Read book Lou Schachter - Selling Vision: the X-XY-Y Formula for Driving Results in DOC, EPUB, FB2
9781259642173 English 1259642178 A groundbreaking approach to selling in a world demanding changeLeaders, sales managers and professionals have found themselves stuck at a crossroads between the past and the future of selling, and they need a roadmap to help them embrace the challenges they face at such a critical juncture. "Selling Vision" is a step-by-step guide to creating and selling change. By implementing new change management strategies into their unique X XY Y selling methodology, the authors: . Propose a new logic for thinking about and executing major sales transformations . Examine these transformations from the customer s perspective and how their changing buying patterns suggest a particular way of focusing selling activities . Consider the perspective of salespeople and what they can do to sell change to their customers . Look at how sales leaders and managers can change the way their organizations sell products or services. Highlight the pivotal moments that determine the success of major change initiatives Based on their unique X XY Y selling methodology, Schachter and Cheatham provide a proven sales strategy to help any sales leader, manager, or professional. For sales leaders, their approach provides a path for transforming the sales organization. For sales managers, it describes how to inspire change in the behavior of salespeople. And for salespeople, it offers a new way of selling that will have a dramatic impact on their performance. For any business executive, "Selling Vision "provides a faster path to driving change.This book provides 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. How you respond to changing sales dynamics will determine your company s success, that of your customers, and, to a great extent, your own personal career goals and future. ", Leaders want change. Customers want change. Everyone struggles to drive change fast enough. Leaders are transforming their organizations, while their customers are changing themselves. Both depend on salespeople. Salespeople are forced to change what they sell and how they sell. How can you motivate and enable people to change? In Selling Vision, authors Lou Schachter and Rick Cheatham-consultants with the world-renowned BTS sales strategy firm-present an innovative approach to sales success by integrating new techniques for change management directly into sales strategies. These changes might be shifting from selling IT hardware to selling cloud solutions, implementing new pricing models, selling to C-suite buyers rather than technical buyers, or going from direct sales to selling through new channels. Based on their unique XXYY selling methodology, Schachter and Cheatham provide a proven sales strategy to help any sales leader, manager, or professional. For sales leaders, their approach provides a path for transforming the sales organization. For sales managers, it describes how to inspire change in the behavior of salespeople. And for salespeople, it offers a new way of selling that will have a dramatic impact on their performance. For any business executive, Selling Vision provides a faster path to driving change. Book jacket., The groundbreaking new change-management strategy that will give you the edge in a business world where nothing stays the same Selling Vision provides a sales approach designed specifically to help you sell new products or services that require significant change in the way you do business. Nearly every sales professional today is dealing with unprecedented change, at an unprecedented pace. Whether you're transitioning from selling IT hardware to cloud solutions, dealing with innovative new pricing models, or serving new customers, this book gives you a powerful, proven sales strategy that will differentiate you from the competition. The authors' proven program that integrates change-management and sales strategy will help you easily navigate and succeed in the new world of selling--and close more deals than ever.
9781259642173 English 1259642178 A groundbreaking approach to selling in a world demanding changeLeaders, sales managers and professionals have found themselves stuck at a crossroads between the past and the future of selling, and they need a roadmap to help them embrace the challenges they face at such a critical juncture. "Selling Vision" is a step-by-step guide to creating and selling change. By implementing new change management strategies into their unique X XY Y selling methodology, the authors: . Propose a new logic for thinking about and executing major sales transformations . Examine these transformations from the customer s perspective and how their changing buying patterns suggest a particular way of focusing selling activities . Consider the perspective of salespeople and what they can do to sell change to their customers . Look at how sales leaders and managers can change the way their organizations sell products or services. Highlight the pivotal moments that determine the success of major change initiatives Based on their unique X XY Y selling methodology, Schachter and Cheatham provide a proven sales strategy to help any sales leader, manager, or professional. For sales leaders, their approach provides a path for transforming the sales organization. For sales managers, it describes how to inspire change in the behavior of salespeople. And for salespeople, it offers a new way of selling that will have a dramatic impact on their performance. For any business executive, "Selling Vision "provides a faster path to driving change.This book provides 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. How you respond to changing sales dynamics will determine your company s success, that of your customers, and, to a great extent, your own personal career goals and future. ", Leaders want change. Customers want change. Everyone struggles to drive change fast enough. Leaders are transforming their organizations, while their customers are changing themselves. Both depend on salespeople. Salespeople are forced to change what they sell and how they sell. How can you motivate and enable people to change? In Selling Vision, authors Lou Schachter and Rick Cheatham-consultants with the world-renowned BTS sales strategy firm-present an innovative approach to sales success by integrating new techniques for change management directly into sales strategies. These changes might be shifting from selling IT hardware to selling cloud solutions, implementing new pricing models, selling to C-suite buyers rather than technical buyers, or going from direct sales to selling through new channels. Based on their unique XXYY selling methodology, Schachter and Cheatham provide a proven sales strategy to help any sales leader, manager, or professional. For sales leaders, their approach provides a path for transforming the sales organization. For sales managers, it describes how to inspire change in the behavior of salespeople. And for salespeople, it offers a new way of selling that will have a dramatic impact on their performance. For any business executive, Selling Vision provides a faster path to driving change. Book jacket., The groundbreaking new change-management strategy that will give you the edge in a business world where nothing stays the same Selling Vision provides a sales approach designed specifically to help you sell new products or services that require significant change in the way you do business. Nearly every sales professional today is dealing with unprecedented change, at an unprecedented pace. Whether you're transitioning from selling IT hardware to cloud solutions, dealing with innovative new pricing models, or serving new customers, this book gives you a powerful, proven sales strategy that will differentiate you from the competition. The authors' proven program that integrates change-management and sales strategy will help you easily navigate and succeed in the new world of selling--and close more deals than ever.