Shawn Murphy on the Optimistic Workplace – Episode #50

High Profit Selling, Overcoming Objections, and Raising Your Prices, with Mark Hunter – Episode 41: There are many difficult spots along the path of closing a sales deal, but none more difficult than the negotiation of price. Mark Hunter is an experienced salesman and coach who knows that struggle firsthand. by In the Arena

23 min listen

Mike Weinberg Simplifies Sales Management – Episode 45: One of the most important roles in any sales oriented organization is that of the sales manager. So much depends on that individual being effective at motivating and training salespeople as well as being a personal coach to them to help them up their s... by In the Arena

27 min listen

Max Altschuler on Hacking Sales, Sales Stacks, and Automation in the Sales Process – Episode #61: 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, by In the Arena

34 min listen

Ken Wilber on Levels of Consciousness, Integral Theory, and Their Effect on Business – (part 2) Episode #70: 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. by In the Arena

67 min listen

Shawn Murphy on the Optimistic Workplace – Episode #50: Shawn Murphy is the CEO of Switch + Shift, a site that explores the Human Side of Business. He's also the author of The Optimistic Workplace: Creating an Environment That Energizes Everyone. Shawn shares the destructive behaviors that cause leaders to ... by In the Arena

28 min listen

The Immunity To Change and the Process of Sales, with Bob Kegan – Episode #75: Anthony was incredibly honored to have Bob Kegan as his guest on this episode of In The Arena. Bob is a psychologist who teaches, researches, writes, and consults about adult development, adult learning, and professional development. by In the Arena

62 min listen

Forbes Riley: What it Takes to Generate Over 2 Billion in Sales – Episode 52: Over $2 billion in sales. Yes, you read that correctly. Today’s guest, Forbes Riley is an amazing woman and one of the most successful infomercial and product saleswomen on the planet. But ironically, she doesn’t like to think of herself as doing “sale... by In the Arena

42 min listen

Gerhard Gschwandtner on a Fierce Loyalty to Life – Episode 44: Today’s guest, Gerhard Gschwandtner, is on a mindset mission. He wants to rid you of the parts of your thinking that hold you back. Gerhard has been through trials in life, including overcoming cancer twice. by In the Arena

31 min listen

Tilting Downstream: Differentiating Your Sales Approach With Customer Risk In Mind with Niraj Dawar – Episode 42: Sales is the act of helping people solve problems. It only makes sense that the best salespeople are the ones who are able to best solve the problems their customers have. But how exactly do you determining if you or your competitors is doing the “best... by In the Arena

25 min listen

Jim Keenan on What Is Not Taught – Episode 46: Today we hear about what we are not being taught to be successful, from Jim Keenan. Jim’s new book, Not Taught, represents a journey of discovery in how giving gives back, even when you are not expecting it. by In the Arena

22 min listen

Matt Abrahams on Strategic Communication in Presentations and Sales – Episode 56: Strategic communication has long been an area of interest for Matt Abrahams, so much so that after leaving high school he decided to pursue degrees in communication. Fast forward to today and Matt can be found as a professor of communications at Stanfo... by In the Arena

41 min listen

Brian Tracy on Finding Your Balance Point – Episode 43: Today’s guest, Brian Tracy, knows the difference between true balance, and false balance. This hot subject is really a question of values. What do you really value? What is at the top of your priority list? by In the Arena

33 min listen

Bob Burg on the Power of Being a True Go Giver – Episode 54: Many people hate sales because they don’t understand that it’s not about getting money from people, it’s about serving them. Today’s episode is a gem among gems because it features the incomparable Bob Burg. Bob is a legend in the sales, leadership, by In the Arena

45 min listen

Stu Heinecke on How To Get a Meeting with Anyone – Episode 48: Today’s guest, Stu Heinecke, approaches marketing in a surprising and unique way. Stu is a cartoonist, using creativity as a truth-telling and marketing device. Today, we hear about Stu’s new book, How to Get a Meeting with Anyone. by In the Arena

42 min listen

Dave Brock on Sales Manager Success and His new Book, “The Sales Manager’s Survival Guide” – Episode #59: 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 other... by In the Arena

61 min listen

Nancy Duarte and Patti Sanchez on Storytelling, Leadership, and Fulfilling Dreams – Episode #55: Anthony first became aware of Nancy Duarte when he watched the Al Gore TED talk that featured the slide deck created by Nancy Duarte and her team. That’s when he began grabbing her books every time they came out and applying her concepts about storytel... by In the Arena

41 min listen

Steve Andersen and Dave Stein: Building Long Term Customer Relationships By Moving Beyond the Sales Process – Episode #58: According to Steve Andersen and Dave Stein, most salespeople make a vital mistake in the way they approach sales: They think of the sell itself as a short-term gain rather than look to a long-term gain that will sustain relationship and ongoing sales. by In the Arena

40 min listen

Jay Baer on Hugging Your Haters and the Real Value of Stellar Customer Service – Episode 53: “For years, customer service has been a necessary evil.” That’s what Jay Baer says, but he’s convinced that even though it’s never been true, it’s especially not true in the digital age. Customer service is the lifeblood of truly impacting businesses. by In the Arena

48 min listen

Tim Sanders on Dealstorming – Episode 49: We are all familiar with how brainstorming brings random people together to create long lists, of any and every idea. We let our brains rumble in hopes of finding the most brilliant plan hiding within the collaborative explosion of thought. Today, by In the Arena

38 min listen

Jeb Blount on Fanatical Prospecting – Episode 47: Today’s guest, Jeb Blount, wrote his book Fanatical Prospecting to remove the complexity of prospecting and provide a formula for it’s use. Jeb’s core belief is that salespeople are the elite athletes of the business world. by In the Arena

53 min listen

Lewis Howes: What Is Greatness and How to Be Great – Episode #68: 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. by In the Arena

48 min listen

Martin Lindstrom on Branding, Small Data, and Knowing Consumers – Episode 51: There is so much talk about “big data” these days and the impact it has on helping companies and brands understand the choices and activities of their market. But today’s guest believes that the best approach to understanding consumers is not big data,... by In the Arena

49 min listen

Tell and Sell: Why Stories Build Trust and Sell Things For More, with Paul Smith – Episode #78: Every salesperson needs to learn how to tell and sell. Simply put, you need to know how to tell better stories to increase your sales numbers. There’s a great new book out by a guy named Paul Smith, “Sell With A Story. by In the Arena

36 min listen

Frank Sopper: Sales Success by Understanding Your Own and Your Prospect’s Thinking – Episode #60: 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 t... by In the Arena

59 min listen

Chet Richards on Strategy, Morale, and Agility in Warfare and Business – Episode #65: 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... by In the Arena

77 min listen

Seth Godin on Customer Attraction, Brand Loyalty, and His Own Writing Process – Episode #101: Nobody in the online marketing space or sales world needs an introduction to Seth Godin. Seth has become synonymous with content marketing and the new approach to customer attraction he calls permission marketing. by In the Arena

35 min listen

Pete Turner on Cultural Understanding, Caring, And True Influence – Episode #57: Very few people have had the types of life experiences Pete Turner has had. His experience as a soldier and then later as a cultural consultant to the military and U.S. State Department during the Bosnian and Afghanistan conflicts gives him a perspecti... by In the Arena

63 min listen

Chris Brogan: Futurist Predictions About the Internet, Talk About Personal Disciplines, and More – Episode #67: 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 effe... by In the Arena

41 min listen

Dr. Carmen Simon on Persuasive Techniques for Business and Life – Episode #66: 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. by In the Arena

53 min listen

Phil Gerbyshak on Selling Techniques for Social Media and Beyond – Episode #76: There is no end to the books and blog posts you can find hawking selling techniques. And that’s a good thing. But many of the authors who post that content haven’t done the work needed to become an expert at the new landscape that sales professionals a... by In the Arena

75 min listen

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Shawn Murphy on the Optimistic Workplace – Episode #50

Shawn Murphy on the Optimistic Workplace – Episode #50

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