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Agile Sales Delivering Customer Journeys of Value and Delight.

Detalles Bibliográficos
Clasificación:	Libro Electrónico
Autor principal:	Jeavons, Brad
Formato:	Electrónico eBook
Idioma:	Inglés
Publicado:	Milton : Productivity Press, 2020.
Temas:	Selling. Vente. selling.
Acceso en línea:	Texto completo

Tabla de Contenidos:

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
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
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
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
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

Agile Sales Delivering Customer Journeys of Value and Delight.

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