CHAPTER 4
Selling in an XY World
Sales transformation is often traumatic for salespeople. It triggers a multiyear process where everything will potentially change. Even if you are a great salesperson, you can’t help but have a version of this conversation with yourself and, more often than not, with others:
I’ve done too well the past few years for them to mess with me … I doubt much will change. Maybe I’ll be promoted to global accounts? That would be awesome … but the new sales leader doesn’t really know me … what if I’m demoted to SMB. This is crazy … I’ve got to focus on this proposal … it’s due Friday.
Even if I do stay in my current job, will they change my customer list? Why am I killing myself to do a proposal for a customer that I probably ...
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