ANTHONY IANNARINO is a highly respected international speaker, 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.
The forces of globalization, disintermediation, and commoditization have radically changed how we do business. More and more, these forces are driving companies to behave transactionally. Sales organizations are struggling to create new opportunities, to win new business and maintain the margins they need to deliver results.
Level 4 Value Creation is a methodology for moving from product, service, and solution to a higher level of value, that of a trusted advisor, or what we call a Level 4 Value Creators. Your team will learn how to create more value throughout the entire sales process, to create and win more opportunities, to win those opportunities at a higher margin, and to increase their wallet share within your existing clients.
Most of the challenges salespeople experience around taking action have their root in some fear. They fear having conversations around the commitments they need and they worry about coming off as aggressive or self-oriented. They fear discussing price, believing it puts their opportunity at risk. They fear telling the client they can’t have what they want without a greater investment or challenging the customer’s beliefs.
This keynote provides the sales force with a deep understanding of the major fears salespeople face and how to effectively face those fears I a way that strengthens relationships.
This interactive workshop takes the ideas from the Level 4 Value Creation keynote and puts them in the hands of your sales force and supporting teams. During this workshop, we will facilitate your team’s development of the exact action plans they need to enact in order to move from transactional salespeople to consultative trusted advisors, creating and winning new opportunities.
One of the primary reasons to create Level 4 Value and Build Consensus is to differentiate your offering and prevent from being commoditized. This workshop focuses on how to create a level of value throughout the sales process that allows you to defend the investment necessary to produce the promised results.
You want your salespeople to sell value. You need them to move away from selling “low price,” selling product, and selling features and benefits. In order to sell value, your team needs to know how to create a compelling value proposition, and they need to know how to tailor that value proposition to the individual stakeholders who will determine whether or not to buy from you.
The difference in hitting your goals and growing your top and bottom line hinges on your ability to effectively lead the sales force. Nothing has a greater impact on your sales results than your first line sales managers. You want your sales managers to coach your sales team, and your salespeople want coaching. But your sales managers don’t have a common process, a common meeting rhythm or cadence, or a coaching model.
In this one day workshop, we provide a professional coaching model that provides your sales managers the framework and methodology for coaching their team to their best performance.