Selling Vision: The X-XY-Y Formula for Driving Results by Selling Change 1 9781259642173 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.
Selling Vision: The X-XY-Y Formula for Driving Results by Selling Change

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

1st Edition
By Lou Schachter and Rick Cheatham
ISBN10: 1259642178
ISBN13: 9781259642173
Copyright: 2016

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ISBN10: 1259642178 | ISBN13: 9781259642173



The estimated amount of time this product will be on the market is based on a number of factors, including faculty input to instructional design and the prior revision cycle and updates to academic research-which typically results in a revision cycle ranging from every two to four years for this product. Pricing subject to change at any time.

Program Details

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