How many of us keep track of calls and personas using a process that feels way too complex and doesn’t deliver the desired results? Today we’re joined by Anthony Iannarino, international speaker, sales leader, and best-selling author. His new book, The Only Sales Guide You’ll Ever Need, is an absolute must-read for anyone who wants to sell more and sell better. In this episode we’re talking all about the dangers of automating your sales process, and the research and science that backs up Anthony’s methods for creating an effective and lucrative sales process.

Episode Highlights:

• Understanding sales by using the OODA Loop
• Why successful prospectors have the mindset of a competitor
• When asking for a referral goes wrong: Why we can’t rely on technology to do our work for us
• “Automation is marketing, not selling”: Why you can’t automate intimacy
• Creating value for multiple personas
• Getting into an efficient sales rhythm

Resources:

• The Only Sales Guide You’ll Ever Need by Anthony Iannarino
• Boyd by Robert Coram
• Robin Dunbar’s Research
• Check out Anthony’s website for daily blogs and his YouTube channel for daily videos
• Want to see Anthony speak? Follow his schedule with Outbound Conference