High Profit Selling with Mark Hunter – Episode 41
Price. If you’re in sales, it’s something you’re talking about or you must be giving something away for free. Mark Hunter joined me In The Arena to talk about how to win the sale without compromising...
View ArticleTilting Downstream with Niraj Dawar – Episode 42
One of the most important books I read in 2014 was Niraj Dawar’s Tilt: Shifting Your Strategy from Products to Customers. Listen to this interview, and then go buy the book. Follow Niraj on Twitter...
View ArticleBrian Tracy on Finding Your Balance Point – Episode 43
It’s been a long time since I produced an In The Arena podcast. The email requests for me to restart the show were very kind and very persistent. So, we are back. I asked Brian Tracy to join me here to...
View ArticleGerhard Gschwandtner on a Fierce Loyalty to Life – Episode 44
Gerhard Gschwandtner is one of my dearest friends. He is a true hustler and a gentleman. He has an amazing mindset, one that has allowed him to thrive as a digital publisher after building a massive...
View ArticleMike Weinberg Simplifies Sales Management – Episode 45
There is no more difficult role in any company than the first line sales manager. No one is more accountable for the results of increased revenue, increased profit, and execution of the company’s...
View ArticleJim Keenan on What Is Not Taught – Episode 46
Jim Keenan is an out-spoken sales consultant and entrepreneur. His company “A Sales Guy” also helps companies recruit sales leaders, sales managers, and salespeople. I could have Keenan on to talk...
View ArticleJeb Blount on Fanatical Prospecting – Episode 47
Jeb Blount is a force when it comes to prospecting (among other things). I’ve been fortunate enough to share the stage with him twice in 2015, and we have become the closest of friends. His new book,...
View ArticleStu Heinecke on How To Get a Meeting with Anyone – Episode 48
Stu Heinecke is a Wall St. Journal cartoonist and award-winning marketer. He also knows how to get a meeting with his dream clients. What Stu doesn’t know, he’s smart enough to find out by interviewing...
View ArticleTim Sanders on Dealstorming – Episode 49
Tim Sanders is a remarkable speaker. He speaks on sales and leadership, and I’ve had the pleasure of watching him crush it on a couple of occasions. He’s also the author of Love is the Killer App,...
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Shawn Murphy on the Optimistic Workplace
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...
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Martin Lindstrom on Small Data – Episode 51
Martin Lindstrom is a world recognized brand consultant. I was familiar with some of his work through citations in other work when I found his new book Small Data: The Tiny Cues that Uncover Huge...
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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,...
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Jay Baer on Hugging Your Haters and the Real Value of Stellar Customer...
“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...
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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...
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Nancy Duarte and Patti Sanchez on Storytelling, Leadership, and Fulfilling...
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...
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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...
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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...
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How to Make People Love You with Jeb Blount – Episode 34
There’s been a shift in recent years toward a more “transactional” model of sales. The ability to anonymously buy something off the internet (Amazon) has made it more and more appealing to many people...
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Insight Selling: What Sales Winners Do Differently with Mike Schultz –...
You see those sales champions out there, the ones who make record sales and lead the company in breaking sales records. It’s clear they are doing things that others aren’t doing, but what are those...
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Up Your Game: Networking Your Way To The Top with David Bradford – Episode 36
You’ve heard about networking. You’ve been told that you need to make connections. But sometimes those ideas can take on a negative tone simply because it sounds like hitting people up for favors or...
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