Today is another one of those big days. One of Susanna’s most sought-after guests is on the show. Anthony Ianarino, international speaker, bestselling author, entrepreneur, and sales leader specializing in complex business-to-business (B2B) sales. 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. 

Luke and Susanna dive right in and ask about Anthony’s ‘one up, one down’ philosophy when engaging with prospects. Anthony gives incredible insight on how to succeed whether you are in either of those scenarios and how to use data to draw clients in and view you as a consultant and not just a seller. Susanna, Luke and Anthony also discuss the lost art of focus, books far outside of sales and recruitment that can help you to reach new levels of success, going on a negativity fast, reframing negative events, the ability to change other people’s mindset, why most sales books are boring, and some sneak peaks at Anthony’s new book.