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388 Elite Sales Strategies by Anthony Iannarino

The Marketing Book Podcast

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The Internet Has Eliminated the Information Disparity

There are still probably a lot, you know better than me, a lot of salespeople that are providing information that somebody could get elsewhere. You're supposed to be an expert in your field, and you're one up because you do it every day. But when they don't understand what's going on in the environment, then they get paralyzed. And so you have to become a different kind of a sales person than we were in past. It's not about the problem, it's not about pain. It's about what do they need to do to produce better results?

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