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Anthony speaking

Anthony Iannarino B2B Sales Training

An Early Start in B2B Sales

Anthony Iannarino made his first cold call when he was fifteen years old. He left the job and became the first employee and industrial recruiter in his family's staffing firm. The division of business had no clients, and he was tasked with calling companies and asking them if they needed additional employees. Using the four index cards that provided a cold calling script, he read it to a contact in his first call, who responded, "Call me back when you don't need a sales script." He called the CEO and COO and asked what he should do. They told him to call back and say, "I don't need the script, but I do need a meeting. I can help you get the employees you need." The contact agreed to the meeting, and at the end of the meeting, he placed an order.

A few years later, he took a job with a staffing company with 4,000 offices and $4 billion in annual sales. Between interviews, not knowing any better, he made Between interviews, not knowing any better, he made cold calls to ask companies for a meeting. Some agreed to a meeting, and some signed a contract. When a new manager took over the branch, he recognized that Anthony had more B2B customers than the three full-time salespeople combined. His manager forced him to cut his hair, allowing him to wear a ponytail, noting that it was Los Angeles, after all.

 

Professional Development

In his first six months as a sales representative, Anthony won the largest client on the western half of the United States, a deal worth tens of millions of dollars. The deal was significant enough that his leadership team had to help close the deal. A few weeks after winning the deal, Anthony had a Grand Mal seizure while walking up to his Brentwood Apartment.

Anthony was diagnosed with an arteriovenous malformation, a group of arteries and veins that had grown into a giant knot pushing on the back of his right temporal lobe. He had two surgeries, one to glue the arteries shut to prevent bleeding, and one to remove the AVM and the bruised part of his brain, something he was only told after the fact. His doctor also told him he couldn't drive for two years. He returned to his family's staffing business, and in his first year, he increased the revenue from $3 million to $7.8 million, the result of having a great sales manager in Los Angeles.

A few years later, his new sales manager and her team left, and Anthony took over as sales manager and continued to sell while he attended college at night, graduating summa cum laude from Capital University. After receiving the Dean's Academic Scholarship, he attended law school at night, completing his J.D., choosing to stay in business and sales. Immediately after law school, he attended Harvard Business School, completing the OPM program, focusing on sales and marketing.

Teaching and Training B2B Sales

Anthony Iannarino Training

Anthony Iannarino started sharing his unique sales strategies and tactics that allowed his team to win large, competitive deals, strategies that he innovated and created. In 2009, he began writing a daily blog post at thesalesblog.com, sharing his sales process. Anthony is an innovator in B2B sales.

In 2016, Anthony published The Only Sales Guide You'll Ever Need, which became a bestseller on USA Today, Amazon, and ABA. The book introduced a competency model for the modern sales approach that is popular today.

In 2017, he published his second book, The Lost Art of Closing: Winning the 10 Commitments That Drive Sales, another Amazon bestseller. The book focuses on facilitating the buyer's journey and leading clients to success.

In 2018, Anthony published Eat Their Lunch: Winning Customers Away from Your Competition, a book about competitive displacements and how to live, survive and thrive in the Red Ocean. Eat Their Lunch is a book about compelling change, differentiating the salesperson, and creating value in the sales conversation.

In 2022, Anthony published Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative. This book is a guide full of value creation strategies that win deals in today's uncertain environment. Released in April 2022 and is still number one in business sales on Amazon.

In September 2022, Anthony published his fifth book in six years, Leading Growth: The Proven Formula for Consistently Increasing Revenue. It is his first book for sales leaders and managers who need to reach aggressive net new revenue goals through the efforts of their sales reps.

Anthony has trained, consulted, and helped transform some of the largest and most respected companies in the world, as well as rapidly growing companies by improving their approach and their sales skills. His company, Visualizing Transformation, provides training, consulting, and executive coaching that improves sales performance and delivers results. He supports sales teams with a development platform Sales Accelerator — which includes training courses and assignments that ensure sales organizations make the behavioral changes needed to produce long-term results. Anthony is also a sought after speaker for sales kickoff meetings, quarterly meetings, workshops, and private seminars.

Anthony is also the co-founder of the OutBound Conference.