The sales agility code deploy situational fluency to win more sales
"Companies know they need to equip their salespeople to compete in today's market, where buying decisions are more complex, differentiation between suppliers is difficult to discern and so much information is available...decision makers struggle to make sense of what they hear from any pot...
| Otros Autores: | , |
|---|---|
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
New York, New York :
McGraw Hill
[2023]
|
| Edición: | 1st ed |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009730938806719 |
Tabla de Contenidos:
- Intro
- Cover
- Title Page
- Copyright Page
- Dedication
- Contents
- Acknowledgments
- Introduction: The Death of the One-Size-Fits-All Approach and the Birth of an Agile Era
- PART I DEBUNKING THE MYTH OF THE "ONE PERFECT SALES METHODOLOGY"
- Chapter 1 Chaos Is the New Normal
- Chapter 2 The Three Levels of Sales Agility and the Sales Agility Research Journey
- PART II FOUNDATIONAL SALES AGILITY
- Chapter 3 Getting into the Buyer's Mindset
- Chapter 4 Assessing the Buying Situation
- Chapter 5 Choosing, Planning, and Executing Sales Conversations Across the Buying Journey
- PART III THE PILLARS OF SALES AGILITY
- Chapter 6 Situational Agility and the Components of the Agility Enablement System
- Chapter 7 An Examination of Situational Intelligence
- Chapter 8 Situational Readiness
- Chapter 9 Fluency: The Most Important "F" Word in Sales
- PART IV SITUATIONAL SALES AGILITY
- Chapter 10 Assessing: Gathering Intelligence on the Buying Situation
- Chapter 11 Choosing and Executing Situational Sales Agility
- PART V THE PATH TO SALES EXPERTISE
- Chapter 12 Coaching Sales Agility
- Chapter 13 How Salespeople Become Experts
- Chapter 14 Gaining Precise Insights: The Role of Machine Learning
- Appendix: Details of the Sales Agility Research Journey
- Notes
- Index.
