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Anthony Iannarino

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Books by Anthony Iannarino

Eat Their Lunch

Like it or not, sales is often a zero-sum game: Your win is someone else's loss. Most salespeople work in mature, overcrowded industries, your offerings perceived (often unfairly) as commodities. Growth requires taking market share from your competitors, while they try to do the same to you. How else can you grow 12 percent a year in an industry that's only growing by 3 percent?

It's not easy for any salesperson to execute a competitive displacement--or, in other words, "eat their lunch." You might think this requires a bloodthirsty "whatever it takes" attitude, but that's the opposite of what works. If you act like a Mafia don, you only make yourself difficult to trust and impossible to see as a long-term partner. Instead, this book shows you how to find and maintain a long-term competitive advantage by taking steps like:

  • ranking prospective new clients not by their size or convenience to you, but by who stands to gain the most from your solution.

  • understanding the different priorities for everyone in your prospect's organization, from the CEO to the accountants, and addressing their various concerns.

  • developing a systematic contact plan for all those different stakeholders so you can win over the right people at the organization in the optimal sequence.

  • Your competitors may be tough, but with the strategies you'll discover in this book, you'll soon be eating their lunch.
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    The Lost Art Of Closing

    If you want to succeed in sales, you need to know how to close. Anthony Iannarino, star sales blogger, consultant, speaker, and author of the national bestseller The Only Sales Guide You'll Ever Need, lays out the new rules of closing.

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    The Only Sales Guide You'll Ever Need

    Why is it that a small number of salespeople are hugely successful, while the rest struggle to win deals? It's not because they sell more popular products or have less demanding clients. It's because these top producers have the right mindset and skills to continuously deliver for their companies and their clients.

    Anthony Iannarino built a formidable career in sales from the ground up, then began blogging, consulting, and lecturing to help others understand how to be successful in sales. He gathered everything he's learned about the discipline of sales--from the impact of social selling to how to fill your sales pipeline--and distilled it into an accessible and clear handbook for salespeople.

    Sales performance, in Iannarino's experience, can be broken down into 19 distinct strategies, including:

  • Self-discipline: the most crucial element of sales success, and the most difficult. Create a discipline list of good daily practices that break down your ultimate goals into actionable steps, such as calling three prospective clients a day. Make your commitments public to hold yourself accountable.

  • Business acumen: It's no longer enough to know your product well; salespeople need to understand the general business landscape and common business terminology. Most importantly, your clients are businesspeople. Sell to them by proving that you can think like a businessperson as well.

  • Closing: closing a sale isn't just about the final commitment to buy. There are a series of smaller commitments required along the way. Make your prospective client commit to you by adding value through a deep understanding of their needs and a clear vision of their future.

  • Iannarino's book is as useful for sales rookies who want to get their dream clients as it is for veterans who want to return to the basics to reach new heights. This is the definitive book on sales in the modern era.
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