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

by Schachter, Lou; Cheatham, Rick

• ISBN13: 9781259642173
• ISBN10: 1259642178
• Edition: 1st
• Format: Hardcover
• Copyright: 2016-03-08
• Publisher: McGraw-Hill Education

Table of Contents

Part 1 A New Logic for Sales Transformation
Chapter 1 Time for Change 3
Chapter 2 A New Way of Seeing Change 11
Chapter 3 Examples of X-to-Y Change 21
Chapter 4 Selling in an XY World 33
Chapter 5 Sales Management in an XY World 47
Chapter 6 Sales Leadership in an XY World 57

Part 2 A Change in Buying
Chapter 7 How Customers View the X-to-Y Shift 69
Chapter 8 Turbulent Skies 73
Chapter 9 Disruption in Customer Buying Processes 81
Chapter 10 What Customers Expect from Salespeople 97

Part 3 Salespeople—Selling Change
Chapter 11 Great Selling: Navigation Skills 115
Chapter 12 Great Selling: Core Selling Behaviors 125
Chapter 13 Great Selling: Addressing Buying Delays 149

Part 4 Sales Managers and Sales Leaders: Changing Selling
Chapter 14 Great Sales Management: Leading People 169
Chapter 15 Great Sales Management: Developing People 181
Chapter 16 Great Sales Management: Executing the Plan 195
Chapter 17 Great Sales Leadership 207

Part 5 Conclusions
Chapter 18 Pivotal Moments 219
Chapter 19 Summary of Selling Vision 227

Acknowledgments 235
Index 237