Iannarino

AUGUST 3, 2021

A lot of legacy practices prevent second meetings. You never get a second chance to make a first impression, which means you have a lot riding on your meeting with a new client. But if you’re not careful you can repel your prospective client, courtesy of the legacy approach to sales that creates no real value.

Meeting 328

Meeting Clients Prospecting Construction 328

Iannarino

JUNE 14, 2021

The legacy laggard approach starts the conversation with “why us?” ” The legacy solution approach starts with “why us and our solutions?” ” The modern approach starts with “why change?” ” See My Part 1, From Legacy to Modern Sales Approaches .

Clients 165

Clients Sales Strategize Conversion 165

Iannarino

JUNE 27, 2021

Your power has less to do with the size of your company and more to do with the value your approach creates for your prospective clients. As bigger fighters often insist, “There are weight classes for a reason.” Let me introduce you to our two pugilists. Enter Floyd Mayweather.

Clients 232

Clients Conversion B2B Prospecting 232

Hubspot

JANUARY 22, 2014

Allow me to take you back in time -- starting in the mid-50s and then moving on through the decades that followed -- to examine 11 legends of rock and roll. Allow me to take you back in time -- starting in the mid-50s and then moving on through the decades that followed -- to examine 11 legends of rock and roll. Why, you ask?

Teamwork 64

Teamwork Follow-up Contract Start-ups 64