The Only Sales Guide You’ll Ever Need by Anthony Iannarino

Anthony Iannarino is an international keynote speaker and workshop facilitator, sales leader, and sales coach. He blogs daily at TheSalesBlog.com.

He’s also an Adjunct Faculty member at Capital University’s School of Management and Leadership in Columbus, Ohio where he teaches Personal Selling, Social Media Marketing, and Persuasive Marketing in the MBA program.

He’s also an alumnus of Capital where he earned an undergraduate degree and a law degree.

The Host’s Perspective:

This book is very different from a lot of the excellent books about modern sales. It isn’t about sales processes or methodologies and does not include a bunch war stories. Instead, there’s a lot about you and the mind-set and skill sets you need to be successful.

When reading this book, I couldn’t help but be reminded of the quote by legendary Marine Corps General James “Mad Dog” Mattis that could have appeared on the cover of this book: “The most important six inches on the battlefield is between your ears.”

In “The Only Sales Guide You’ll Ever Need” Anthony Iannarino explains that to succeed in sales you just need three things in this order: a mind-set, a skill-set, and a tool-kit. All the sales skills in the world are not going to help you if you don’t have the right mind-set first. And of the nine mind-sets covered in the book, the very first one is the one thing that is the difference between success and failure – self-discipline.

The first half of the book doesn’t even touch on how to sell. Instead, it’s all about who you have to be to sell successfully today. In the second half of the book, he covers the skills required to sell effectively today. And some of the skill sets that are covered in the second half of the book may be new to a lot of salespeople.

They include skills like business acumen, change management and leadership. This is a great book for both sales rookies as well as veterans who want to reach new heights.

Listen to the Interview: