<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=577820730604200&amp;ev=PageView&amp;noscript=1">

This is my fourth year writing my personal balance sheet as year end accounting. Here is how 2016 went.


In 2016, I treated time like the finite, non-renewable resource that it is. I wasted very little of it. I dedicated more time to my very highest priorities. There are still gains for me to make here, but I was extremely deliberate about where I invested my time.

I am not good at vacations, but I took two vacations this year. I also took a number of day trips with members of my family, something that isn’t easily done with our busy schedules.

I launched my first book, The Only Sales Guide You’ll Ever Need. That book became a USA Today bestseller. It’s still doing very well on Amazon.com, and companies are starting to buy the book in bulk so they can provide it to their sales force.

I completed the writing of my second book, The Lost Art of Closing, which will be released by Portfolio on August 8, 2017. There is no book like this book for B2B salespeople, and it is going to change how we talk about commitment-gaining.

Another year of publishing daily here. Began publishing daily on YouTube.

I launched Iannarino.io, my online platform in October. The first three monthly modules are live (The Buying Cycle, Philosophy, and The New Cold Call). The number of subscribers grows daily, even though we have done very little to promote the platform.

I started a third business that opens on January 3, 2017 with my longtime business partner.


I didn’t always exercise the managerial will that I should have in all cases. I wasn’t firm enough on some non-negotiables, and my list of non-negotiables didn’t cover all the territory necessary.

In a number of cases, I didn’t act fast enough or wasn’t aggressive enough pursuing opportunities.

Launching Iannarino.io and The Only Sales Guide at the same time was poor strategic thinking, and confusing.

I started my book launch too early, and I started pursuing large companies too late (a mistake I don’t intend to repeat).

I didn’t free the teams I work with to make decisions independently, requiring my time and energy for things that would be handled by subject matter experts with autonomy to decide and create.

There is a reason I continue to take the time to write these personal accounting sheets; I don’t believe that any of us should ever consider ourselves “finished.” Success is built on continued effort. On continuing to learn as we go. These personal accountings are about being self-aware, and about a yearly self-assessment so that I can continue to fix the negatives and get better, year after year.

Sales 2016
Post by Anthony Iannarino on December 31, 2016

Written and edited by human brains and human hands.

Anthony Iannarino

Anthony Iannarino is an American writer. He has published daily at thesalesblog.com for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success.

Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. You can reach Anthony at thesalesblog.com or email Beth@b2bsalescoach.com.

Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at iannarino@gmail.com

ai-cold-calling-video-sidebar-offer-1 Sales-Accelerator-Virtual-Event-Bundle-ad-square
salescall-planner-ebook-v3-1-cover (1)

Are You Ready To Solve Your Sales Challenges?


Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now is working, even in this challenging economy. Would you like some help?

Solve for Sales

Join my Weekly Newsletter for Sales Tips

Join 100,000+ sales professionals in my weekly newsletter and get my Guide to Becoming a Sales Hustler eBook for FREE!