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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 19

Summary of Selling Vision

This book is about sales. It is also about change management. In fact, in many respects, sales today is essentially change management. The advice that underlies this book is to define not just the future vision but also the transition state, and to place your execution focus there.

Part 1 of this book introduced a new logic for thinking about change and sales transformations. In Part 2, we examined how sales transformation needs to accommodate the fast change that is continuously occurring in customer organizations. In Part 3, we looked at the perspective of salespeople and how they can sell change to their customers who are also going through transformations. In Part 4, we offered a script for how sales leaders ...

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