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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 6

Sales Leadership in an XY World

In our experience, most sales transformations are driven by sales leaders who are new to their roles. Some are driven by new CEOs in collaboration with existing sales leaders. But it’s rare that executives wake up and decide to make major changes to the businesses they have been running.

Sales transformations are almost always triggered by one or more of four developments:

image  Consistently flat or declining revenues

image  Activity from competitors (especially new entrants) that threatens the future of the existing ...

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