The Innovative Seller

2Introducing the 4 Cs of Modern Sales Transformation

I TALK TO hundreds of CEOs and VPs of sales every year. What is holding many back from changing is the thought of going against what made them successful for decades. Despite the fact that 68% of salespeople say that their role has permanently changed due to the shifts in the sales landscape, asking a leader who took a company public or scaled a company to a billion in revenue to pivot to a new model feels like a nearly impossible task. Ask any seller who has seen success in their career if they would like to change what's made them successful—you are going to get quite a bit of hesitancy.

I get it. As a lifelong seller and sales leader, I would be a bit nervous reading a book that tells me if I don't adapt, I might end up like Blockbuster. The good news is that from my work with thousands of companies, I've honed the practice of making change management applicable and tactical, so even the most seasoned leader and salesperson can make this adaptation quickly. Interestingly, 52% of sales leaders believe that their teams need to improve their adaptability skills. I use the word adaptation very specifically because this is all that is required. You don't need to change everything up or throw everything out the window to make your B2B selling process innovative. In fact, most organizations and sellers already have the building blocks to get there. In order to make this adaptation easier, I've honed all of my work and experience ...