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Selling Vision: The X-XY-Y Formula for Driving Results by Selling Change by Rick Cheatham, Lou Schachter

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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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