a person great in any discipline. What does it take to achieve greatness? When asked the question Lewis Howes gives a few responses. First, in order to achieve greatness Lewis believes that you have to believe that you are worthy to reach the point of being called “great.” If you’re not able to believe that you deserve it you’ll likely never be able to accomplish it - and even if you do, you won’t believe you have. But more so, it has to do with belief in your ability to reach a point of greatness at all. If you want to hear more of Lewis’ insights into the topic this episode is for you. What does it take to achieve greatness?Click To Tweet What is greatness? How would YOU define it? Naturally, every discipline or area has its own particulars as to what makes someone “great” in the field of competitors or participants. For that reason alone “greatness” cannot be defined by a set of acquired skills. It has more to do with the inner person, the character, discipline, and mindset they bring to the things they do. On this episode Lewis Howes shares his insights about the question, “What is greatness?” by retelling some of the stories and situations from his podcast interview series, “The School of Greatness.” Would you like to attend Lewis Howes’ Summit of Greatness for $100 off? Since Lewis and Anthony have been friends for so long Lewis was happy to provide a discount to his upcoming event - The Summit of Greatness - to anyone who listens to In The Arena. If you’d like to have $100 off the registration price all you have to do is go to Lewis’ event website mentioned on this episode and enter the code “Be Great” in the discount coupon field. It’s a gift from Lewis and Anthony to you. And by the way, you’ll get to meet Anthony there if you attend. Would you like to attend Lewis Howes’ Summit of Greatness for $100 off?Click To Tweet Outline of this great episode [2:51] How Anthony met Lewis Howes at Toastmasters. [6:57] What Lewis does on his podcast and how he came up with the name. [10:46] Lewis’ top interviews (in his opinion). [15:16] What is greatness? [17:13] People Lewis believes demonstrate greatness. [18:26] Lewis’ book: School of Greatness - dealing with adversity. [20:26] Dealing with the feelings and dialogue that go on inside. [25:47] What mindset is necessary for greatness? [29:24] How the results you produce depends on the energy you have physically. [35:18] What Lewis is reading right now.

There aren’t many people who can adeptly make futurist predictions, but Chris Brogan is one of those guys who has been around long enough to actually pull it off with some degree of believability. He’s been around the internet space - and using it effectively - since the very beginning. That means he’s seen lots come and go and understands the way trends and technological changes happen. On this episode Anthony asks Chris where he sees social media going and whether or not some of the more tried and true mediums like blogging are going to fall by the wayside. You’ll be intrigued by what Chris has to say, so be sure you listen. Chris Brogan: Futurist Predictions About the Internet, Talk About Personal Disciplines, and MoreClick To Tweet Everybody wants to predict the next big thing coming to the internet. Chris Brogan is a guy who’s seen lots of things come and go in the internet world and he’s quick to point out that at the rate technology changes, he’s no sage. But his futurist predictions about what’s going to happen in social media, blogging, podcasting, live video streaming, and more not only make sense, they could prompt people to move in the directions they predict. You can hear where Chris sees social media going, including his thoughts about Facebook Live and why he uses it the way he does, on this episode. SnapChat problems for B2B sales and marketing. There is no end to the number of voices out there that are touting SnapChat as the next big thing for B2B sales and marketing. But Chris Brogan doesn’t buy it. He gets the quirky and self revealing nature of the platform but when it comes to a decision maker at a large company making a significant purchase decision he doesn’t see SnapChat being their go-to place. You can hear how Chris has played around with SnapChat and find out how he’s leveraging other platforms and leaving SnapChat behind, so take some time to hear what he’s got to say. SnapChat problems for B2B sales and marketing, with Chris BroganClick To Tweet Why Twitter is fitfully ineffective as a marketing tool. Chris Brogan still loves Twitter, but he’s changed his approach to it in recent months. He still thinks it’s the best live news feed on the planet, but when it comes to using it for marketing and lead generation, he finds it woefully ineffective. Instead of putting a lot of stock in Twitter Chris still leans on his old workhorse: his newsletter and email list. You can find out how Chris leverages his newsletter for 70% of his income generation on this episode, so don’t miss out by skipping this one. The future of podcasting and email according to Chris Brogan. Anthony was curious to hear what Chris Brogan thinks about the future of email given the advances in other forms of communication - like video chat and instant messaging. But even more so, he asked Chris to give some futurist predictions about the destiny of podcasting. Chris rapidly outlines the history of podcasting to this point and gives some insight into the next big hurdle that podcasting and podcasters will need to face if they are going to stick around and use the medium for all its worth. It’s a great episode with tons of insight. The future of podcasting and email according to Chris BroganClick To Tweet Outline of this great episode [2:51] One of the reasons Anthony started this podcast was because Chris Brogan told him to. [4:10] What Chris Brogan noticed that enabled him to build community from the beginning. [8:35] What’s changed the most since Chris started on the internet. [11:00] What Chris thinks about the new mediums like Facebook Live Streaming and SnapChat. [13:00] How Chris is using Facebook Live. [16:07] How Chris has changed his Twitter usage. [18:48] Chris’ opinion of email and podcasting today and where they are going.

Everyone in sales could use some more training in persuasive techniques - not for the sake of being manipulative or pushy, but for the sake of truly helping prospects see how their problems can be solved with the salesperson’s solution. It’s a win-win situation when that happens. On this episode of In The Arena Carmen Simon, Ph.D., author of “Impossible to Ignore” chats with Anthony about her research into how the brain works, what it takes to be memorable, and how persuasion can not only be learned but can also be tied into the way the brain actually remembers things. This one is worth your time, for sure. Dr. Carmen Simon on Persuasive Techniques for Business and Life, on this episodeClick To Tweet There are so many reasons to learn skills for more effective persuasion. It’s obvious how persuasion techniques are beneficial to a sales professional, but in everyday situations persuasion is needed as well. This conversation is a step into the science lab with Dr. Carmen Simon sharing what research shows about how the brain remembers things and why it forgets. Her insights into the things that make an idea, sentence, or concept memorable provide clues as to how everyday people can be more effective in their relationships and life in general. What’s the most memorable thing from the last presentation you attended? Can you remember? Dr. Carmen Simon says that much of what we remember depends not on our ability to remember but on the way the event or information was presented. With years of experience in cognitive research, she’s discovered that while memory is something that a person can improve, it’s also something that presenters (like salespeople) need to understand so that they can present in ways that create compelling content that people simply can’t forget. You’ll get a LOT out of this interview. Allow your prospects to wait more… it will increase their desire to take action! On this episodeClick To Tweet What are the “handles” that you weave into your sales presentations? Many times the things we remember are called to mind because of their association with other, more common things we see every day. Dr. Carmen Simon points out that when we use that knowledge intentionally we can learn to associate the things we want people to remember with things that they already deal with habitually, every day of their lives. Think about cars, beds, pencils, smartphones - then begin thinking how you can use those everyday things in illustrations related to your products - and you begin to get the idea. On this episode Dr. Simon shares her insights, so be sure you set aside time to listen. Always, always, always start with what you want people to remember. That’s the advice Dr. Carmen Simon, cognitive scientist, gives when asked what people who make presentations need to know about being more memorable. In her mind, and from her research, you’ll do much better creating compelling content that people remember if you START by getting ultimately clear on what it is you want the person receiving your presentation to remember. From there you can intentionally build a structure to your presentation that points toward that end goal. Dr. Simon has much to share on this episode so be sure you listen. It could make a tremendous difference in your sales career. Always, always, always start with what you want people to remember ~ Dr. Carmen SimonClick To Tweet Outline of this great episode [1:35] Today’s guest - Carmen Simon, Ph.D. on science based techniques to help people see things your way. [3:01] The work of a cognitive scientist: researching and understanding cognitive functions. [6:00] The search for understanding consciousness. [7:59] The mistakes we make when we create and share content creation. [10:06] What do we have to do to get people’s attention?

If you haven’t picked up on it by now, Anthony is quite a history buff, particularly when it comes to military strategy and history. He’s discovered that much of what makes a great military strategist and leader is transferrable to the business context. Today’s conversation features Chet Richards, an author who has studied a great deal of military history and has written widely on how to apply the truths found there to the business context. You can hear this engaging conversation and the insights Chet has to share on this episode of In The Arena. How warfare instructs us about business strategy, on this episode of In The ArenaClick To Tweet Why warfare strategy has much to teach about business strategy. The strategies that make a military campaign successful have everything to do with the basic components of organizational success: leadership, morale, cooperative effort, assessment of situations and execution of plans. It’s all those things and more that make the context of warfare one that instructs us in principles that transfer to business leadership and strategy. In this conversation Chet Richards shares a number of insights about how business leaders can guide those they lead into more effective outcomes through staying on mission, clear roles to carry out that mission, and the power and importance of agility. You’ll enjoy this episode. When everyone understands the mission and their role in it, you don’t have to worry about morale. You often hear business leaders or managers these days bemoaning the poor morale in their organizations. But Chet Richards says that morale is an outgrowth of effective communication of the mission and the role each player has in fulfilling it. Using wartime examples, Chet chats with Anthony about how military units have conquered against overwhelming odds when their leaders were killed or disabled simply because they clearly understood their own role in the greater mission that was sought. You’ll learn a lot about how to inspire your people to consistency and greater morale on this episode so be sure you listen. The more minds you have working on your problem, the more successful you will beClick To Tweet How are smaller, poorly equipped forces able to win? The question should immediately transfer to business with just a little bit of consideration. The “mom and pop” store on the corner… how can it win against the big box stores when it’s unable to compete on the basis of price? One of the ways is to become more agile, able to pivot and adapt in ways that the larger competition is unable to do fast enough. That’s just one of the tips Chet Richards mentions on this episode of In the Arena, so be sure you take the time to hear what he has to share. What happens when you’re able to learn faster than your opponents are able to learn? It’s really quite simple: You’re able to take advantage of the mental and practical dissonance your opponent is experiencing to move your business forward. It’s a clear lesson from military strategy that teaches us the importance of staying agile and working our niche to stay ahead of those who would cut into our business. You can hear many examples of this kind of insight, taken directly from military history, athletics, and other realms of endeavor in this conversation. You’ll enjoy this deep dive into military history and business, on this episode of In The Arena. Agility is the ability to change the situation more rapidly than the other side can understandClick To Tweet Outline of this great episode [1:34] Anthony’s introduction to this episode with Chet Richards. [3:40] Who was John Boyd? How Chet met him. [10:18] Why John Boyd was working on improving fighter jets. [16:19] The relationship between warfare and business strategy. [21:12] Lanchester’s model.

Anyone who’s been in the business world over the course of the past 30 years has heard of Getting Things Done (GTD), the productivity approach that David Allen revealed in his incredible book by the same name. Anthony points to the GTD approach as the one thing that has turned around both his desire and his ability to be truly productive day in and day out - a massively needed thing for his busy life. Today’s episode features a conversation between Anthony and David that gets into some of the history of the GTD approach and how David applies the system to his own life. You’ll get some high level and very practical things in this episode with one of the most influential people in the realm of action and effectiveness. David Allen, creator of Getting Things Done on this episode of In The ArenaClick To Tweet Your favorite sports teams do it, why don’t you? Think of your favorite sports team right now - any sport. Do you imagine that they spend the majority of their time doing what they want and then preparing for their games only a few hours before gametime? That’s ridiculous, right? But most of us handle our lives in exactly that way. We wake, take care of personal hygiene, etc. - then head to the office and dive right in. We wind up putting out fires all day long and responding to whatever comes up instead of being truly productive. David Allen says that one of the keys to the GTD system is that it requires a daily review time BEFORE you actually get started with the day. It’s a time to assess what’s possible, what’s on your lists, and what you will take action on for the day. It’s the only way he knows that successful people truly get things done. Find out how to implement your own daily review on this episode. What is your next action? That’s one of the most important questions you can ask. During their conversation for this episode of the podcast Anthony asked David Allen, author of Getting Things Done, why it’s so difficult for people to choose their next action. The simple answer is that it’s hard work to figure out much of the time. But it’s also the most important thing you can do to align your daily activity with the things that are truly the most important to you. On this episode David tells how you can think through your life and your life goals to ensure that your decisions about next actions are the ones that will move you ahead most effectively. Be sure you carve out the time to listen. Who knows, this may be YOUR best “next action.” Control without focus is micromanagement and focus without control is crazymaking ~ David AllenClick To Tweet Make better decisions by raising yourself up to a higher level. Many times the decisions we make are reactionary, simple responses to the things that happen throughout the course of life. Sometimes that’s necessary and helpful, but much of the time it’s nothing more than a distraction to the truly important things. On this episode of In The Arena, David and Anthony discuss how a brief moment of “higher level” thinking - consideration of the decision in light of your life’s higher goals - can help you decide whether to delay certain tasks, delegate them, or not do them at all. It’s a very helpful, simple, but profound way of looking at the tasks that crop up each day. You’ll get a lot out of this part of the conversation. Why do you live in your inbox? It’s a pretty common thing in the business world to see professionals checking their email repeatedly within a short matter of time. It’s one thing to check email just before going into an important meeting so you can go in prepared with last minute information. It’s quite another to live in your inbox, checking it multiple times every hour. David Allen suggests that you’d never do that if it was “real” mail, in a physical mailbox outside your house. You’d get on with the more important things in life and check your mail once a day.

Today’s episode features one of Anthony’s all time favorite conversations on the podcast. He’s speaking with Rosamund Zander, a family therapist and leadership coach who specializes in helping people recognize and move away from what she calls their “child stories” so they can be free of the limiting beliefs and scarcity mindsets that hold them back from giving the best of themselves to the world. Anthony wanted to bring this conversation to you because he feels that too many people in the sales arena make the story all about them when in reality, they could be adding so much more to the interactions they engage in on a daily basis. Please, take the time to listen - there is a lot to learn from Rosamund Zander. Change your thinking from dealing with circumstances to exploring possibilitiesClick To Tweet The unseen force of our child stories often dominate our lives. Rosamund Zander believes that every person is born with the self-centered approach to life that is characteristic of a child. Everything is about them. Every question, every circumstance, every opportunity, every pain - it’s all about them. But her contention is that if we stay in that child story as we begin to grow up we get stuck in ways of perceiving the world that are not helpful and do not bring service and love to the world. For her, the goal is to move out of our child stories and into adult stories, to grow up in our thinking and perception of what’s going on around us. Anthony is quick to point out how crucial that awareness is to sales and the sales process, and you’ll get to hear all of it on this episode of In The Arena. You need to find a story that works for you. When you look at the events unfolding around you each day, do you see them as circumstances or obstacles - or do you see them as opportunities? Do you see the subtle difference between those two perceptions? One makes you the passive recipient of the results of forces outside your control while the other engages you with the happenings around you, to affect them, to change them, to mould them to a better outcome. Learn how to adjust your perception of the world around you to enable yourself to become an “actor” in it, from Rosamund Zander, on this episode. All you need to transform is a new story ~ Rosamund Zander, on this episodeClick To Tweet Many times our negative responses are rooted in fear or scarcity. It’s a natural perception left over from childhood. But the fact is that as adults we can see more and do more than we could when we were children. We are able to have an affect on the world around us, to make changes to the circumstances we face each day. We can see that the world is a place of incredible abundance, so we are able (if we choose to) to look beyond the circumstance to our role in it and determine what we will do to live in light of those truths. Rosamund Zander’s new book, “Pathways to Possibility” takes us deep into this shift in perspective to provide freedom and energy for every day. Be sure to hear her conversation with Anthony on this episode. Your sales career, your success, is entirely up to you. You hear all kinds of mantras in the sales world but this one is one of the most powerful to adopt: “Your success is up to you.” If you can make the mental shift that enables you take on that sort of confident attitude you’ll begin to view the rejections and hurdles you must overcome in new ways. You won’t see them as impediments, you’ll see them as lessons, tools, or opportunities that are beneficial to your personal growth and therefore, your future success. You’ll begin to take action like never before because you’ll be driven to accomplish the very best you can for yourself, your family, your company, and the customer you serve. Hear more on this subtle mindset shift on this episode. Why we get stuck in #fear and scarcity, with Rosamund Zander,

Ryan Holiday is a prolific author who’s become notable as being a clear thinking person in a disruptive age. This conversation digs into the philosophy behind much of what Ryan believes and writes about - Stoicism. Anthony digs into Ryan’s first exposure to the philosophy, why it’s so appealing to him, and how it’s benefitted his life. But they go beyond that to the topics of Ego, building space into life, and the struggle each of us has to feel significant about our lives. It’s a packed conversation that takes many twists and turns, so set aside time to listen. The Ego is the Enemy author, Ryan Holiday on this episode of In The ArenaClick To Tweet Accepting life as it is, not as you wish it was. Ryan Holiday summarizes the Stoic way of thinking by saying this: “Things are how they are. Your job is to learn how to live with that.” But that doesn’t mean you should resort to being a couch potato who lets the world pass you by. You have the power to take initiative and make a difference in the world, and must for the good of the world. Ryan unpacks a lot of gems in this conversation, including the 3 main sections of his new book, “Ego is The Enemy.” You’ll want to hear this one. How can a person quiet their ego, and why would you want to? Much of what Ryan Holiday believes comes from the Stoic tradition and the stoics believed that the ego (pride in self) is a destructive force when it is allowed to rule a person’s life. It’s important to ensure that the ego stays in check, that its voice is not allowed to be dominant. Anthony asks Ryan a very pointed question in this conversation, “How can a person quiet their ego?” Ryan takes his best shot at answering it and adds a lot more value in addition, on this episode of In The Arena. How can you quiet your ego to accomplish more? Ryan Holiday answers on this episodeClick To Tweet The benefits of making space in life. We seem to intuitively know that our bodies need a rest. Most people don’t workout every day - they take a break to give their muscles time to recover. Most people take vacations now and then, at least for a long weekend. But we live in a culture that has failed to realize that in the same way the body needs a break, the mind needs some down time now and then as well. Ryan Holiday gives some suggestions for how modern people who have much to accomplish can be sure to create space in their lives, for a healthier and more productive existence. Grab a copy of Ryan’s new book, “Ego is the Enemy.” In “Ego Is the Enemy” Ryan Holiday draws from many stories and examples, stories of people who reached the highest levels of power and success by con­quering their own egos. In an era that glorifies social media, reality TV, and other forms of shameless self-promotion, the battle against ego must be fought on many fronts. Armed with the lessons in this book you will be less invested in the story you tell about your own specialness, and as a result, you will be liberated to accomplish the world-changing work you’ve set out to achieve. That’s Ryan’s promise from the book - and you can find out how to get it on this episode. If you respond to something immediately, you’ll immediately regret that response ~ Ryan HolidayClick To Tweet Outline of this great episode [2:37] Anthony’s introduction of Ryan Holiday. [4:07] What is Stoicism? Why did Ryan get into it? [9:25] The pain of writing a book and how Ryan gets through it. [13:50] The challenges and benefits of having a personal philosophy. [18:06] How is Stoicism different and similar to the practice of Zen Buddhism? [20:43] What does the practice of Stoicism look like for a modern person? [26:01] Practical applications of Stoicism. [27:08] Why is it so difficult to recognize how much our ego is involved?

Anthony is not a tech guy - meaning he’s not the guy to figure out the ways software and technological tools can be used to make sales work better, even though he is an avid user of the tech that exists. With that said, he’s very glad there are people out there who are into the tech and know how to take the deep dive into it in order to make it work better for sales professional. Max Altschuler is that guy. He’s on the show today to talk about sales stacks, the powerful benefits technology can bring to the prospecting and sales process, and how human capital can and should be integrated into the process. Data is the foundation of any successful sales process ~ Max AltschulerClick To Tweet What is meant by a “sales stack” and is yours high enough quality to help you? When Max Altschuler uses the term “sales stack” he’s referring to the human, software, and tech components that you have in place to organize and utilize the data involved in prospecting, marketing, and sales. That definition infers that you’ve got to have a system in place that has quality data that is both current and useful. On this episode Max walks through the things that make up a great data stack, how he uses it when making sales calls, and what you can do to close the loops in your process to ensure that your data stays up to date. Do you know how to research a prospect before making a connection? Every sales professional knows that you can’t (or shouldn’t) just pick up the phone and call someone you want to make a sale to. You’re much better off in the long run if you do some research to know something about that person, what they do, and why your product or service is the right solution for their needs. Max Altschuler is a pro at sales and knows the sales process backwards and forwards from his work with www.SalesHacker.com - so be sure to listen to this episode to get his own approach to researching a prospect before making the call. How to prepare for a face to face sales call from an expert, on this episode of In The ArenaClick To Tweet What many companies do wrong when it comes to sales automation. Anthony periodically receives prospecting emails that are generated by an automated system. These emails show that the company sending them knows very little about him and has taken virtually no time understanding what he does or what his needs might be. This is a marketing and sales FAIL in the hugest terms. Companies that think automation is going to cut costs are actually costing themselves more. On this episode Max Altschuler provides his insights into the biggest automation mistakes companies are making when it comes to sales and how they can cut their losses and turn things around. Targeting your prospects from a variety of positions. Both Anthony and his guest today, Max Altschuler agree that sales professionals should not allow themselves to be hindered if they find that “THE” decision maker or ideal contact they are trying to reach is unable to be reached. There are many different ways to make contact with a company that can lead to great results. In his book, Max refers to “Top down” and “Bottom up” approaches and unpacks them on this episode. You need to hear this if you continue to get road blocked in your approaches to a prospective client. You can’t be hindered by missing the appointment with the “perfect” contact. Here’s whyClick To Tweet Outline of this great episode [3:10] Anthony’s introduction to Max Altschuler. [5:06] What is a “sales stack” and why they can work for you in sales. [6:17] Ideas of what might be included in a sales stack. [9:50] What Max does (and builds into his tools) to best research a prospect. [13:25] What can be done to improve the quality of leads by improving the quality of data? [16:43] Top down and bottom up targeting.

Sales is the ultimate people business. In interacting with those who need the services or products you provide or the decision makers above them in the hierarchy, you’ve got to be able to interact in a way that shows you understand and empathize with them as people. One of the key things to doing that is understanding the ways in which people think - the actual way they see the world and process what they see. On this episode of In The Arena you’re going to hear from someone who has influenced Anthony a ton lately with his approach to this subject: it’s Frank Sopper of Open Book Consulting. Be sure you listen… even though the two of them get deep into the details of how the brain works, it’s essential stuff for you to grasp and master in order to make small tweaks to your sales approach that bring a huge difference. What you can do to increase sales by understanding your prospects way of thinkingClick To Tweet What kind of thinker are you, associative or sequential? You probably don’t even know what it means to ask yourself that question. It’s because those two terms are things Frank Sopper has developed over years of research into the way the human brain works and how different individuals operate in the world and among their relational connections. When you understand the differences between associative and sequential thinkers, you’ll immediately see people in your life who fit into one of those two categories predominantly. The difference that knowledge can make to your sales career is immense and you’re going to hear why on this episode. Are your sales prospects associative or sequential thinkers, and does it matter? If you were to speak to a German person using the French language, you might not get very far. That’s because you’re approaching that person via a form of communication they are unable to understand, or at least not used to understanding. The same sort of thing applies when you try to communicate to someone using a style of thinking that they do not readily employ. On this episode Frank Sopper discusses the differences between associative and sequential thinkers and highlights how a better understanding of how your sales prospects think could get you even more sales success. Thinking and the increase of sales numbers, with Frank Sopper on In The ArenaClick To Tweet For greater sales you need to include both types of thinking in your presentations. The human brain is typically not an all-or-nothing sort of computer. Every person is able to think in both associative and sequential ways, it’s just that not everyone is practiced at both. So for greater sales success you want to make sure that your sales presentations are not lopsided toward one of those styles, but rather that it incorporates an understanding of both. How do you do that? You can find out how to get started down that path by listening to this episode of In The Arena featuring researcher and businessman, Frank Sopper. The type of questions you ask can lead your prospects down the right path. But what that path is depends largely on the type of thinker they are. “Why” questions tend to appeal more to those with an associative type of thinking pattern. They are motivated by the “why” and begin to think more deeply and effectively in that sort of context. On the other hand, the sequential style of thinking gravitates more to the “How” type of questions, questions about processes, procedures, and bottom lines. Do you see how that can lead you to ask different questions of different people by having an idea of what kind of thinking style they operate within the most? Researcher Frank Sopper has tons to share about how to apply that knowledge on this episode. Integrate these 2 things into your sales presentations and see your sales climbClick To Tweet Outline of this great episode [3:10] Anthony’s introduction of how he got invol...

When Anthony hits a snag in how he feels he should approach a managerial or administrative issue within his business or with one of his clients, he turns to Dave Brock, his guest on today’s episode. Dave is one of those guys that Anthony and many others felt should write a book, but the guy is simply so busy he’s never had time. But now, suddenly, he’s cranked out his first book and says that he’s got a series of books in the works based on this first one. The Sales Manager’s Survival Guide is the book Anthony has been looking for - over 400 pages and worth every second it takes you to read. You can get some insights into Dave’s brilliant sales mind and why you should grab a copy of this book, on this episode. Sales Managers focus on what they do 4 the team, but the business expects something differentClick To Tweet Recognizing what you know that you don’t know you know. Dave Brock has known for many years that he’s a sales leader. He’s been in many companies and positions that indicate it to be so. But when he sat down to do some updates on an older ebook, things simply came flowing out of him, sales concepts and strategies, managerial insights and lessons learned, and much more. Over the course of a few months, his 400+ page book, “The Sales Manager’s Survival Guide” was birthed. As Anthony and Dave chat today you’re going to hear many examples of the kind of insight and wisdom Dave has poured into his book, so be sure you grab a pen and paper to take some great notes. Why sales managers need to “do nothing” for the first 90 days. Dave Brock believes that one of the toughest roles is that of sales manager and one of the toughest transitions to make is from salesperson to sales manager. When asked what a brand new sales manager should do in his first 30 to 90 days, Dave said, “Nothing.” He goes on to explain that he’s not talking about being lazy or simply sticking with the status quo. What he means is that the sales manager needs to spend a good deal of time coming to understand the lay of the land, the people, the systems, the frameworks that are in place already. When he/she takes the time to think through his environment. The dangers new Sales Managers face in their first 30 to 90 days, and how to address themClick To Tweet Do you know the difference between management and coaching? Sales managers have to assess their team’s numbers, contacts, and CRM systems. It’s part of the job, and an aspect that the powers that be in the company care a great deal about. But those are not the most productive parts of what the manager does. The most important and critical thing for the sake of his/her own productivity and the team’s overall success is the time he spends coaching his team. On this episode Dave Brock goes deeply into how sales managers can do a better job at coaching, why they MUST do so, and what they can do to up their game in that area. “This book is the very best in its class.” That’s what Anthony says about Dave’s book, “The Sales Manager’s Survival Guide” - and he knows, he’s read everything in the field. The book is not only a practical how-to for new sales managers, it’s also a “reset” for the experienced sales manager who has perhaps gotten off course, become distracted, or lost his way in the morass of company politics. Dave’s book is a must read for every sales manager, no matter how long he/she has been in the game. It’s one of the most actionable, helpful books you’ll ever read, so be sure you listen to Dave’s chat with Anthony on this episode and grab a copy of the book as soon as possible. We Sales Managers do a lot of managing but we don’t do much leading ~ Dave BrockClick To Tweet Outline of this great episode [3:10] Anthony’s introduction to Dave Brock and his new book, “The Sales Manager’s Survival Guide.” [6:19] How Dave wrote his book - finally.