Selling Vision: The X-XY-Y Formula for Driving Results by Selling Change

Business & Finance, Marketing & Sales, Customer Service, Sales & Selling, Management & Leadership, Motivational
Cover of the book Selling Vision: The X-XY-Y Formula for Driving Results by Selling Change by Lou Schachter, Rick Cheatham, McGraw-Hill Education
View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart
Author: Lou Schachter, Rick Cheatham ISBN: 9781259642180
Publisher: McGraw-Hill Education Publication: March 11, 2016
Imprint: McGraw-Hill Education Language: English
Author: Lou Schachter, Rick Cheatham
ISBN: 9781259642180
Publisher: McGraw-Hill Education
Publication: March 11, 2016
Imprint: McGraw-Hill Education
Language: English

A groundbreaking approach to selling in a world demanding change

Leaders, 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.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

A groundbreaking approach to selling in a world demanding change

Leaders, 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.

More books from McGraw-Hill Education

Cover of the book Clinical Malignant Hematology by Lou Schachter, Rick Cheatham
Cover of the book Healthcare Information Security and Privacy by Lou Schachter, Rick Cheatham
Cover of the book Basic and Clinical Pharmacology 14th Edition by Lou Schachter, Rick Cheatham
Cover of the book Perfect Phrases for Writing Company Announcements: Hundreds of Ready-to-Use Phrases for Powerful Internal and External Communications by Lou Schachter, Rick Cheatham
Cover of the book McGraw-Hill’s 500 SAT Critical Reading Questions to Know by Test Day by Lou Schachter, Rick Cheatham
Cover of the book Investing in Apartment Buildings: Create a Reliable Stream of Income and Build Long-Term Wealth by Lou Schachter, Rick Cheatham
Cover of the book Spanish Conversation Demystified by Lou Schachter, Rick Cheatham
Cover of the book Super Trader, Expanded Edition: Make Consistent Profits in Good and Bad Markets by Lou Schachter, Rick Cheatham
Cover of the book The Big Book of Six Sigma Training Games: Proven Ways to Teach Basic DMAIC Principles and Quality Improvement Tools by Lou Schachter, Rick Cheatham
Cover of the book First, Fast, Fearless: How to Lead Like a Navy SEAL by Lou Schachter, Rick Cheatham
Cover of the book Facility Design and Management Handbook by Lou Schachter, Rick Cheatham
Cover of the book Landscape Architect's Portable Handbook by Lou Schachter, Rick Cheatham
Cover of the book Manager's Guide to Business Planning by Lou Schachter, Rick Cheatham
Cover of the book Adams and Victor's Principles of Neurology 10th Edition by Lou Schachter, Rick Cheatham
Cover of the book The VAR Implementation Handbook, Chapter 21 - Option Pricing with Constant and Time-Varying Volatility by Lou Schachter, Rick Cheatham
We use our own "cookies" and third party cookies to improve services and to see statistical information. By using this website, you agree to our Privacy Policy