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Part 1 A New Logic for Sales Transformation Chapter 1 Time for Change 3
Chapter 2 A New Way of Seeing Change 11 Chapter 3 Examples of X-to-Y Change
21 Chapter 4 Selling in an XY World 33 Chapter 5 Sales Management in an XY
World 47 Chapter 6 Sales Leadership in an XY World 57
Part 2 A Change in Buying Chapter 7 How Customers View the X-to-Y Shift 69
Chapter 8 Turbulent Skies 73 Chapter 9 Disruption in Customer Buying
Processes 81 Chapter 10 What Customers Expect from Salespeople 97
Part 3 Salespeople-Selling Change Chapter 11 Great Selling: Navigation
Skills 115 Chapter 12 Great Selling: Core Selling Behaviors 125 Chapter 13
Great Selling: Addressing Buying Delays 149
Part 4 Sales Managers and Sales Leaders: Changing Selling Chapter 14 Great
Sales Management: Leading People 169 Chapter 15 Great Sales Management:
Developing People 181 Chapter 16 Great Sales Management: Executing the Plan
195 Chapter 17 Great Sales Leadership 207
Part 5 Conclusions Chapter 18 Pivotal Moments 219 Chapter 19 Summary of
Selling Vision 227
Acknowledgments 235 Index 237
