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Elite Sales Strategies
- A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative
- Narrated by: Anthony Iannarino
- Length: 6 hrs and 48 mins
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Publisher's summary
In Elite Sales Strategies, expert sales leader Anthony Iannarino offers his philosophy about becoming a commercial success. This guidebook provides unique insights into how to approach every sale by serving your clients from a position of authority and expertise.
This guidebook suggests putting yourself in a "one-up" position, where you, as the salesperson, come to a client in a position of authority and strength, where you yourself are qualified to offer nuanced and helpful advice to companies that have put themselves in a "one-down" position, whether that be by bad decision-making, poor understanding of the marketplace, or bad luck. At its heart, this book suggests you find the advantages that you can provide that will, in turn, help your client become "one-up" themselves in their own field and ensure they achieve the better results they need. In addition, Elite Sales Strategies provides listeners with: a step-by-step approach for how to become "one-up" yourself and what you provide to your clients; a healthy analysis of what makes a person or a company "one-down" and tips on how to course correct; strategies, tactics, and talk tracks that will provide you with what you need to become "one-up"; and terminology and vocabulary so that you can approach your client with tact and decorum while still addressing the weaknesses of their system.
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Listening is harder than it looks - but it's the difference between business success and failure. Nothing causes bad decisions in organizations as often as poor listening. But Bernard Ferrari, adviser to some of the nation's most influential executives, believes that such missteps can be avoided and that the skills and habits of good listening can be developed and mastered. He offers a step-by-step process that will help you become an active listener, able to shape and focus any conversation.
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Better listening made easy
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Sales EQ
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- Length: 9 hrs and 2 mins
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The sales profession is in the midst of a perfect storm. Buyers have more power - more information, more at stake, and more control over the sales process - than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo.
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Effective Approach to EQ Sales Mastery
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By: Jeb Blount
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Agile Selling
- Get Up to Speed Quickly in Today's Ever-Changing Sales World
- By: Jill Konrath
- Narrated by: Joyce Bean
- Length: 5 hrs and 14 mins
- Unabridged
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Overall
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Performance
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Story
Powerful strategies for sales proficiency in ever-changing situations. When sales people are promoted, change jobs, or face new business environments, they inevitably need to learn new skills quickly. Their livelihoods depend on getting up to speed quickly; their bosses have no patience for delayed results
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Practical and insightful
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The High-Potential Leader
- How to Grow Fast, Take on New Responsibilities, and Make an Impact
- By: Ram Charan, Geri Willigan
- Narrated by: Bob Reed
- Length: 5 hrs and 48 mins
- Unabridged
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Overall
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Companies need high potential leaders (Hi-Pos) more than ever before to help them adapt to today's tumultuous, digitally-driven business environment. If you meet the Hi-Po criteria, you're in high demand - and this book explains how to fast-track yourself.
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Good book for people wanting to climb the corporate ladder and for executives to accelerate high - potential leaders
- By Niel on 06-23-19
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High-Profit Prospecting
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- By: Mark Hunter CSP
- Narrated by: Sean Pratt
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Overall
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Performance
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As a salesperson, your pipeline is the key to your success. No matter what changes, that remains the same. Top producers prospect - and they do it all the time. "But how?" you ask, "In the age of the Internet, isn't cold-calling dead?" Now, in his new audiobook, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today.
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recycles a lot of common info
- By roland on 04-18-17
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Bargaining for Advantage
- Negotiation Strategies for Reasonable People: 2nd Edition
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- Narrated by: Sean Pratt
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Overall
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Performance
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As director of the renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. His systematic, step-by-step approach comes to life in this book, which is available in over ten foreign editions and combines lively storytelling, proven tactics, and reliable insights gleaned from the latest negotiation research.
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Loaded with practical strategies, real scenarios
- By Tiasdolls on 10-10-17
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Clarity First
- How Smart Leaders and Organizations Achieve Outstanding Performance
- By: Karen Martin
- Narrated by: Karen Martin
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Through her global consulting projects, keynote speeches, and work with thousands of leaders, Karen has seen first-hand how a pervasive lack of clarity strangles business performance and erodes employee engagement. Ambiguity is the corporate default state, a condition so prevalent that “tolerance for ambiguity” has become a clichéd job requirement. It doesn’t have to be this way.
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Not for me - dislike narrator's voice +
- By sharing1 on 10-11-19
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Journey to the Emerald City
- By: Roger Connors, Tom Smith, Craig Hickman
- Narrated by: Wayne Shepherd
- Length: 2 hrs and 51 mins
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Overall
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Performance
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Building on the success of their previous title, The Oz Principle, Connors and Smith explore the direct link between a company's culture and the results it produces. Journey to the Emerald City details a clear road map for accelerating the move to a culture of accountability in which people focus on achieving the results critical to a company's future.
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Every creative leaders go to book
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The Language of Trust
- By: Michael Maslansky
- Narrated by: Michael Maslansky
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Overall
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Performance
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Story
Still struggling through the financial crisis that began in 2008, consumers aren't buying traditional sales approaches anymore. So how do salespeople, corporate communicators, managers, and marketers sell their ideas, products, and services to a generation of customers who are more skeptical and less influenced by conventional marketing than ever before?
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Are you communicating or just talking?
- By Shawn on 11-08-10
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The Effortless Experience
- Conquering the New Battleground for Customer Loyalty
- By: Matthew Dixon, Nick Toman, Rick DeLisi
- Narrated by: Matthew Dixon, Nick Toman, Rick DeLisi
- Length: 6 hrs and 37 mins
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Overall
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Performance
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Story
In their acclaimed best seller The Challenger Sale, Matthew Dixon and his colleagues at CEB busted many longstanding myths about sales. Now they've turned their research and analysis to a new vital business subject - customer loyalty - with a new book that turns the conventional wisdom on its head. The idea that companies must delight customers by exceeding service expectations is so entrenched that managers rarely even question it. They devote untold time, energy, and resources to trying to dazzle people and inspire their undying loyalty.
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If you are a CXer, you have to read/listen to it
- By Shirley Campbell on 05-26-23
By: Matthew Dixon, and others
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High Trust Selling
- Make More Money in Less Time with Less Stress
- By: Todd Duncan
- Narrated by: Todd Duncan
- Length: 3 hrs and 57 mins
- Unabridged
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Overall
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Performance
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Story
A Wall Street Journal best seller! There is a major difference between being a salesperson in business and being in business as a salesperson. Being successful in sales has a lot to do with what's on the inside of a person, and the person's ability to establish and foster loyal relationships.
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The Core Foundation For Sales Success
- By Joe on 01-28-05
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Designing for Growth
- A Design Thinking Tool Kit for Managers
- By: Jeanne Liedtka, Tim Ogilvie
- Narrated by: Nicol Zanzarella
- Length: 6 hrs and 35 mins
- Unabridged
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Overall
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Performance
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Story
Jeanne Liedtka and Tim Ogilvie educate listeners on one of the hottest trends in business development: "design thinking", or the ability to turn abstract ideas into practical applications for maximal business growth. Jeanne Liedtka's recent book, The Catalyst: How YOU Can Lead Extraordinary Growth, was named a Top Innovation and Design Thinking Book by Business Week. Tim Ogilvie has been hailed as a visionary for his pioneering contributions to service innovation, business model innovation, and customer experience design.
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Audiobook requires regular book
- By GoingGoingGone... on 07-01-18
By: Jeanne Liedtka, and others
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Selling Professional Services the Sandler Way
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Solid
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The Negativity Fast
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Sales leader and strategist Anthony Iannarino delivers an exciting and effective new take on creating and sustaining powerful sales processes. You'll learn to lead with positivity as you harness negative emotions to make lasting changes for the better and explore the power of gratitude to transform your mental outlook. Discover how to reframe the negative events of your life into the ways they made you stronger and prepared you for future setbacks.
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Valuable & Sound Information
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Never Say Sell
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Never Say Sell explains how to scale individual engagements into long-term business relationships. Cowritten by Tom McMakin, the coauthor of How Clients Buy and expert in account development, and colleague Jacob Parks, this book provides insights into how key rainmakers at firms like Accenture and IBM drive growth from existing relationships. Never Say Sell is a business development guide for professional service providers like consultants, accountants, and lawyers, whether they are sole proprietors or members of account teams tasked with expanding key accounts.
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What listeners say about Elite Sales Strategies
Average customer ratingsReviews - Please select the tabs below to change the source of reviews.
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- Amazon Customer
- 07-18-22
Great Insights
Anyone in the B2B sales ecosystem should read this book. Great perspective on how to remain relevant in a world where buyers prefer less engagement from sales people.
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2 people found this helpful
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- B Todd 🕶
- 12-07-22
I know something you don't...
You'll get the headline reference soon enough.
For now, suffice it to say that Anthony Iannarino knows what it takes to be exceptional at the sales profession. Fortunately for us in the sales community, he's unremarkable at hoarding knowledge.
"Elite Sales Strategies" is a power catalog of sales techniques that shatters obsolete practices that simply can't survive the unpredictable 2022 business terrain. To be groundbreaking, conventional sellers must transform themselves into consultative purveyors of value from the very first cold call. Being elite requires intentionality in preparation and in getting ahead of a client's own knowledge and experience - becoming "One-Up" - to generate desired business outcomes. Sound simple? It kind of is. Sound easy? It's 100% not. Sound worth it? Damn skippy.
Special props to Anthony as narrator. His relaxed, mellow delivery blends well with the content (as one might expect from an author reciting his own genius) and he layers in the right amount of subdued levity to complement his wisdom and storytelling.
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- Eli G.
- 04-11-23
Two thumbs up
For a newbie like myself, this is great way to check the temperature of the current sales landscape. As an aside, I’d recommend cranking up the speed to 1.2x. The author reads a tad slow for my taste.
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- Marc Sierra
- 07-07-22
Another great Anthony Iannorino book!
I’ve been reading and following along with Anthony Iannorino’s sales strategies since I got into sales in 2016. Each book has provided enormous insights and has made me a more valuable partner to my clients. This book gives you more ways to create value and to help you and your clients get better. Another 5 star book from Iannorino!
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3 people found this helpful
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- Jordan Frandsen
- 08-08-22
A New Era of Professional Sales
This book is a must read for anyone looking to grow in professional B2B sales.
Learning why most sales reps are 1 down and why there’s that negative stigma about them was a strong first step.
Then learning about getting into the 1 up position and actually do sales the way they’re supposed to be done was eye opening!
I’ll be coming back to this book again and again.
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2 people found this helpful
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- Amazon Customer
- 07-28-22
Great read for any Sales Professional!
Highly recommend for any new or veteran sales professional. Great read to get motivated and get “one up” on your competitors! Knowledge is power!
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- Amazon Customer
- 01-31-23
Very insightful
Working in sales, I have read my fair share of sales book, all with varying degrees of satisfaction.
This book provided very useful recommendations on how to lead a sales conversation and, more importantly, how to do so from a consultative perspective.
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- Alison Vannest
- 06-14-22
Great Book - A MUST Read!
This is a great book for any person or business owner who wants to understand today's sales environment!
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2 people found this helpful
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- Ed Risi
- 09-12-22
Iannarino does it again!
Being at the top of your game means knowing that there is more to learn. This book has provided me with plenty of that.
Deliver insight and learn more about your customer's business then they know.
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1 person found this helpful
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- Charles Avila
- 12-14-22
Career changing content
This book will challenge everything you thought you knew about salesmanship. The modern approach requires a conscientious approach but still wrapped in art. This is a multiple read book.
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