Elite Sales Strategies

A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative

By: Anthony Iannarino

Narrated by: Anthony Iannarino

In Elite Sales Strategies, expert sales leader Anthony Iannarino offers his philosophy about becoming a commercial success. This guidebook provides unique insights into how to approach every sale by serving your clients from a position of authority and expertise.

This guidebook suggests putting yourself in a "one-up" position, where you, as the salesperson, come to a client in a position of authority and strength, where you yourself are qualified to offer nuanced and helpful advice to companies that have put themselves in a "one-down" position, whether that be by bad decision-making, poor understanding of the marketplace, or bad luck. At its heart, this book suggests you find the advantages that you can provide that will, in turn, help your client become "one-up" themselves in their own field and ensure they achieve the better results they need. In addition, Elite Sales Strategies provides listeners with: a step-by-step approach for how to become "one-up" yourself and what you provide to your clients; a healthy analysis of what makes a person or a company "one-down" and tips on how to course correct; strategies, tactics, and talk tracks that will provide you with what you need to become "one-up"; and terminology and vocabulary so that you can approach your client with tact and decorum while still addressing the weaknesses of their system.

©2022 Anthony Iannarino (P)2022 Ascent Audio

Great Insights

Anyone in the B2B sales ecosystem should read this book. Great perspective on how to remain relevant in a world where buyers prefer less engagement from sales people.

I know something you don't...

You'll get the headline reference soon enough.

For now, suffice it to say that Anthony Iannarino knows what it takes to be exceptional at the sales profession. Fortunately for us in the sales community, he's unremarkable at hoarding knowledge.

"Elite Sales Strategies" is a power catalog of sales techniques that shatters obsolete practices that simply can't survive the unpredictable 2022 business terrain. To be groundbreaking, conventional sellers must transform themselves into consultative purveyors of value from the very first cold call. Being elite requires intentionality in preparation and in getting ahead of a client's own knowledge and experience - becoming "One-Up" - to generate desired business outcomes. Sound simple? It kind of is. Sound easy? It's 100% not. Sound worth it? Damn skippy.

Special props to Anthony as narrator. His relaxed, mellow delivery blends well with the content (as one might expect from an author reciting his own genius) and he layers in the right amount of subdued levity to complement his wisdom and storytelling.

Two thumbs up

For a newbie like myself, this is great way to check the temperature of the current sales landscape. As an aside, I’d recommend cranking up the speed to 1.2x. The author reads a tad slow for my taste.

Another great Anthony Iannorino book!

I’ve been reading and following along with Anthony Iannorino’s sales strategies since I got into sales in 2016. Each book has provided enormous insights and has made me a more valuable partner to my clients. This book gives you more ways to create value and to help you and your clients get better. Another 5 star book from Iannorino!

A New Era of Professional Sales

This book is a must read for anyone looking to grow in professional B2B sales.
Learning why most sales reps are 1 down and why there’s that negative stigma about them was a strong first step.
Then learning about getting into the 1 up position and actually do sales the way they’re supposed to be done was eye opening!
I’ll be coming back to this book again and again.