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List of Figures
About the Author
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
Suggested Actions for Customer Understanding
2 Agile Sales Concept 2: Hoshin Kanri
Executive Level Plan
Divisional Team Plans
Department (Front-Line) Plans
Lead and Lag Measures
Suggested Actions for Hoshin Kanri
3 Agile Sales Concept 3: Scrum
History of the Scrum
Throughout the Entire Organization
How to Establish an RVM
Agenda for an RVM
Culture Building in an RVM
Strategy Execution in an RVM
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