blog on-the-nature-of-consultative-sales 
Iannarino
JULY 25, 2021
The Gist: Too many salespeople still believe that consultative selling means asking the client about their pain. Approaches that don’t provide advice and recommendations aren’t valuable enough to call consultative. He continued, “There is an incongruence in what people think consultative selling is.
Iannarino
JULY 8, 2021
Like many sales strategies and tactics, there is some value in this approach. Some of this loss is the natural result of making decisions in a complex environment, one that makes it difficult to be certain about the future outcome. The Gist: Most discovery is too shallow to create much value for your prospective clients.
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Veloxy
DECEMBER 14, 2021
Value-Driven Consultant. You're a Value-Driven Consultant. Table of Contents. Discover the Price of Pain. Forever Following Up. You're an Authority. Your LinkedIn Neighborhood. Passing the Gatekeeper. Cold Calling Technology. Cold Calling is NOT Dead! There’s a lot of myths out there. George Washington had wooden teeth.
Iannarino
JULY 9, 2021
While some sales organizations still use legacy approaches, none of them are based on high-pressure sales. Once they finished their assignment, I asked the students to raise their hand if one of their parents worked in sales. The Gist: The decades-old stereotype of a high-pressure salesperson is no longer accurate.
Iannarino
JULY 19, 2021
The Gist: The legacy approaches to the sales conversation have created a form of commoditization. For salespeople who want to be treated as partners, there is a new sales conversation that creates greater value. Here is the order in which sales conversations were (and mostly still are) conducted in legacy approaches to B2B sales.
Iannarino
JUNE 15, 2021
The idea of what makes up value in B2B sales has changed dramatically over time. But because our sales approaches fall into three different generations, each different in some meaningful way, some salespeople still haven’t recognized what buyers value. From Legacy to Modern Sales Approaches Parts 1-2: Part 1 | Approaches.
Salesforce
JUNE 12, 2023
As you hear about how new advancements in AI will enhance your life, naturally, you may have fears about what the future holds or even whether you might lose your job to AI. However, the outlook is actually much more optimistic. Successful AI means enhancing—not replacing—the human workforce. And the biggest challenge for most people?
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