Are You the Hero or the Guide in Sales? - Anthony Iannarino, International Speaker, Bestselling Author, Entrepreneur, and Sales Leader [Sales Experience]

<p>Anthony Iannarino is a highly respected international speaker, bestselling author, entrepreneur, and sales leader specializing in complex business-to-business sales.  Anthony is a top thought leader in sales strategy. His most recent book, Elite Sales Strategies: A guide to being one-up, creating value, and becoming truly consultative.</p><p>What does it mean to be a sales guide?<br>4:44.428 – 7:20.708<br> Why does it require more of a salesperson of being one-up?<br>7:53.623 – 9:45.219<br> Are you the hero or the guide in sales?<br>10:23.127- 11:05.288<br> the difference between buyer's journey and buyers' journeys<br>11:19.093 – 13:41.318<br> What happens when desperation kicks in for salespeople?<br>13:58.910 – 15:17.980<br> Why should you stop talking about solutions and start talking about outcomes? [Solution mode vs. Outcomes Mode]<br>Uncertainty kills decisions<br>16:26.820 -  19:29.620<br> Why Should Salespeople create certainty over credibility?<br>19:43.782 – 21:12.486<br> Decisions Makers Seek Trusted Advisors<br>21:26.678 – 23:05.03<br> Why prevents clients from Change<br>How to create certainty so clients change<br>25:20 – 27:12.029</p><p><br>ABOUT NICK GLIMSDAHL<br>Subscribe to my weekly newsletter<br>Find me on Twitter<br>Find me on LinkedIn</p><p><br>LISTENER SUPPORT<br>Purchase Nick’s books: <br>Reasons NOT to Focus on Employee Experience: A Comprehensive Guide</p><p>Apparel: https://www.teepublic.com/user/press-1-for-nick <br>Support this show through Buy Me A Coffee</p><p><br>BOOK RECOMMENDATIONS:<br>Learn about all the guests book recommendations here: https://press1fornick.com/books/ </p><p><br>BROUGHT TO YOU BY:<br>VDS: They are a client-first consulting firm focused on strategy, business outcomes, and technology. They provide holistic consulting services to optimize your customer contact center, inspiring and designing transformational change to modernize and prepare your business for the future. Learn more: https://www.govds.com/ </p><p><br>This podcast is under the umbrella of