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Blog Category // Modern Sales Approach (6)

Legacy Approach vs Modern Sales Conversation Structures

Posted by Anthony Iannarino, Jul 19, 2021
The Gist: The legacy approaches to the sales conversation have created a form of commoditization. In these approaches, ...
Information Disparity 2-part video series

How to Deal with Legacy Approach Buyers

Posted by Anthony Iannarino, Jun 28, 2021
The Gist: Even though there is a lot of criticism aimed at legacy sales approaches, there is nothing similar when it comes ...

From Legacy to Modern Sales Approaches, The Sales Process | Part 10

Posted by Anthony Iannarino, Jun 22, 2021
The Gist The legacy approaches follow processes that were effective in the past, but they have been consistently losing ...

From Legacy to Modern Sales Approaches, The Level of Value | Part 9

Posted by Anthony Iannarino, Jun 21, 2021
The Gist: One of the easiest ways to recognize your sales approach is to look at the level of value you create for your ...

From Legacy to Modern Sales Approaches, Locus of Value | Part 8

Posted by Anthony Iannarino, Jun 20, 2021
The Gist The legacy laggard approach to sales views the product as the main source of value for prospective clients. The ...
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From Legacy to Modern Sales Approaches, Who Leads | Part 7

Posted by Anthony Iannarino, Jun 19, 2021
The Gist: In a transactional sale, the salesperson has too little power to lead the client. In the legacy solution approach, ...

From Legacy to Modern Sales Approaches, Objections | Part 6

Posted by Anthony Iannarino, Jun 18, 2021
The Gist: The legacy approaches to sales are designed to overcome objections. The legacy solution approach to B2B sales ...

From Legacy to Modern Sales Approaches, Stakeholders | Part 5

Posted by Anthony Iannarino, Jun 17, 2021
The Gist The legacy laggard approach seeks the decision-maker. The legacy solution approach seeks the buying committee. The ...

From Legacy to Modern Sales Approaches, Discovery | Part 4

Posted by Anthony Iannarino, Jun 16, 2021
The Gist You win and lose deals in discovery. Both of the legacy approaches (legacy laggard and legacy solutions) place a ...
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From Legacy to Modern Sales Approaches, Information | Part 3

Posted by Anthony Iannarino, Jun 15, 2021
The Gist At one time, information about your products and services would have been valuable enough to earn a meeting. Later, ...

From Legacy to Modern Sales Approaches, The Starting Question | Part 2

Posted by Anthony Iannarino, Jun 14, 2021
The Gist The legacy laggard approach starts the conversation with “why us?” The legacy solution approach starts with “why us ...

From Legacy to Modern Sales Approaches | Part 1

Posted by Anthony Iannarino, Jun 13, 2021
The Gist: The legacy laggard approach to sales is transactional, even if some versions have added a few modern strategies. ...

True Confessions of a Legacy Laggard

Posted by Anthony Iannarino, Jun 12, 2021
The Gist Embrace fearless value creation: respond to what your prospective clients need from you, in order to create and win ...
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A Modern Approach to Planning a First Sales Call

Posted by Anthony Iannarino, May 11, 2021
The Gist: The outdated legacy approach to preparing for a meeting is inadequate for our current reality. Most preparation ...

How Long Does It Take to Develop a Modern Sales Force

Posted by Anthony Iannarino, Apr 22, 2021
The Gist: There is a tendency to treat training as if it were development. Development may start with training, but it ...

How to Avoid the Legacy Approach to ‘Why Us?’

Posted by Anthony Iannarino, Mar 19, 2021
The Gist: Legacy sales approaches often start with a conversation about “why us,” but that creates no value for your ...

Why Your Legacy Prospecting Approach is Hurting Your Chances for Meetings

Posted by Anthony Iannarino, Feb 04, 2021
The Gist:

How to Create Value Worth the Price: Becoming a Modern Consultative Salesperson

Posted by Anthony Iannarino, Jan 29, 2021
The Gist:

8 Myths About Modern Selling That Destroy Growth

Posted by Anthony Iannarino, Mar 01, 2020
The internet is full of content, much of it designed to capture attention—and clicks, likes, and shares. The more ...

The Top 5 Sales Skills of Modern Sellers, with Amy Franko – Episode #126

Posted by Anthony Iannarino, Nov 09, 2018
Amy Franko is an author, speaker, and expert in modern selling and sales skills. She’s put her most recent observations and ...

My Books and Your Path to Modern Consultative Selling

Posted by Anthony Iannarino, Aug 28, 2018
There is a strategy behind the order in which I am writing and publishing books, and I want to share my reasoning here.
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