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Sales Chaos
By: Tim Ohai , Brian LamberteBook Publisher: John Wiley & Sons
Imprint: Pfeiffer
Format: ePub Encrypted (DRM)
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What if chaos is good? What if random complexity is not the enemy, but a competitive asset instead? Could it be possible to thrive in the chaos, to actually harness it during your sales conversations?
Sales Chaos is a groundbreaking book that outlines a new paradigm that applies the latest research and the scientific principles of chaos theory to the challenges facing today's sales professional. The result of this philosophy creates a whole new approach to business, one in which sales conversations are driven by relevance, not simple activity. It's called Agility Selling.
Agility Selling is not a sales technique. Nor is it a sales process. While techniques and processes have value, Agility Selling is bigger than that. It is a genuinely fresh approach to selling, birthed by chaos and grounded in science. Agility Selling is a methodology designed to help you identify repeatable and predictable patterns in the complex world of selling so that you can consistently be more relevant than your competition and create more value for your clients.
It doesn't matter if you are new to sales or a seasoned professional; Sales Chaos provides the key information any seller should know to turn the scientific theory of Agility Selling into more relevant sales conversations and bottom-line sales results.
Learn more about the practices behind the book at www.saleschaos.com
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| Title of Business & Economics eBook: Sales Chaos | |
| Release Date: 04-27-2011 | |
| Publisher: Pfeiffer |
This eBook download is available in the following formats:
| Parent title | Sales Chaos |
|---|---|
| Encrypted (DRM) | Yes |
| SKU | 9781118064276 |
| File size | 2323 |
| Security | n/a |
| Printing | Not allowed |
| Copying | Not allowed |
| Read aloud | No Sys requirements Download reader |
| Devices | Samsung Tablet, Apple Ipad & Iphone, Barnes & Noble Nook, Kobo eReader, Aluratek Libre, Iliad, Nokia, Blackberry, Hanlin |
| Note | Excellent navigation features are available via Adobe such as bookmarks and a quick access table of contents. Text search is easily accessible. An Adobe DRM-protected file is different than a pdf file in that it uses Adobe DRM (Digital Rights Management) technology, which authors and publishers use to protect their content from illegal online distribution and to set certain privileges such as restrictions on copying and printing. |
Sales Chaos
Chapter One
Chaos Reigns
"Chaos results when the world changes faster than people."
Anonymous
Introduction
Daniel was driving home from work. It was 8:30 p.m. He was tired, and he knew he would have to get up early tomorrow to get ready for the big sales call with his newest major prospect. As he drove home, his mind slowly recapped the day in an attempt to identify and finalize the growing list of "to-dos" for the coming days. This morning it was up early for a quick workout, then an even quicker breakfast. Within an hour, he had skimmed the daily newspaper as well as four major news websites while simultaneously getting dressed for the day. He had also read two earnings call transcripts from his biggest clients and accomplished a quick scan of his smart phone to determine whether any fires had popped up within his customer base overnight. Luckily for him, things were mostly under control—just an email from his boss asking for an update on three of his opportunities before 2:00 p.m. today (some sort of meeting prep with the Sales VP, he assumed). A quick review of his daily calendar and he was out the door.
The day unfolded around three big sales meetings (sales calls) that he ran today. Two were with prospects, and one meeting was with a client he'd had for about a year. The three meetings were with various levels of decision-makers (some higher in their organization with decision-making power and some lower in their organization but who held considerable influence on others in the organization). None of the meetings
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