Selling Vision

Selling Vision

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Schachter, Lou | Cheatham, Rick McGraw-Hill Education, 2016 Audio summary available
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IN THIS SUMMARY

In Selling Vision, Lou Schachter and Rick Cheatham examine the subject of sales and change management by arguing that sales transformation today is actually change management. They provide a model for how a business can shift from mostly X (a legacy offering) and a little bit of Y (something new) to mostly Y and much less of X. This sales strategy can be used by any sales leader, manager, or salesperson in any industry.