Changing the Sales Conversation: Connect, Collaborate, and Close

Opening into the Future

Futuring, heat-mapping, value-tracking, phasing, and linking are labels I use to underscore change. The change in the social system between buyers and sellers is irreversible. The Internet has upended many of the old sales models. Much of what worked in the past is not working now. But who wants to go back? The best part about change is that it inspires progress. Change means risk, but it goes hand in hand with growth.

The trends explored in this book are more than labels—they represent a new way for you to relate to clients—as a thought partner. Through futuring you see around corners to anticipate and understand needs. Heat-mapping helps clients do the same, and value-tracking, phasing, and linking enable you to go around ...