blog how-b2b-salespeople-help-clients-change 
Iannarino
AUGUST 8, 2021
The Gist: It is no longer enough to identify your client’s problem, especially when it’s already well-known. Less than half of salespeople reach their quota and more than half of buyers don’t change, evidence that what we’re doing isn’t working. But before I share it, we need to look at some numbers: 57% and 67%.
Iannarino
JULY 14, 2021
Clients increasingly find traditional sales approaches to be inadequate—and it’s causing them to avoid salespeople. The new conversation provides value in areas where we have not yet enabled salespeople. Legacy approaches were mainly designed to solve the salesperson’s problems, not the client’s problems.
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Iannarino
JULY 20, 2021
The Gist: Your clients have expectations for how you use the time they give you. The new sales conversation has shifted to new areas where buyers need greater help. Low win rates, missed goals, and a host of other trends likewise suggest that salespeople are not serving their clients well enough.
Iannarino
JULY 9, 2021
During the first minutes of the first class, I asked each of the twenty-five or so students to write down a word that describes salespeople. Naturally, each one got defensive: “my mom is nothing like that,” “her clients love her,” and “she has great relationships with her clients” were common refrains. High-Pressure Techniques.
Iannarino
JULY 19, 2021
For salespeople who want to be treated as partners, there is a new sales conversation that creates greater value. The idea is that small talk at the beginning of the conversation would help the salesperson connect with their prospective client , making clients more likely to buy. Our Clients. You need help now.
Iannarino
JULY 11, 2021
The Gist: Many thought leaders recommend that you should not pitch your clients, a model that suggests not starting with “why us.”. There are, however, things that you should pitch if you want to make your conversations valuable to your clients, all of which improve your position. How Best to Pursue Better Results.
Iannarino
JUNE 15, 2021
Now, the value you create during your conversations with prospective clients is found in your insights, your advice, and your recommendations. The idea of what makes up value in B2B sales has changed dramatically over time. Your dream client expects you to know how to help them and what that process should look like.
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