True Confessions of a Legacy Laggard
Iannarino
JUNE 12, 2021
The Gist. Embrace fearless value creation: respond to what your prospective clients need from you, in order to create and win an opportunity. Over time, sales approaches lose their efficacy and need to evolve. Salespeople adapt because they recognize the client’s needs for insights and work to address them. Without creating value, you cannot create or win an opportunity.
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