Anthony Iannarino Talks Elite Sales (and Marketing) Strategies
Anthony Iannarino, top sales coach, international speaker and 3X best-selling author sits down with Aaron Hassen to discuss the evolution of sales and marketing and his latest book, Elite Sales Strategies.
Topics covered in this video:
02:11 - Why Anthony writes and the reason Howard Bloom demanded his record label sign Prince.
04:15 - What Anthony hated about sales and salespeople.
06:29 - What makes someone the best in their field.
07:54 - Elite Sales Strategies and the need for a modern selling approach.
10:31 - The importance of being One Up.
14:31 - The thread that connects sales and marketing.
15:18 - Eugene Schwartz and the myth of demand generation.
17:39 - Why you don't need the best product or service in order to sell.
18:39 - Level 4 strategic selling and Theodore Levitt's concept of holes vs. drills.
20:58 - The danger in continuing to follow outdated sales methodologies.
22:51 - Why solution selling (and marketing) is dead.
28:32 - The competitive advantage of personal values.
31:00 - Can switching industries hurt your career?
33:30 - The most important thing for a company that wants to transform its sales force.
34:26 - Why dividing sales roles (into SDRs, AEs, etc.) hurts customers and salespeople.
37:43 - Why modern marketing must dramatically change its approach.
39:39 - The problem with only targeting customers with pain.
41:08 - When web meetings caused Jamie Dimon's firm to lose millions.
43:46 - Anthony responds to the practice of regularly rotating a salesperson's territory.
Video mentions include: Howard Bloom, John Cougar Mellencamp, Prince, Elite Sales Strategies, Eugene Schwartz, Theodore Levitt, Andy Cunningham, Steve Jobs, Sandler Selling and Jamie Dimon.
