I am the President and Chief Sales officer for SOLUTIONS Staffing, a best-in-class regional staffing service based in Columbus, Ohio. We provide light industrial, clerical, accounting, and scientific staffing solutions for our clients who need a higher-caliber employee, and the highest levels of service.

I am also the Managing Director of B2B Sales Coach & Consultancy, a boutique sales coaching and consulting company where I work to help salespeople and sales organizations improve and reach their full potential.

I also work as an adjunct faculty member at Capital University’s School of Management and Leadership. I teach Personal Selling in the undergraduate program, and I teach Persuasive Marketing and Social Media Marketing in the MBA program.

This blog is a labor of love for me, and almost everything I write here I intend to collect and publish as a book (or three, or four). I write about sales and selling, sales management, the sales process, what it takes to succeed, but mostly the posts detail what I believe to be an effective sales philosophy and a belief system that leads to success in sales. Because I am a gear head, I sometimes write about the technologies that I find useful.

My goal is to make the posts actionable for the reader, giving them the ideas that will help them improve their own personal sales or those of their team, as well as a series of questions to help them implement and execute the ideas themselves.

I write and post every day. The easiest way to keep up is to subscribe to my RSS feed. I don’t accept any advertising, but I will occasionally promote work from my close friends who offer products or services I believe to be relevant. If I accept any remuneration from them, you will see it noted with an (af) after the link which is an indication that I may be compensated.

One way to get really, really good grades is to wait until you are 26 years old to begin your college education. I graduated summa cum laude from Capital University in 1997, in Columbus, Ohio with a dual major in Political Science and English Literature.

I then attended Capital University Law School on the Dean’s Academic Scholarship, graduating in 2001. Having three children during law school is a wonderful way to ensure that your grade point average drops every single semester, and it keeps those pesky people from the Law Review from bothering you to join.

I was fortunate enough to be given the opportunity to attend Harvard Business School, completing their OPM program in 2005. I loved this program because it is Harvard’s version of an Executive MBA, and the entire class was made up super-sharp global business leaders.

Some Sales Philosophy

The Most Dangerous Lie Salespeople Tell Themselves

How To Lose on Price (Or: You Cannot Win a Fight With One Who Is Willing to Kill Himself)

The Iron Laws of Sales

How to Fight Above Your Weight Class (Part One)

On Cold Calling

The Truth About Why Salespeople Don’t Like Cold Calling

C-Level Executives Want to Hear from You. Maybe

On Sales Fundamentals

3 Ways to Differentiate Yourself and Your Offering in Sales

7 Ways to Be Better at Prospecting

Business Acumen: A General Understanding of Business Principles

On Success Fundamentals

The Master Key to Sales Effectiveness

Influence: The Ability to Persuade Others

On Sales

How To Open a Sales Call

The Elevator Speech Revisited: Why One Good Question is Worth Five Great Statements

A Thirteen-Week Personal Sales Development Plan

I have been married to my wife, Cher, since 1995. We have an exceptionally wonderful boy and beautiful twin girls, all brimming with personality. We also have two little, tiny Maltese dogs. We live in Westerville, Ohio (but dream of warmer climes).

My interests outside of sales include reading (especially history, military history, science, futurist thought, and business), writing, endurance cycling, and aikido. It would be almost impossible for you to find me too far away from something to read or a good cup of coffee.

The easiest way to contact me is through email. You might also DM me on Twitter, Facebook, or LinkedIn. My Google Voice number is (614) 212-4729, and you can also occasionally find me on Skype as iannarino.

The Sales Blog is built on WordPress 3.1 and hosted at GoDaddy. I use the Genesis Theme Framework with a custom child theme created by Northbound Design. The typekit font used throughout is Proxima Nova Condensed.