Anthony Iannarino

Iannarino Fullen Group

Managing Member

Federal Reserve Bank of Cleveland

Business Advisory Council Member

TribeVest

Advisor

Managed Employee Solutions (MES)

Founder & Managing Director

B2BSalesCoach.com

B2BSalesCoach.com is a digital sales and marketing knowledge hub for entrepreneurial salespeople and sales-driven organizations. Since its inception, the platform has provided inspiration and trusted advice for sales teams, sales managers, and sales leaders who wish to perform at higher levels and achieve market dominance. 

Anthony helps his clients think through their most pressing business challenges, build consensus around change, and design the action plan that will initiate and optimize the change. 

● LEVEL 4 VALUE CREATION™: HOW TO CREATE AND SUSTAIN RELATIONSHIPS OF VALUE

Level 4 Value Creation™ is a proprietary methodology for moving from product, service, and solution to a higher level of value, that of a trusted advisor, or what Anthony has labeled a Level 4 Value Creator. The learning focuses on creating more value throughout the entire sales process, generating more opportunities, converting those opportunities to wins at a higher margin, and to increase wallet share within existing clients.

● PROGRAM BENEFITS 
1). Discover the 4 behaviors that create relationships of value and how to use them.

2). Explore the 3 attributes that differentiate your unique offering and allow you to create compelling value that wins deals.
3). Learn how to leverage value creation throughout the sales process and provide the right level of value for each stakeholder based on their type.

Sales Coach & Sales Consultant

The Sales Blog

Anthony is the creative force behind THE SALES BLOG, producing daily, value-added content for sales teams, sales managers, and sales leaders.

Through his writing, Anthony expands a thought leadership platform that encompasses sales leadership, management, productivity, and success. His writings provide practical guidance and inspiration for sales cultures challenged by large, complex B2B sales, and offer valuable inspiration to keep salespeople’s heads in the game.

To join the preferred mailing list, and have fresh insights and practical sales tips delivered directly to your inbox, please visit www.thesalesblog.com.

Creator & Writer

ANTHONY IANNARINO is a highly respected international speaker, bestselling author, entrepreneur, and sales leader specializing in the complex business-to-business (B2B) sale. He is also a founder and managing partner of two closely-held, family-owned businesses in the staffing industry, leading both entities in strategic planning while growing sales. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy. He is also the designer of Level 4 Value Creation™ and Building Consensus, methodologies that help sales organizations achieve transformational, breakthrough results.

In each business, Anthony is focused on helping professionals reach their full potential. In 2007, while growing the sales force of his second staffing firm, he discovered a knack for coaching, and realized that he could make enduring contributions to a company’s sales culture. He began blogging about complex selling processes, and gravitated toward B2B companies facing challenges in sales force management and performance. His transition to professional speaking, consulting, and workshop facilitation led to the development of a trademarked methodology that has proven instrumental in helping sales organizations achieve revenue goals.

Throughout his career, Anthony has helped people in a wide variety of industries and markets think through and overcome their biggest business challenges. His greatest strength is in getting others to build consensus around what must change, and identify the resources within themselves that will drive positive results. Be it through the delivery of staffing solutions or sales strategies, Anthony is a trust builder who focuses on leading transformational conversations, those that create and sustain relationships of value. He is a natural mentor who brings the business acumen, situational knowledge, and experience to each engagement, and lays a solid foundation for future growth.

Whether he is speaking at a sales conference or at a sales kickoff meeting, Anthony engages an audience from start-to-finish. His thought-provoking talks are rich with actionable ideas that can be applied immediately. Anthony is also known for infusing humor, story, and playfulness into his keynotes and workshops.

● BUILDING CONSENSUS: HOW TO CREATE ALIGNMENT, REMOVE OBSTACLES, AND FIND A PATH TO YES

Building Consensus is a practical and transformational workshop that focuses on how to manage deals with multiple stakeholders involved in the decision-making process. The concepts dovetail with the Level 4 Value Creation keynote and provide participants with the opportunity to “war room” live deals using his proprietary Consensus Methodology.

● PROGRAM BENEFITS 

1). Understand the need for building consensus and how decisions are made in complex sales.

2). Identify the stakeholders, their roles, and the value that you need to create in order to gain their support.

3). Isolate buying committee members and their relationships, and gain access to these groups and individuals.

4). Understand the three primary drivers necessary to create change and evaluate which stakeholders hold the keys to creating and winning the opportunity.

Are We Losing Our Minds? The Quiet Erosion of Human Thought in the A.I. Age

International Speaker, Sales Leader, Writer, Author 2x USA Today Best—Seller I teach sales professionals how to win in an evolving B2B landscape.

Yield 
You may feel that calls to prospective clients are unproductive, as many attempts produce few results. Most competitors quit at this point, looking for easier tasks. Your persistence creates a real advantage when booking meetings.
Prospecting always yields little. Most contacts will not answer their phone. You may send an email only to have it deleted. Do not worry about the yield on any given day or week. You should never quit, as doing nothing guarantees you will not book a meeting.
Your low yield is not a problem. The yield you need is revenue, and a few large clients can provide all you need.
One strategy I created helped me consistently confirm meetings. I call it “trading value.” Competitors usually ask for a meeting to talk about their company, clients, and solutions.
Instead, create value by proving you know their company, their industry, and their results and how about going after the results.
 
Non Obvious insights that will help the contact and their stakeholders understand why they will need to make a decision.

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