Sales chaos : using agility selling to think and sell differently / Tim Ohai, Brian Lambert.

Format:

Book

Author/Creator:

Ohai, Tim, 1971-

Contributor:

Lambert, Brian.

Language:

English

Subjects (All):

Selling.

Chaotic behavior in systems.

Physical Description:

1 online resource (304 p.)

Edition:

1st ed.

Place of Publication:

San Francisco ; New York : Pfeiffer/Wiley, c2011.

Language Note:

English

Summary:

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 Se

Contents:

SALES CHAOS; Contents; Preface; Acknowledgments; SECTION 1: THINKING DIFFERENTLY; 1 Chaos Reigns; Introduction; Taking Inventory; Chaos-The Final Frontier; Understanding the Chaos; Understanding the Complexity; Introducing the Three Forces of Complexity; Force 1: The Force of the Non-Linear; Force 2: The Force of Full Value; Force 3: The Force of Community; Using These Forces to Overcome Complexity; Three Choices All Salespeople Have to Make; The Demographic Shift in Sales; 2 Fundamentals of Sales Chaos: Butterflies; Introduction; The Impact of Complexity; The Need for Theory

Chaos Theory-Sensitivity to Initial ConditionsThe Butterfly Effect; The Butterfly Effect-Sales Version; Butterflies Are Everywhere; 3 Fundamentals of Sales Chaos: Anchor Points; Introduction; The Power of Non-Linear Forces; Finding the Patterns; Introduction to the Anchor Points; The Impact of Anchor Points; Anchor Point 1: Sales Fundamentals; Anchor Point 2: Sales Processes; Anchor Point 3: Sales Relationships; Anchor Point 4: Sales Technology; Using Anchor Points to See Patterns; The Order Matters: Securing the Anchor Points; The Non-Linear Reality of Business; Making Agile Adjustments

Continuous Improvement4 Fundamentals of Sales Chaos: Snowflakes; Introduction; Recognizing Value in the Chaos; Introduction to Snowflakes; Customers Are Like Snowflakes; The Full Value Experience-Understanding Each Snowflake; Element 1: Discovering Value; Element 2: Positioning Value; Element 3: Delivering Value; Why the Traditional Sales Process Doesn't Work; Order from the Chaos; Embrace the Chaos; Hello, Non-Linear Customer!; Shift Your Thinking: From Process to Experience; An Example of the Full-Value Experience; A Quick Test: Recognizing Full Value; 5 A Recap of Thinking Differently

Review: Sales ChaosReview: Complexity; Review: Butterflies; Review: Anchor Points; Review: Snowflakes; Which Way Will You Go?; SECTION 2: SELLING DIFFERENTLY, PART ONE; 6 The Agility Selling Methodology; Introduction; The Challenge; The Evolution of Professional Selling; Pattern Recognition-The Key to Agility; Changing Your Approach; The History of Agility Selling; Defining Agility Selling; The Rules of Agility Selling; Rule 1: Focus on Your Skills; Rule 2: Focus on Justifying Full Value; 7 The Four Habits of Agile Sellers; Introduction; Overview of Selling Skills

Overcoming Obstacles to SkillThe Emerging Definition of Sales Professionalism; Introducing the Four Habits of Agile Sellers; The Impact of the Four Habits; 8 Habit 1: Influencing Others; Introduction; Conformity; Motivation; Managing Influence; Choosing Your Battles; 9 Habit 2: Generating Insight; Introduction; The Importance of Insight; Insight Overriding the Sales Process; Basics of Gaining Insight; Challenge Your Assumption; Expanding Your Perspective; Multiple Sources: Gaining Insight; Insight and Snowflakes; Insight and Forces of Complexity; 10 Habit 3: Executing Your Plan; Introduction

Execution Defined

Notes:

Description based upon print version of record.

Includes bibliographical references and index.

ISBN:

1-118-06429-1

1-283-09880-6

9786613098801

1-118-06427-5

OCLC:

732956389