Anthony Iannarino has some bad news for sales leaders who are depending on 20 year old sales models. They just don’t work anymore. 

“Tell me about your problems and let me tell you about my solution” won’t even get you a second meeting.”

Alvin Toffler, who wrote The Future Shock, said that the future is going to be dominated by people who can learn, unlearn and then learn again. The hard part is unlearning.

Sales teams must be retrained to create value not sell benefits. Anthony calls this becoming a One Up. The core value creation is ‘'I know more about this decision than anything else.” Let me start a conversation with you about that.

Unlearning old sales habits is only the beginning. Anthony takes us through his three, non-negotiable, steps to hold salespeople accountable. Number one, a set amount of time per week prosp ...