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

  • 5h 21m 10s
  • Lou Schachter
  • Recorded Books, Inc.
  • 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 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

In this Audiobook

  • 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
  • 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
  • Chapter 11 - Great Selling—Navigation Skills
  • Chapter 12 - Great Selling—Core Selling Behaviors
  • Chapter 13 - Great Selling—Addressing Buying Delays
  • 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
  • Chapter 18 - Pivotal Moments
  • Chapter 19 - Summary of Selling Vision
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