Selling Vision: The X-XY-Y Formula for Driving Results by Selling Change
- 2h 40m
- Lou Schachter, Rick Cheatham
- McGraw-Hill
- 2016
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 customerfs 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 companyfs success, that of your customers, and, to a great extent, your own personal career goals and future.
About the Authors
Lou Schachter is managing director of the global Sales Practice at BTS, where he is responsible for ensuring client success and the growth of the practice worldwide, leading the 30-person global practice team, and driving thought leadership. He is the co-author of The Mind of the Customer.
Rick Cheatham leads the Sales Practice at BTS for the United States. As a thought partner for organizations who want to transform their sales teams, Rick has worked with clients such as Google, Salesforce, and IBM to accelerate the execution of their sales strategies and transform their sales forces from transactional to consultative.
In this Book
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Selling Vision─The X→XY→Y Formula for Driving Results by Selling Change
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Time for Change
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A New Way of Seeing Change
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Examples of X-to-Y Change
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Selling in an XY World
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Sales Management in an XY World
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Sales Leadership in an XY World
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How Customers View the X-to-Y Shift
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Turbulent Skies
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Disruption in Customer Buying Processes
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What Customers Expect from Salespeople
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Great Selling─Navigation Skills
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Great Selling─Core Selling Behaviors
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Great Selling─Addressing Buying Delays
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Great Sales Management─Leading People
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Great Sales Management─Developing People
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Great Sales Management─Executing the Plan
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Great Sales Leadership
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Pivotal Moments
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Summary of Selling Vision
