From Legacy to Modern Sales Approaches, Locus of Value | Part 8
Iannarino
JUNE 20, 2021
The Gist. 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. The modern approach utilizes the salesperson’s insights, advice, and recommendations to create value in conversations. Although salespeople have always tried to create value for their clients, the place where they locate that value has changed a lot over the last seven decades.
Let's personalize your content