Contents
PART 1 A New Logic for Sales Transformation
CHAPTER 2 A New Way of Seeing Change
CHAPTER 3 Examples of X-to-Y Change
CHAPTER 4 Selling in an XY World
CHAPTER 5 Sales Management in an XY World
CHAPTER 6 Sales Leadership in an XY World
CHAPTER 7 How Customers View the X-to-Y Shift
CHAPTER 9 Disruption in Customer Buying Processes
CHAPTER 10 What Customers Expect from Salespeople
PART 3 Salespeople—Selling Change
CHAPTER 11 Great Selling: Navigation Skills
CHAPTER 12 Great Selling: Core Selling Behaviors
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