The Anthony Iannarino Show – Details, episodes & analysis

Are you ready to put the “relationship” back into customer relationship management systems? My guest on this episode of the Anthony Iannarino show will talk to us about doing just that. Her name is Alex Fisher — and she’s the Co-Founder and President of Sherpa CRM. It’s a CRM like you’ve never seen before. This won’t be a technical discussion about CRM systems, but more of a conversation about some of the ideas and concepts behind her CRM software that will be helpful for you to understand. I’m excited to share this conversation with you because Alex is very passionate about genuine human connection and she deeply understands what it takes to have prospect-focused sales. Listen to this episode to learn what it means to put the “relationship” back into customer relationship management systems!

• What the nature and meaning behind the name of Sherpa CRM is [1:48]
• The path that brought Alex to the point of doing what she does now [5:24]
• How Alex enables salespeople to help their prospective clients make tough decisions [10:58]
• The mistakes that lead salespeople to be wrestlers instead of dancers [22:11]
• Gaining consensus when salespeople are walking several people through an emotional decision-making process [29:27]
• What a trust breakthrough is [39:00]
• Where to find more information about Sherpa CRM [40:10]

• Think Again by Adam Grant

• https://sherpacrm.com/
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I tend to be a bit skeptical of books like the one my friend, Michael F. Schein has written. Here’s the entire title: “The Hype Handbook: 12 Indispensable Success Secrets From the World’s Greatest Propagandists, Self-Promoters, Cult Leaders, Mischief Makers, and Boundary Breakers.” A title like that automatically puts me off because it sounds like lots of heat but not much light. But Michael is my friend and I knew better than to take his writing lightly, so I got the book. I have to say, the book is the best book of its kind. It’s deep, thoughtful, powerful, and highly practical. I am excited to present Michael to you and to make this conversation available to you. 

• Why Michael’s book is such a great read and powerful tool [0:22]
• How did Hype come to be a negative word… and what is a better way to think? [3:42]
• Michael began to feel he was an outsider when… [11:18]
• The roll Oxytocin plays in they issue of hype [26:42]
• How the packaging needs to run through everything [31:45]
• Why people love a Trixter and how they add to positive hype [40:05]
• Creating magic by maximizing your unique abilities [50:59]
• The void that Tim Ferriss filled [57:43]

Most people use the word “hype” to infer that what is being “hyped” is not worth the energy and emotion being invested in it. But Michael feels that if hype is being used to bring attention to something that brings about benefit or positive change, then it’s worth doing. This conversation chronicles Michael’s experience in rock-n-roll, being an outsider, and where hype came into the picture for him. He’s done the work to write one of the best books of its kind out there, so be sure you take the time to not only listen to this episode, but also to get your hands on this book. He cites so many sources, tells so many stories you’re familiar with in ways you’ve never heard before, and uses those stories to illustrate his points masterfully.

Michael shares the story of how when he was in a rock band, he really didn’t care about things like clothing. He wore casual clothes (not “rocker” type clothes) when he was off-stage instead of carrying the rock-n-roll image with him 24/7. He eventually realized that he was living in a way that was counterproductive to his larger goal of rock-n-roll success. When he finally took the step of burning all his regular clothes and donning the rock image all the time, things started to change. This is only one example of the kinds of things you’ll learn from reading The Hype Handbook. Michael points out the time-tested principles that have been utilized by all kinds of people to drive success, build brands, and leave legacies that outlive the people involved. 

Back when the Beatles hit the scene, everyone was trying to copy what they were doing. The interesting thing is that their pre-fame persona was rough, not clean-cut and polished like we knew them to be when they first appeared on the Ed Sullivan show. What brought about the change? A promoter who knew what would resonate with audiences worldwide and crafted their image to be appealing. A kid who worked for that promoter came across the Rolling Stones and liked what he heard. And ironically, the band members were the upper middle class kids the Beatles were trying to be. What did he do? He turned them in the opposite direction, making them the wild guys, trixters, anti-Beatles, if you will. And fans ate it up. Michael points out that people love this kind of thing and highlights why — not only from history but also from science.

My Sales Accelerator: www.B2BSalesTraining.com 

• BOOK: Influence
• Poison - Rock band
• David Bowie
• Michael’s article about why Gary V. is wrong
• Alice Cooper - Shock Rock artist
• Shep Gordon - promoter
• BOOK: The Lucifer Principle
• The Walking Dead
• Complexity Theory
• Elijah Muhammad and Malcom X
• BOOK: The Messenger (book about the Nation of Islam)
• BOOK: The Autobiography of Malcolm X
• The Rolling Stones
• The Beatles
• Andrew Loog Oldham
• Dan Sullivan - business coach
• Thomas Edison - inventor
• BOOK: The 4-Hour Work Week

• www.MichaelFSchein.com 
• The Hype Handbook
• Michael’s company: Microframe Media
• Michael on LinkedIn

• https://thesalesblog.com 
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Read by: Aidan Iannarino 

Most sales teams miss their goals because they are creating too few opportunities to fill their pipeline.

The world has constant disruptive change and you can expect your clients to have a tougher time committing to change. Sales conversations are now more nonlinear and require a greater sense of consensus from stakeholders.

Time with no positive action kills deals. In sales, doing something tomorrow isn’t the same as doing something today.

#Sales #Time Management #Sales Efficiency  #Sales Leadership

Jeffrey Gitomer describes himself as a salesman, a dad, and a college dropout. But he is so much more — the author of 15 books, which have all reached #1 on Amazon, a successful speaker, and a talented coach and leader in teaching sales and marketing strategies. Jeffrey said his objective in life is to help others, establish long-term relationships, and to have fun every day. He is with me on this episode to talk about his latest book, Go Live! Turn Virtual Connections into Paying Customers.

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• Jeffrey’s definition of value attraction and why you need it. [10:50]
• Jeffrey’s main takeaways from doing FB Live for over 250 days in a row. [18:34]
• What it takes to create a bond with your audience. [26:41]
• Tips for getting comfortable with using video. [27:40]
• The wonders of Zoom. [29:34]
• The value of consistency in sales. [32:30]

• Go Live! Turn Virtual Connections into Paying Customers by Jeffrey Gitomer
• Hippo Video
• Anyvoo
• Think & Grow Rich by Napoleon Hill
• Atlas Shrugged by Ayn Rand
• Outliers by Malcolm Gladwell

• Gitomer.com
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• Jeffrey’s Sell or Die Podcast

• https://thesalesblog.com
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There’s No Such Thing as Writer’s Block with Seth Godin, Ep # 1 

My first guest on the all-new Anthony Iannarino show truly needs no introduction! Seth Godin has written many bestselling books — among them are Linchpin, Tribes, The Purple Cow, and The Dip. He recently released his latest, The Practice: Shipping Creative Work. Just released on November 3, it has already become the #1 New Release in several categories as well as #1 Bestseller on Amazon in Popular Psychology, Creativity, and Genius! Listen today to hear Seth and I talk all about it!

***************PLAYER CODE GOES HERE UNDER 1ST PARAGRAPHS************

• How Seth distinguishes between career and work. [3:05]
• Why Seth believes there is no such thing as writer’s block. [5:46]
• What makes you an artist and how to find your voice. [11:52]
• What people can do to start trusting themselves in their work. [16:18] 
• Why generosity cannot be transactional. [23:45]
• What Seth sees as the job of the future. [35:22]

• The Practice: Shipping Creative Work by Seth Godin
• The War of Art by Steven Pressfield
• Free: The Future of a Radical Price by Chris Anderson

• Seth’s Website
• Seth’s Amazon Author Page 
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• Seth can be found on LinkedIn at Akimbo Workshops and altMBA

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