“If you don’t know more than them about the decision they’re making, they don’t need you at all”
Cassidy and Carl were joined by Anthony Iannarino to follow him through the development of his innovative sales process. He details the inspiration and first experience with this style of selling, and then how he used it to move his and other careers forward. He stresses the four most important things that this strategy establishes:

Creating Value Immediately

Positioning Yourself as an Expert/Authority

Answering: Why Change

Making it Easy to Get a Second Meeting


He also suggests that SDRs should be involved in the total sales process to learn the language of the client, making the whole team more effective in communication. Finally, he previews his upcoming book Negativity Fast, and the top lesson everyone can learn from it.