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Blog Category // Modern Sales Approach (6)

On Your Reluctance to Change

Posted by Anthony Iannarino, Mar 07, 2022
How is it that professional salespeople—people who spend a good amount of their time helping clients change—refuse to change ...
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Answering 'Why Change Now' for Your Clients

Posted by Anthony Iannarino, Mar 06, 2022
To understand how sales has changed, you must recognize the limitation of the "legacy solution" approach we've practiced for ...

The Problem with Fear-Based Sales Approaches

Posted by Anthony Iannarino, Mar 04, 2022
Some of the older approaches to sales are based on a fear of the prospective client. Fear is a crippling emotion in sales, ...

The Continuing Evolution of B2B Sales

Posted by Anthony Iannarino, Mar 03, 2022
The dramatic changes in our 21st-century environment have touched every part of our lives, including our companies and our ...

The Truth At Any Cost

Posted by Anthony Iannarino, Feb 26, 2022
When a client removes you as a partner and replaces you with a competitor, it’s because they believe you are not providing ...
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What Most Get Wrong About Insight-Based Selling

Posted by Anthony Iannarino, Feb 24, 2022
We sometimes reduce a strategy to a brief description, without providing a deep enough explanation to communicate how and ...

How to Know Your Sales Approach is Outdated

Posted by Anthony Iannarino, Feb 16, 2022
Three generations of sales approaches are being used today. The oldest of the three is over fifty years old and designed to ...

The Change in B2B Sales and How to Modernize Your Approach

Posted by Anthony Iannarino, Feb 10, 2022
As the world continues to change, we know that we must change with it. But it’s often difficult to recognize when it is time ...

18 Assertions on What You Bring to the Table in Modern Sales

Posted by Anthony Iannarino, Oct 29, 2021
Setting the Table When you and your prospective client sit down at a literal table they bring a lot of figuratively tasty ...
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4 Steps in the Certainty Sequence for Modern Sales

Posted by Anthony Iannarino, Aug 20, 2021
Change follows a subtle but consistent pattern: Uncertainty → Certainty of Negative Consequences (Threshold) → Uncertainty → ...

When Your Company Uses a Legacy Approach

Posted by Anthony Iannarino, Aug 17, 2021
The Gist: The legacy approaches are inadequate for today's B2B sales environment. Most sales organizations missed the ...

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, ...

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 ...
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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 ...

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 ...

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, ...
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