This is a webinar I did on the Brainshark platform with Anthony Iannarino on 11/02/2016. You can access the recording at http://bit.ly/SalesMindsetMethodology.

1. Upgrade Your Mindset & Methodology to
Drive Breakthrough Sales Results
Or, a funny thing happened on the way to Q4
Mike Kunkle, Brainshark
Anthony Iannarino, TheSalesBlog.com

2. Your Presenters
MIKE KUNKLE
linkedin.com/in/mikekunkle
@Mike_Kunkle
Sr. Director of Sales Enablement
ANTHONY IANNARINO
linkedin.com/in/Iannarino
@Iannarino
Author & Transformational Sales Strategist
Upgrade Your Mindset & Methodology to
Drive Breakthrough Sales Results

3. Agenda
• The Sales Problem
• Why Sales Methodology
Implementations Fail
• Effective Learning System: Part 1,
Content That Works
• Sales Mindset & Methodology:
The Anthony Iannarino Way
• How to Implement to Get Results:
The Rest of the Effective Learning
System
• Next Steps

4. The Sales Problem
• Salespeople struggle to create enough value for their dream clients.
Product and solution are no longer enough.
• Markets are more crowded, and it is difficult to differentiate yourself
and your product.
• Companies are not easily compelled to change by traditional sales
approaches.
• The beliefs, behaviors, and skills required to succeed today are
markedly different from what worked in the past.
• Most salespeople and organizations don’t have a model that
successfully addresses the new realities or prepares the salesperson
to succeed.

5. The Reasons
• Not the right solution
• Right solution, wrong methodology
• Leaving out mindset
• Poor learning design
• No sustainment plans
• No transfer plans
• No coaching to mastery
• No measurement
• No performance management
• No aligned change plan.
Why Sales Methodology Implementations Fail

6. Part 1: Content That Works
• If the sales methodology (training content)
won’t produce results in the real-world,
you will never maximize ROI
• If your reps don’t have the right mindset,
they can’t maximize the methodology
Effective Learning System
:: mike kunkle :: :: transforming sales results ::
Content
Integration
Alignment
Change
Managers
Transfer
Perf. Mgt.
Measures
Coaching
Design

8. The Anthony Iannarino Way
Sales Mindset & Methodology

9. The Anthony Iannarino Way
Sales Mindset & Methodology

10. The Anthony Iannarino Way
Sales Mindset & Methodology

11. The Rest of the Effective Learning System
Ensuring Success
• Use the right mindsets/sales methodology
• Design great learning
• Engage managers
• Sustain knowledge/transfer skills
• Coach to mastery
• Measure for success
• Manage performance
• Lead & manage change
How to Implement to Get Results
:: mike kunkle :: :: transforming sales results ::
Content
Integration
Alignment
Change
Managers
Transfer
Perf. Mgt.
Measures
Coaching
Design

12. • Download sample chapters of The Only Sales Guide You’ll Ever Need:
www.theonlysalesguide.com
• Text VALUE to 44144 to subscribe to Anthony’s Sunday newsletter.
Next Steps | Offers

13. For more information:
Brainshark Solutions: www.brainshark.com/solutions
Contact Brainshark: www.brainshark.com/contact-sales
Contact Anthony: http://thesalesblog.com/s-anthony-iannarino/
TIME FOR QUESTIONS!