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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 18

Pivotal Moments

Sales transformation can be such an overwhelming thought that many people prefer to avoid the term, which is fine. But it doesn’t have to be overwhelming. Let’s make it easier.

Five key moments determine whether a sales transformation will be successful.

Moment #1: Recognition

Is it time for a sales transformation? Only the sales leader can make that evaluation, and of course any decision to embark on a major change must be assessed in concert with the larger executive team. In statistics, there are what are known as Type I and Type II errors. Type I errors are false-positives. In this situation, it would mean deciding that a sales transformation is needed when it really isn’t. Type II errors are false-negatives: deciding ...

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