Contents

List of Figures

Foreword

Preface

Acknowledgments

About the Author

Introduction

1   Agile Sales Concept 1: Customer Understanding

The Pareto Principle

Living in Their Shoes

Tools for Understanding Your Customer More Deeply

The Persona Map

The Contextual Interview

The Empathy Map

Service Safari

Shadowing

Suggested Actions for Customer Understanding

2   Agile Sales Concept 2: Hoshin Kanri

Executive Level Plan

Divisional Team Plans

Department (Front-Line) Plans

Individual Plans

Lead and Lag Measures

Suggested Actions for Hoshin Kanri

3   Agile Sales Concept 3: Scrum

History of the Scrum

In Sales

Throughout the Entire Organization

How to Establish an RVM

Agenda for an RVM

Culture Building in an RVM

Strategy Execution in an RVM

Trend-Line ...

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