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Contents

List of Figures

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

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

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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