Selling vision : the X-XY-Y formula for driving results by selling change /

Providing immediate actions you can take and experiments you can conduct to find the right direction for future sales efforts at any level of an organization; this book presents a proven sales strategy to help any sales leader; manager; or professional. --

Bibliographic Details
Call Number:Libro Electrónico
Main Authors: Schachter, Lou (Author), Cheatham, Rick (Author)
Format: Electronic eBook
Language:Inglés
Published: New York : McGraw-Hill, [2016]
Subjects:
Selling.
Sales management.
Organizational change.
Organizational Innovation
Vente.
Ventes > Gestion.
Changement organisationnel.
selling.
Organizational change
Sales management
Selling
Online Access:Texto completo (Requiere registro previo con correo institucional)
Table of Contents:
  • Cover
  • Title Page
  • Copyright Page
  • Dedication
  • Contents
  • Part 1 A New Logic for Sales Transformation
  • Chapter 1 Time for Change
  • Chapter 2 A New Way of Seeing Change
  • Chapter 3 Examples of X-to-Y Change
  • Chapter 4 Selling in an XY World
  • Chapter 5 Sales Management in an XY World
  • Chapter 6 Sales Leadership in an XY World
  • Part 2 A Change in Buying
  • Chapter 7 How Customers View the X-to-Y Shift
  • Chapter 8 Turbulent Skies
  • Chapter 9 Disruption in Customer Buying Processes
  • Chapter 10 What Customers Expect from Salespeople
  • Part 3 Salespeople-Selling Change
  • Chapter 11 Great Selling: Navigation Skills
  • Chapter 12 Great Selling: Core Selling Behaviors
  • Chapter 13 Great Selling: Addressing Buying Delays
  • Part 4 Sales Managers and Sales Leaders: Changing Selling
  • Chapter 14 Great Sales Management: Leading People
  • Chapter 15 Great Sales Management: Developing People
  • Chapter 16 Great Sales Management: Executing the Plan
  • Chapter 17 Great Sales Leadership
  • Part 5 Conclusions
  • Chapter 18 Pivotal Moments
  • Chapter 19 Summary of Selling Vision
  • Acknowledgments
  • Index
  • About the Authors

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