From Legacy to Modern Sales Approaches, Who Leads | Part 7
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. One way you can identify where your sales approach falls on the continuum of legacy to modern is by asking who leads the conversation and what challenges they are addressing.
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