The art of building your sales pipeline and closing the deal by Anthony Iannarino 


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In this episode of Tales from the PROS, please welcome Anthony Iannarino, who is a bestselling author and internationally recognized speaker on sales, success, personal development, leadership, and entrepreneurship. He has 3 privately held staffing firms that generate annual revenues of $50M, and has consistently been named one of the 25 most influential people in the world in sales and marketing. Me and Anthony chat about getting rid of the "salesman stigma", proven outbound sales tactics and strategies, how to sell online with content, building a sales pipeline, closing strategies, and much more.

  Questions Asked:
  1. How did you get into sales training, leadership, and entrepreneurship? Tell me that story.
  2. In your experience, I know you've seen and even I've seen lots of old school aggressive sales tactics still being used. So does it take a certain type of person and character to sell the right way in today's generation?
  3. Since coaching and training companies and sales people over the years, what have you noticed people are doing wrong in their sales approach?
  4. Most of us know that increasing your sales pipeline is critical in growing a business, do you have certain outbound approaches or strategies that are very effective in B2B or even B2C selling? Such as how to cold call, etc.?
  5. Social selling is huge now in generating leads and prospects but the internet is incredibly cluttered, what do believe works best when creating social sales content and creating that engagement to generate an ROI?
  6. What would you say in today's age is the most powerful and effective sales tactic?
  7. So, after providing value and interest, generating the leads, implementing the follow up process, what are the most important tips and strategies for closing the deal and not having your lead go dark on you?
  8. Let's jump a little bit here, in your entrepreneurship journey in becoming a sales and marketing leader, what were some of your toughest struggles and how did you overcome them?
  9. Are there any tips for aspiring sales people and sales leaders that they need to know to become the best possible?
  Three How's:
  1. How do you define failure?
  2. How do you define entrepreneurship?
  3. How do you define success?