Iannarino

JUNE 18, 2021

The Gist: The legacy approaches to sales are designed to overcome objections. The legacy solution approach to B2B sales added a level of proof, to provide clients with the confidence necessary to adopt their solution. However, viewing those challenges using inherited legacy models only makes things worse.

Objectives and Key Results 240

Objectives and Key Results Clients Price Sales 240

Iannarino

JUNE 19, 2021

The Gist: In a transactional sale, the salesperson has too little power to lead the client. In the legacy solution approach, the salesperson must negotiate a linear sales process. In the modern approach, the salesperson leads the client. On the legacy side of this continuum, the client leads the salesperson.

Negotiate 193

Negotiate Clients Sales Conversion 193

Iannarino

JUNE 20, 2021

The legacy laggard approach to sales views the product as the main source of value for prospective clients. The legacy solution approach to sales finds value in the solution the salesperson provides. From Legacy to Modern Sales Approaches Parts 1-7: Part 1 | Approaches.

Consult 203

Consult Clients Sales Negotiate 203

Iannarino

JUNE 21, 2021

The Gist: One of the easiest ways to recognize your sales approach is to look at the level of value you create for your clients. The lower the level of value you create, the more likely that you have a legacy approach. The greater value you create, the more modern your approach. Part 3 | Information.

Strategize 174

Strategize Clients B2B Sales 174

Iannarino

JUNE 22, 2021

The legacy approaches follow processes that were effective in the past, but they have been consistently losing their value for sales organizations and their clients. The nonlinearity of the sales conversation has reduced the value of a linear approach, even though the concepts are worth retaining.

Process 175

Process Sales Clients Negotiate 175

Iannarino

JUNE 17, 2021

The legacy laggard approach seeks the decision-maker. The legacy solution approach seeks the buying committee. The modern sales approach seeks organizational consensus. One of the most significant changes in the way that we sell involves who we choose to engage in the sales conversation.

Contract 183

Contract Government Sales Clients 183

ConversionXL

JUNE 2, 2022

Some see it as a sales tactic, while others view it as a content marketing strategy. ABM is built on alignment and without everyone on the same page from the start, any plans to drive growth are doomed to fail. ABM is built on alignment and without everyone on the same page from the start, any plans to drive growth are doomed to fail.

Customers 98

Customers Objectives and Key Results Strategize Growth 98