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EBOOKCENTRAL_on1153801848 |
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20240329122006.0 |
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200516s2020 xx o ||| 0 eng d |
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|a EBLCP
|b eng
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|d REDDC
|d OCLCO
|d OCLCL
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|a 1153296723
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|a 9781000056501
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|a 1000056503
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|z 0367419424
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|z 9780367419424
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|a (OCoLC)1153801848
|z (OCoLC)1153296723
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|a HF5438.25
|b .J438 2020
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0 |
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|a 658.85
|q OCoLC
|2 23/eng/20230216
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| 049 |
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|a UAMI
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| 100 |
1 |
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|a Jeavons, Brad.
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| 245 |
1 |
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|a Agile Sales
|h [electronic resource] :
|b Delivering Customer Journeys of Value and Delight.
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| 260 |
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|a Milton :
|b Productivity Press,
|c 2020.
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| 300 |
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|a 1 online resource (209 p.)
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| 500 |
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|a Description based upon print version of record.
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| 505 |
0 |
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|a Cover -- Half Title -- Title Page -- Copyright Page -- Dedication -- Table of Contents -- List of Figures -- Figure I.1 Agile Sales -- Figure 1.1 Pareto Principle and 80/20 Rule -- Figure 1.2 Persona Map -- Figure 1.3 Personal Map of Driven Bob -- Figure 1.4 Customer Contextual Interview Form -- Figure 1.5 Empathy Map -- Figure 2.1 Catch Ball Process -- Figure 3.1 Multi-Level RVMs -- Figure 3.2 Scrum Board -- Figure 3.3 Winson Group's Values and Behavior -- Figure 3.4 Team Behavior Change Tracker -- Figure 3.5 Burn-Up Watermelon Chart -- Figure 3.6 Ingham's Daily Operations Review Board
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| 505 |
8 |
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|a Figure 3.7 Ingham's Action List -- Figure 4.1 Quality Kanban Flow -- Figure 4.2 Push-Based Production System Overburdened -- Figure 4.3 Sales Pipeline -- Figure 4.4 Pull-Bases Sales Opportunity Pipeline Using Kanban Approach -- Figure 4.5 Sales Performance Bell Curve -- Figure 4.6 Sales Opportunity Kanban Using Post-Its -- Figure 4.7 Salesforce CRM Opportunity Kanban -- Figure 5.1 Deming Cycle -- Figure 5.2 Sprint Cycles -- Figure 5.3 Sprint Kanban -- Figure 5.4 Sprint Kanban Card -- Figure 5.5 PICK Chart -- Figure 5.6 5 Whys Root Cause Analysis -- Figure 6.1 Change Pareto Principle Bell Curve
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| 505 |
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|a Figure 6.2 Time Management Matrix (Covey, 1989) -- Figure 6.3 Front-Line Leader Standard Work Form -- Figure 6.4 Coaching Process -- Figure 7.1 The Customer's Journey -- Figure 8.1 Sales Pipeline Cohort Chart -- Figure 8.2 Key Elements for Understanding Your Customer -- Figure 8.3 CameraPro's Visual Customer Journey -- Figure 8.4 Customer Initial Perception -- Figure 8.5 Touchpoint Comparison -- Figure 8.6 Hard to Get Meeting Process -- Figure 9.1 Formal Pre-Meeting Question Planning Template -- Figure 9.2 Simple Bullet-Point-Checklist Approach -- Figure 9.3 Deep-Dive Questioning Iceberg
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| 505 |
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|a Figure 9.4 5 Whys -- Figure 10.1 Customer Journey Map, Signet -- Figure 10.2 Waterfall Chart -- Figure 10.3 Commercial Storytelling -- Figure 10.4 Hidden Costs of Poor Load Containment, Signet -- Figure 10.5 Tertiary Optimization Results, Signet -- Figure 10.6 Sales Excellence Maturity Index -- Figure 10.7 Signet Process Optimization Program -- Figure 10.8 Check-In Process -- Figure 10.9 Handling Objections with Abundance -- Figure 12.1 Financial Life Cycle -- Figure 12.2 Kano Model -- Foreword -- Preface -- Acknowledgments -- About the Author -- Introduction
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| 505 |
8 |
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|a 1 Agile Sales Concept 1: Customer Understanding -- The Pareto Principle -- Living in Their Shoes -- Tools for Understanding Your Customer More Deeply -- The Persona Map -- The Contextual Interview -- The Empathy Map -- Service Safari -- Shadowing -- Suggested Actions for Customer Understanding -- 2 Agile Sales Concept 2: Hoshin Kanri -- Executive Level Plan -- Divisional Team Plans -- Department (Front-Line) Plans -- Individual Plans -- Lead and Lag Measures -- Suggested Actions for Hoshin Kanri -- 3 Agile Sales Concept 3: Scrum -- History of the Scrum -- In Sales
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| 500 |
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|a Throughout the Entire Organization
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| 590 |
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|a ProQuest Ebook Central
|b Ebook Central Academic Complete
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| 650 |
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0 |
|a Selling.
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| 650 |
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6 |
|a Vente.
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| 650 |
|
7 |
|a selling.
|2 aat
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| 758 |
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|i has work:
|a Agile sales (Text)
|1 https://id.oclc.org/worldcat/entity/E39PCFMj4fPVPFwpv6xRCgjFXd
|4 https://id.oclc.org/worldcat/ontology/hasWork
|
| 776 |
0 |
8 |
|i Print version:
|a Jeavons, Brad
|t Agile Sales : Delivering Customer Journeys of Value and Delight
|d Milton : Productivity Press,c2020
|z 9780367419424
|
| 856 |
4 |
0 |
|u https://ebookcentral.uam.elogim.com/lib/uam-ebooks/detail.action?docID=6186691
|z Texto completo
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|a ProQuest Ebook Central
|b EBLB
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|a Askews and Holts Library Services
|b ASKH
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|a YBP Library Services
|b YANK
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